Insider News and Business: November 2013
Convergint Technologies Acquires Qualified Systems Contracting
Convergint Technologies LLC, Schaumburg, Ill., announced that as part of its active acquisition strategy, it acquired Tampa-based Qualified Systems Contracting Inc., a provider of physical security technologies throughout the central Florida market.
By providing best-of-class security solutions, focusing on quality installations and having a dedication to outstanding customer service, Qualified Systems had grown from its original Tampa location in 2004, to 40 employees and locations in the Orlando and Jacksonville markets, Convergint said.
Convergint Technologies has rapidly grown since its inception in 2001. In 2012, Convergint partnered with KRG Capital and announced its intent to add acquisitions to its growth strategy.
“Qualified Systems is the first of those acquisitions and Convergint has committed to continue its industry leading growth organically and through additional acquisitions,” said Dan Moceri, chief executive officer of Convergint Technologies.
According to Qualified Systems founder Dave Torgerson, “this acquisition provides Convergint with a strong presence in the Florida market, and at the same time provides Qualified Systems with a foundation and footprint to better serve both our local and national clients.”
Convergint Technologies is the largest privately held systems integrator in North America and in 2013 ranked as the fifth-largest integrator overall in SDM’s Top Systems Integrators Report. Qualified Systems Contracting ranked No. 71 on the same report, with $7.35 million in North American Systems Integration revenue in 2012.
“Qualified Systems has been a valued partner of Convergint Technologies in the Florida market since 2006. While the technical, service and geographical fit is clear, it is the cultural alignment between Convergint and Qualified Systems that will make this relationship a success,” said Ken LaChance, vice president of Business Development for Convergint.
LaChance added that Convergint is looking forward to aggressively building on Qualified System’s solid foundation and strong customer relationships in Central and Northeast Florida. Convergint intends to “keep Qualified Systems and all of its colleagues 100 percent whole.” In support of that, the company hired four new employees to serve these new markets within three weeks of the acquisition.
A Single Voice for Video Verification
At the 2013 CSAA International annual meeting held in Quebec City in October, Don Young and Steve Walker, representing the Partnership for Priority Video Alarm Response (PPVAR) group, met with other CSAA members to discuss PPVAR initiatives with hopes of taking steps towards the groups merging and collectively working together. The key issue at hand: establishing one unified voice and purpose with which the security industry could address other stakeholders such as law enforcement. On Oct. 14, the CSAA board of directors voted to take initial steps establishing PPVAR as a standing committee within the association. The CSAA and PPVAR still must work out the structure of the group under CSAA and how it will fit in with the organization’s existing Video Committee. Read more about the future of video verification on page 57.
Diebold Expands in Commercial Market
Diebold Incorporated, North Canton, Ohio, has expanded the company’s Electronic Security National Accounts Program, bringing expertise in helping national financial customers secure their assets in the commercial space.
Long committed to the national accounts arena, Diebold is differentiated by its extensive history in the market, a comprehensive security offering and deep understanding of complex businesses, it stated in a press release. Commercial national accounts can now fully leverage Diebold’s security experience and innovation.
“As the only remaining North American pure-play national systems integrator and monitoring provider, we’re in a unique position to serve the evolving needs of the commercial security marketplace,” said Tony Byerly, executive vice president, electronic security. “Diebold delivers on the requirements of national accounts customers seeking a partner to customize a program to their specific needs, while also standardizing delivery across multiple sites and technologies.”
Diebold’s expansion has gained momentum with the addition of more than 30 new national and global commercial customers in 2013. In addition to monitoring and systems integration, Diebold offers a services catalog that includes remote and hosted services, as well as managed solutions and services.
Integral to Diebold’s expansion has been the addition of key hires. The company doubled the size of its North American commercial account team, while continuing to also expand the management team for financial accounts. Building on Byerly’s leadership, Diebold has added industry veterans who align with its services culture and collaborative approach to customer relationships. Key hires include:
- Damon Kanzler, vice president, Centralized Services and Business Processes, Electronic Security — more than 20 years of industry experience.
- Doug Walsh, manager, Technology Solutions Architects — nearly 30 years of industry experience.
- Bruce Kutsche, sales director, Commercial National Accounts, Central — nearly 15 years experience.
- Rick Roman, sales director, Commercial National Accounts, East — 20 years experience.
- Dan Valladares, sales director, Commercial National Accounts, West — more than 25 years experience.
- Mark Baruzzini, senior director, Strategic Accounts Program — nearly 15 years experience.
- Josh Petretti, sales director, Financial Regional, North — more than 5 years experience.
“Customer satisfaction starts with relationships, which are critical to growing our business,” said Bill Fitzhenry, vice president, commercial sales, North America. “That’s why the addition of industry veterans to our team is so important. Our customers place their trust in their Diebold sales and service partners, and that’s a key driver of sustainable growth.”
Diebold’s national accounts footprint includes 110 branch offices across North America, which are home to account managers and service technicians from coast to coast.
Tri-Ed & AIL Work to Form the International Alliance of Independent Security Distributors
Tri-Ed, Woodbury, N.Y., a North American independent security distributor, and Aditya Infotech Ltd. (AIL), a security and safety products distribution house in India and a global player in video surveillance and safety products and solutions, announced the formation of The International Alliance of Independent Security Distributors.
New Delhi, India-based ADITYA Infotech Ltd. with its channel partners in India, Bangladesh, Sri Lanka, Nepal and Malaysia, offers products and services that are similar to those Tri-Ed offers in the United States and Canada.
“The Alliance will serve as a high-level focus group, and be very beneficial to both our vendors and our customers,” explained Pat Comunale, president and chief executive officer of Tri-Ed Distribution. “It will be of great value to our vendors in their R&D efforts, allowing them to tailor their products and technologies to current market conditions. Just as importantly, our customers will benefit from our increased ability to deliver the products they need at the prices they expect.”
This collaboration will allow Tri-Ed and AIL to share information on new trends and market insights within their areas of operation, resulting in a sharing of knowledge that will help all members increase their market share through best practices. Tri-Ed and AIL will be inviting other key distributors from other parts of the world, Europe in particular, to join The International Alliance of Independent Security Distributors.
“We understand that the security needs of every single business vertical are different, with challenges that are unique to the particular business unit or region,” said Aditya Khemka, CEO and director of AIL. “These challenges need to be met with solutions that have been tailored to suit specific needs and regions. Our collaboration with Tri-Ed Distribution, and our formation of the International Alliance of Independent Security Distributors, reflects each of our company’s unwavering commitment to delivering the very best in security distribution products and services.”
Security-Net Elects New Board Leadership for 2014-2015 Term
Security-Net, a global provider of security integration services, announced it elected Jim Coleman to the leadership role of president of its board of directors for the next two years.
Coleman, who serves as president of Operational Security Systems, in Atlanta, and is the current vice president of Security-Net, will become president of Security-Net in January 2014. He will replace Joe Liguori who has been president since 2011.
Security-Net holds its election of officers once every two years, with a representative from each member company casting a vote during the election process. The election of officers for the 2014-2015 term took place at the Renaissance Downtown in Chicago during a two-day meeting of Security-Net members held prior to the start of the ASIS International Annual Seminar & Exhibits.
Security-Net members also elected Skip Sampson, president of Koorsen Security Technology in Indianapolis, as vice president. Steve Morefield, president of Firstline Security Integration in Anaheim, Calif., was elected to the position of treasurer of Security-Net’s board of directors. Mike Painter, vice president of AlphaCorp Security in West Valley City, Utah, was elected to a two-year term as secretary.
At ASIS, Security-Net celebrated its 20th Anniversary since it was founded by a small group of systems integrators who wanted to formally share best practices.
Bold Technologies’ Conference Focuses on Industry’s Future
Bold Technologies has been holding Users Group Meetings since the company was founded in 1981; however, in 2008, Bold made a commitment to host the Bold Users Conference on an annual basis. With the commitment to a yearly event, came a re-energized focus toward providing a top-quality training and networking experience for its Manitou users. Since 2008, Bold has seen its Users Conference attendance grow by nearly 400 percent and is proud to have earned the reputation of hosting a first-rate event, it stated.
The 2013 Bold Users Conference upheld Bold’s reputation for excellent conferences, and the event was a success with outstanding reviews from attendees and sponsors , according to the company. The 2013 Bold Users Conference was held in August at the Antlers Hilton in Colorado Springs, Colo. The Conference offered attendees more than 30 different training classes and the opportunity to view as many as 20 product demonstrations. The classes were focused around four areas of emphasis: Train-the-Trainer, Operations, Information Technology, and Strategic Business.
The theme for this year’s conference was “Come see the future.” Rod Coles, president and chief executive officer of Bold Technologies explained, “We chose this theme because Bold Technologies continues to shape the development of contemporary alarm monitoring and define exciting new standards of security information management.” Coles continued, “One of the technological highlights of this year’s Conference was Manitou _mega and we were excited to give a preview of the next big breakthrough in automation software.”
The 2013 Bold Users Conference was sponsored by 10 of Bold’s partner companies: Bosch, CSS, DSC, iView Now, Keep Your IP, OneTel, Secure-i, SedonaOffice, Videofied, and Xtralis.
COPS Monitoring Teams Up With SS&Si Dealer Network
COPS Monitoring announced a strategic alliance with SS&Si to bring valuable services and product savings exclusively to COPS Monitoring alarm dealers. “We can succeed only when our customers succeed, which is why we continually look for ways to help our alarm dealers grow and prosper,” said Jim McMullen, president and chief operating officer of COPS Monitoring. “In addition to our other advantages, our relationship with the SS&Si dealer network means that we can further help our dealers increase their competitive edge through professional marketing support and equipment purchase discounts.”
The SS&Si Dealer Network was created to level the playing field for independent alarm companies and larger, national competitors. The newly combined network of dealers offers the substantial purchasing power of thousands of alarm companies with the marketing experience of industry veterans. The strategic alliance will ensure that all COPS Monitoring alarm dealers have access to a wide variety of services such as professional website and brochure design, expert marketing support, outstanding savings on alarm and PERS equipment purchases, and even discounts on office supplies and employment ads.
“We’re excited to introduce the benefits of SS&Si to COPS Monitoring dealers. Since there’s no cost to join our program we anticipate a very positive response from dealers,” said Justin Voll, vice president of SS&Si Dealer Network.
For information, visit http://copsmonitoring.com/sssi.
DMP to Expand Internationally with Appointment of Joe Hurst
DMP, Springfield, Mo., named Joe Hurst as president of DMP International to market DMP products globally. “DMP products are already being sold and used in North and South American countries,” said DMP chief executive officer, Rick Britton. “Joe will focus his skills on supporting and greatly expanding sales outside of the United States as the leader of an organization dedicated to growing DMP presence beyond our borders. With Joe in the leadership position, we are ready to step into the global realm where customers can benefit from the industry-leading technology offered by DMP products.”
Hurst’s industry involvement includes serving on the board of directors of the Security Industry Association (SIA), including two terms as president. He was the recipient of the SIA’s George R. Lippert Award in 2002, presented annually to honor a distinguished individual who has provided exceptional leadership and service to security industry.
“DMP products are known for their innovation and reliability with exceptional customer support. I am excited to lead the focused effort of bringing this time-tested product offering to the growing global marketplace,” said Hurst.
Diebold Establishes New Electronic Security Headquarters Facility
Diebold Inc., North Canton, Ohio created a new Electronic Security headquarters to centralize operations and support the continued success and growth of its electronic security business, the company stated. The facility will help strengthen Diebold’s focus on electronic security solutions, services and customers, while enhancing the timely collaboration that is critical to improving outcomes in monitoring and systems integration, according to the company.
“Centralizing our core electronic security operations will enable us to place a stronger focus on growth and improved gross margins,” said Tony Byerly, executive vice president, electronic security. “But, more importantly, it will allow us to deliver even more value and service to our customers.”
Located in Green, Ohio, the headquarters serves as a hub that connects Diebold’s Center of Excellence for engineering and design in Elmsford, N.Y.; its CSAA Five Diamond, UL-certified monitoring centers in Ohio, Hawaii and Mexico; and 110 electronic security field offices across the United States. As the electronic security business continues to grow, the company has the opportunity to acquire additional space within the new facility.
For information, visit www.diebold.com.
SW24 Becomes Presenting Sponsor of Brooklyn Nets
The Brooklyn Nets signed a momentous multi-year deal with SW24, a New York City-based provider of technology-based security services, to become the team’s presenting sponsor. The signature partnership marks the first-ever presenting sponsorship for the Brooklyn Nets.
SW24’s logo can now be seen in conjunction with the Brooklyn Nets logo on all team-controlled branding. This alliance also designates SW24 as the presenting sponsor of BrooklynNets.com and the exclusive security partner of the Brooklyn Nets.
“We are entering into our 10th year as one of the leading security services providers in the country and our roots are here,” Smyth said. “New York City is in our blood, so this new relationship with one of the best teams in basketball is going to help form a solid foundation for SW24’s service to Brooklyn and our entire city. We love what the Brooklyn Nets stand for as a sports team and as a positive force in our community. Our DNA is the same.”
Through this multi-faceted marketing alliance, SW24 will receive exposure on television-visible court side and baseline signage at Nets home games, exposure in Brooklyn Nets publications and during radio broadcasts, and a major advertising presence via the “Street-to-Seat” brand signage at Barclays Center. SW24 will also receive branding at select Barclays Center security checkpoints. The Brooklyn Nets will receive exposure on SW24 through a variety of consumer communication vehicles.
SW24 is self-described as the fast-growing security company in the United States, and maintains the nation’s largest privately installed network of video surveillance. President Desmond Smyth founded the company after 20 years of service with the New York Police Department from which he retired as a detective. His first posting was with the 77th Precinct in Brooklyn where he began his NYPD career.
“We are proud to have formed a major sponsorship alliance with SW24, a leader in its field,” said Brett Yormark, chief executive officer of the Brooklyn Nets and Barclays Center. “SW24 has a tremendous commitment to safety and service, which are our top priorities at the Brooklyn Nets. Everywhere the Nets brand goes, so will SW24. This significant alliance continues our commitment to partner with first-class companies and to bring the best to Brooklyn.”
PSIA Announces New Working Group
At its Enterprise User Interoperability Showcase in September, the Physical Security Interoperability Alliance (PSIA) announced its new Physical-Logical Access Interoperability Working Group. This group will develop a specification to unify logical and physical identities so that security industry manufacturers, integrators and end users can develop cost-effective, easily administered solutions that span the physical and logical security domains.
“Many security end users want to synchronize the identities used by their logical and physical security access control systems but cannot justify the costs of proprietary solutions that require custom programming and disruptive new work flows,” said Mohammad Soleimani, executive vice president and chief technology officer, Kastle Systems, and interim chair of the new PSIA group.
“The new PSIA specification will provide a standard way for enterprises to ensure the logical and physical access privileges associated with an employee’s role are always in synch. That synchronicity then makes it much easier and cost effective to create solutions such as confirming an employee is physically present before permitting access to an application or database as well as solutions for easily managing physical and logical access privileges when employees travel,” he said.
The PSIA Physical-Logical Access Interoperability Working Group had its first working session during the ASIS show.
Most Home Fire Deaths Have No Alarm
The National Fire Protection Association, as part of its Fire Prevention Week campaign, reported that almost two-thirds (62 percent) of reported home fire deaths occurred in homes with no smoke alarms or no working smoke alarms. The group also stated that a working smoke alarm can cut the risk of dying in a home fire by half.
Quintron Systems Inc, Santa Maria, Calif., announced James St. Pierre as the new director of sales and marketing. “James has many years of experience and a vast amount of knowledge in the unified access control and intrusion detection market,” said Richard Finnegan, vice president and general manager, Security Systems Division at Quintron. “In his new position, St. Pierre will focus on branding, promoting, and channeling the growth of Quintron Systems’ leading-edge security systems.”
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Egis Capital Partners, New York, announced that Bill Polk joined the private equity firm from Capital One Bank as a managing partner. Polk, who has more than 25 years of debt and equity investment experience, has been involved in more than $6 billion of middle-market security financing transactions. He will be responsible for origination and fundraising at Egis.
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Xtralis, Avon, Mass., announced that Matt Krebs joined the company as security sales director in the Americas. Krebs is a statured security industry executive, with relationships in the video surveillance markets and Central Monitoring Stations. Krebs attended the University of Houston Clear Lake, where he took courses in Business Administration.
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Middle Atlantic, Fairfield, N.J.,named Tim Troast director of physical infrastructure products. In this newly created position, Troast oversees the development of Middle Atlantic rack and enclosure products and related options. Troast also works closely with product managers for power and thermal products to strengthen the company’s integrated approach to ensuring system reliability.
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Micro Key Solutions, Kissimmee, Fla., announced Stephen Kovacsiss as the new central station business development representative. Kovacsiss is responsible for growing the central station network within the industry and has a strong focus on consulting with Micro Key’s existing central station customers to ensure that they are getting the maximum return on their Micro Key investment.
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WavestoreUSA, West Palm Beach, Fla., announced Emerson Rodrigues to the role of applications engineer. Rodrigues serves as a primary technical resource for the network of WavestoreUSA installers, manufacturer’s representatives, consultants and end users. Rodrigues drives pre-sales support for its customers and plays a role in the sales process to ensure a high level of customer satisfaction through the installation, configuration, management and support of WavestoreUSA technologies.
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Diebold Inc, North Canton, Ohio, promoted Bill Fitzhenry to vice president, commercial sales, North America. He is responsible for the development and implementation of commercial sales, marketing strategies, business process development and business transformation. He leads Diebold commercial account management teams to enable the development and implementation of solutions that fit customers’ unique requirements and help manage risk, drive improved productivity and reduce costs.
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Securadyne Systems, Carrollton, Texas, announced Philip Mallory as director of its newly-created project management office (PMO). The formation of the PMO represents an investment by the company in growth within its National Accounts and Federal Government portfolios. Mallory has an extensive background in enterprise project management and logistics.
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AES Corporation, Arlington, Va., announced Owais Hassan as its new vice president of engineering. In his new role Hassan leads and guides the design of product enhancements as well as manages new product planning and development efforts. His areas of expertise include strategic product development from conceptual stages to high-volume manufacturing and in-depth knowledge of relevant and new emerging markets.
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Matrix Systems, Miamisburg, Ohio, announced Jeremy Krinitt as senior director of product management effective immediately. With more than 11 years of experience in marketing and technology processes in the technology industry, Krinitt drives product development initiatives to further enhance Matrix Systems’ technology and services portfolio.
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Chuck Harrelson, president of Sonitrol Security Systems of the Triangle, was elected president of the Sonitrol National Dealers Association (SNDA) Orlando, Fla. According to Harrelson, a key SNDA goal under his leadership is educating the public to the many benefits of verified detection technologies. Harrelson previously served as vice president and as a regional director of SNDA, and was president of the organization in 2003. He founded Raleigh-based Sonitrol of the Triangle in 1998, and his franchise has won numerous sales and operations awards within the Sonitrol Network.
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Sonitrol Chicagoland North, Northbrook, Ill., announced Clay Crost as business development manager. Crost is responsible for developing a major accounts division within the company to strengthen the company’s ability to handle major accounts by enhancing the level of service from the point of sale to completion of the project. In addition to his new duties, he also continues to support the sales department.
Ackerman’s Campaign With Atlanta Braves Generates $3,400 Donation
Ackerman Security, Atlanta, donated $3,400 to the Leukemia and Lymphoma Society Georgia Chapter as a result of its “Caught Stealing” campaign with 680 The Fan radio.
“Each time a base runner was thrown out attempting to steal a base against the Atlanta Braves, Ackerman donated $100 to the Leukemia and Lymphoma Society,” said Jim Callahan, Ackerman Security’s president. This is the third season of the “Caught Stealing” campaign.