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2016-06-15

Individuals, council of the year receive awards at A G M p . 6

Ten influential decision-makers who are helping to shape the future of professional security

B Series Control Panels are now approved as ULC-S559 Fire Alarm Signal Communicators Learn more about B Series at www.boschsecurity.us

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C ontents June/July 2016

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• CANASA recognizes outstanding contributors with awards • Securitas starts new chapter in Canada • Bert O’Grady remembered as industry mentor • Canadian businesses split on IoT usefulness • Mircom adds rep firms for Quebec, Maritimes • a.p.i. to open new 16,000 sq-ft station

In the first annual Top 10 Under 40, SP&T News presents young security professionals who are leading the industry and helping to shape its future

Features

Editor’s Letter

26 Archive

An eye on the future

Do (some of it) yourself New hybrid models are emerging in home security. Retail, DIY, dealers and professional monitoring can get involved. But can they all make this work? B y L inda J ohnson

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visit www.sptnews.ca/video Please visit our video library for interviews, product information, thought leadership and regular updates from trade shows across North America.

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1 2 20 years and counting The difference 20 years can make B y Norman C heesman

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CANASA Update

Police services and CANASA come together on alarm issues B y K im C aron

Lessons Learned

Points to consider before you make the sale B y V ictor H arding

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E D ITOR ’ S L E T T E R

B y Neil S utton Your Partner in Securing Canada

False positive W hy the false alarm situation is lik ely to get better soon

S ecurity Products & Technology News is published 8 times in 2 0 1 6 by A nnex B usiness M edia. Its primary purpose is to serve as an information resource to installers, resellers and integrators work ing within the security and/ or related industries. E ditorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry.

Group Publisher, Paul G rossinger pgrossinger@ annexweb.com

ver the past few months, I have taken some time to delve into our archives, particularly as we mark SP&T News’ 20th anniversary. One issue that seems to come up time and time again is false alarms. It has been an almost constant problem for the industry and, to be perfectly honest, I haven’t seen a great deal of movement or improvement. Today, the number of alarms that are false continues to hover around the 96-98 per cent mark, which, by any measure, is the overwhelming majority. Even a five per cent reduction would be a step in the right direction. But I think it will happen, and possibly soon. The industry is changing and old models are starting to give way to new. For one, there are an increasing number of tools that can help verify an alarm and for another, more and more police departments are requiring an alarm be verified before they will dispatch on a priority basis. I have seen people get quite heated over this issue. There is disappointment over the fact that police (and fire services) charge false alarm fees, but I honestly don’t know how the expectation can be any different. It’s a fact that police resources are limited and their budgets are far from inexhaustible. The other major change we are seeing is the rise of DIY, and now DIY hybrid models (see p. 20 for our feature coverage). This could change the industry at its most fundamental levels. The fact is, modern alarm systems sold at retail are becoming easier to install. Consumers are now used to the idea that a new appliance must be

connected to their network in order for them to appreciate all of its features. Whether it’s a smart TV, Blu-ray, or even a set of wireless speakers, almost everything comes Internet- or network-ready. Ultimately, it’s not a life or death situation if your TV happens to drop off the network. You may lose your YouTube connection for half an hour, but it’s not likely to disrupt your day in any significant way. This is where DIY alarms systems differ. Your alarm system could save your life, and professionally monitored alarms continue to be vitally important (even more so for smoke or carbon monoxide). This is also why a hybrid DIY approach starts to make a lot of sense. No one can predict if they will be successful, but a number of companies and dealers have assessed the DIY situation and arrived at solutions that allow them to remain involved, by collecting RMR (albeit in modest amounts) and providing affordable monitoring through an on-demand model. Like it or not, traditional approaches to alarm sales and monitoring aren’t going to be around forever. Whether it’s the police who are changing their approach in order to save resources or alarm providers who are offering new tools to cater to consumers who would rather retain a degree of self-monitoring, these changes are probably here to stay. If a reduced false alarm rate is the by-product, so much the better.

“Traditional approaches to alarm monitoring aren’ t going to be around forever.”

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CANASA recognizes outstanding contributors with awards

he Canadian Security Association (CANASA) held its annual general meeting on June 1, handing out several awards and rewarding two students with scholarships. The meeting was held in Ottawa, just prior to the association’s Security Canada Ottawa conference and exhibition, and was chaired by association president Richard McMullen.

C onseil ré gional de Qué bec receives Re gional C ouncil of the Year from Ri chard Mc Mul len (i mage courtesy of C A NA S A ).

The President’s Award of Excellence was awarded to Anna de Jager who serves as president of Central Ontario Regional Council and is vice-president of business development for Lanvac. Regional council of the year was won this year by Conseil régional de Québec. The RA Henderson award, which recognizes a security professional who has had a positive influence on the industry throughout a career, was awarded posthumously to Lanvac’s Bert O’Grady, who passed away earlier this year (see p. 7 for more on the life of Bert O’Grady). CANASA also handed out two scholarship awards this year, worth $1,000 each. The association can award up to 10 scholarships (one per region) to students who fulfill entry requirements. Scholarships are open to the dependents of CANASA members in good standing and have met admission requirements for a post-secondary institution. Scholarship applicants must supply a 1,000 – 2,000 word essay on the role of electronic security in daily life. Essays are judged by a committee made up of regional

Ri chard Mc Mul len, president, C A NA S A ; C hris Iz att, F alcon S ecurity; H eather Terrance, executive director, C A NA S A ; El iz abeth C allahan and her father D ennis C allahan, Pelco by S chneider El ectric (i mage courtesy of C A NA S A ).

council members across the country. This year, the Eastern Ontario Region selected Elizabeth Callahan of Kinburn, Ont., as a scholarship recipient. Callahan, who attended the Ottawa conference, said that her essay focused on the role of security in keeping school environments safe. She plans to study human rights law through an undergraduate degree at Ottawa’s Carleton University. A second scholarship was awarded to Susan Wang of Collingwood, Ont., by the Central Ontario Region.

— Neil Sutton

Securitas starts new chapter in Canada

new leader is at the helm of Securitas Canada, appointed at a time when the company is managing its integration with Diebold. Securitas completed the acquisition of the electronic security services business earlier this year in deal valued at approximately US$350 million. Trevor Thompson was promoted to country president in Canada in March of this year. Thompson, a company veteran, joined Securitas in 2001 and worked at Pinkerton prior to that. Before he was named president, Thompson was vice-president for Eastern Canada. Thompson says there is “real excitement” in the company over its newly acquired security integration division, which is henceforth known as Securitas Electronic Security (SES). “When we walk into a meeting, whether it’s a bank or a local entrepreneur, we bring that to the table.” “The piece that was missing for us was the technology side — [to have] everything in-house.

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Trevor Thompson, Row an H amilton and D an Mar ston

I think that makes us unique in the marketplace,” adds Rowan Hamilton, vice-president, operations and sales, Securitas Canada. Dan Marston, who previously led Diebold’s business in Canada is now senior director and general manager, Canada, Securitas Electronic Security. He says the company is looking to grow its operations now that is part of Securitas and is

currently staffing new sales, operations and services positions. Overall, the company is pursuing an integrated approach — what Hamilton refers to as “solutions selling.” The company is still firmly in the manpower services business, but is also adopting an “integrated guarding” approach. The same can be said more broadly across the industry as traditional guard companies embrace technology that is transforming security, such as analytics tools that are helping to at least partially automate some aspects of guarding like perimeter defence. The adoption of technology has, in some cases, encouraged different skillsets to enter the market. “The end result is not to replace guards… it’s replacing a human with a human,” says Thompson. “Our end result is to provide the best service to our clients. We’re not about transactional sales, we’re really about building partnerships.” — Neil Sutton

Bert O’Grady remembered as industry mentor

ert O’Grady, who passed away April 21 at the age of 74, is remembered by his friends and colleagues as a mentor, straight shooter and tireless advocate of the security industry. “Probably my fondest recollection is that he was a great teacher and he had a great way of explaining things in the industry. [He] made it so understandable,” says Gregg Harmison. Currently business development manager at Tri-Ed, Harmison first got to know Be rt O’ Gr ady O’Grady almost 30 years ago when he started in the business working for SSI 2000. O’Grady, who worked for SSI at the time, hired Harmison for a counter sales position

and took the time to explain the business to him, often through anecdotes. “He was a great story teller,” says Harmison. Terrill LeClair of Alliance Security, who first knew O’Grady through Alarmbridge Security, describes a similar experience: O’Grady was a “sounding board and would always come back with good advice,” he says. His style, says LeClair, was to be direct and to the point, but more than that, “Bert became almost like a father figure.” O’Grady finished his long security career at Lanvac, ultimately working at the company for almost 14 years. His last role with Lanvac was as advisor to the president.

Canadian businesses split on IoT usefulness

recent Internet of Things study conducted on behalf of Telus indicates a schism as far as Canadian businesses and IoT deployments are concerned. According to the results,about half (52 per cent) are moving ahead with IoT (either actively or are planning or considering projects) while the other half (48 per cent) have no plans whatsoever. Moreover, of the half that indicated less interest in IoT, 64 per cent said they see no business need for it. Pam Ferguson, GM, IoT solution sales and strategic investments, Telus said, “I think everyone has their own definition (of IoT). I think it’s an evolution from machine-to-machine to really point-to-point communications. “What Telus has used for the core definition is simply a network of physical objects, whether they’re vehicles, buildings, devices… all of those things being embedded with software sensors and network connectivity, enabling the objects to collect and exchange data.” Key examples of how IoT is being deployed in the security industry include surveillance

installs at retail brick and mortar, said Ferguson. For example, video surveillance can monitor stock levels on shelves. “Video surveillance can be incredibly smart, flagging exception-based, monitoring anything outside of the norm and reporting that back to a central security desk in the store. Or it could be monitored in a third-party location,” she explained. Ferguson said that some businesses are taking a wait-and-see approach with IoT and may be diverting resources towards more pressing issues. However, the early adopters who are seeing the benefits of IoT are deploying solutions with greater frequency. Of the 52 per cent of Canadian businesses that reported some level of involvement with IoT projects, the vast majority are planning or already deploying additional solutions. The study surveyed 506 IT decision-makers from Canadian businesses. It was conducted by MARU/VR&C in March of this year.

— Neil Sutton

John Georgoudes, company co-president and CEO, says O’Grady was never afraid to speak his mind if he felt something was amiss or could be improved. He was a great communicator, says Georgoudes, and a prolific letter writer. One of his last acts for Lanvac was to prepare a list of tasks he felt the company should accomplish — a list he presented to Georgoudes shortly before he died. “He always looked for the win-win situation. He didn’t believe in giving the other guy a bad deal. He wanted to be fair to the company; he wanted to be fair to the clients. If he had to sacrifice something to get the job done, he would gladly do it. To the very end, he was tireless,” says Georgoudes.

— Neil Sutton

Mircom adds rep firms for Quebec, Maritimes

he Mircom Group of Companies, based in Toronto, has expanded its footprint in recent months by adding new regional representation. In Quebec and the Greater Ottawa Area, Novytec Marketing has been appointed as the company’s marketing firm for its communications and security products. Novytec president Yvon Lebel, as well as account representative Mathieu Racine, will target the area to grow local business for Mircom’s access control, intercom and nurse call products. “I believe this agreement with Novytec is a step in the right direction,” says Guido DiPilla, manager, national business development, Mircom, in a statement. “They are very well-connected in the security field and foster strong relationships with distributors in Eastern Canada.” Mircom has also added representation in Atlantic Canada, appointing Fairway Associates for Nova Scotia, New Brunswick, Prince Edward Island and Newfoundland. Fairway will represent Mircom’s communications

and access products in the region. Fairway is led by James Feltmate, who has operated a sales representative agency in Atlantic Canada for almost 25 years. According to a statement from Mircom, Feltmate is an electrical engineer by trade and has more than 17 years experience in the door, hardware and security industry. He is also a certified Fire Door Assembly Inspector. “As we continue to expand our distribution network from coast to coast, we can certainly expect a positive outcome. We’re very excited to work with Fairway Associates and see an increase in revenue coming from the Atlantic provinces,” says DiPilla. Mircom is also growing through acquisition. The company announced in June that it has acquired Durham Central Fire Systems, which has served the Ontario fire detection, alarm and services market for more than 20 years. According to the company, John Sproviero, president of DCFS, will become branch sales manager, Greater Toronto Area, for Mircom.

@SecurityEd • June/July 2016

L INE C A R D Applications

Milestone Systems, in partnership with Axis Communications and The Consulting Group (TCG), has created a security solution for the Hamilton Family Center in San Francisco, Calif. The Hamilton Family Center is a shelter for the homeless and victims of domestic violence. It was using analogue equipment which no longer met their security needs, but has since deployed a solution which includes a Milestone Husky M30 NVR with XProtect Smart Client and Milestone Mobile clients, Axis network cameras and Axis A-8004-VE Network Video Door station. “We work closely with the San Francisco police,” says Dave Curto, Director of Operations for the Human Services Agency. “They have access to view our security video, and with the new system it’s so easy for them to grab the data they need and export it onto a drive.”

Flint receives equipment donation

Flint, Mich., City Hall has received approximately US$70,000 in equipment and labour donations from 3xLOGIC and Sonitrol Tri-County, enabling the facility to improve its surveillance. Flint City Police approached Sonitrol Tri-County for support. The company contacted 3xLOGIC, which donated US$50,000 in equipment. Sonitrol provided an additional US$20,000 in support services. “We’ve had a long and mutuallybeneficial history of working with law enforcement, particularly Flint City Police, when they need help, and today’s donation is a great example of this relationship,” said Mike Buckel, Sonitrol Tri-County vice-president of operations. “We are pleased to be able to support the Flint City Police and Flint City Hall,” said Matthew Kushner, CEO, 3xLOGIC. “Flint has faced many struggles in recent months and we are proud to show our support for this community.”

London office tower automates keys, guard patrols

September 11, 2016 ASIS Canada Night Orlando, Fla. www.asisonline.org September 12-15, 2016 ASIS International Seminar & Exhibits Orlando, Fla. www.asisonline.org RubinowaDama / Shutterstock.com

San Fran shelter upgrades for admissible video

Calendar

CityPoint, a 35 storey office tower in London, U.K., is using Cloud-based services from HID Global to automate key-tracking, improve guard patrols and audit billable contractor hours. The new system, which uses MyTAG.io’s security software with HID Trusted Tag Services, enables the building to use its existing IT infrastructure in addition to NFCenabled smartphones, tablets and NFC USB readers. The system is able to handle key management, security patrols and contractor hours through a single interface. CityPoint can account for keys in real time and has access to issuance and return activities.

September 21, 2016 Security Canada Atlantic Moncton, N.B. www.securitycanadaexpo.com September 22, 2016 ADI Expo Vancouver, B.C. www.adiglobal.ca September 30, 2016 Anixter Showcase Montreal, Que. www.anixter.ca October 6, 2016 Focus on Government Security Ottawa, Ont. www.focusonseries.ca October 12-13, 2016 Connected Plus Toronto, Ont. www.connectedplusshow.com October 13, 2016 Anixter Showcase Toronto, Ont. www.anixter.ca October 17-19, 2016 SecTor Toronto, Ont. www.sector.ca

Appointments

October 19-20, 2016 Security Canada Central Toronto, Ont. www.securitycanadaexpo.com

D arren S eed

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B rad M iddleton

Avigilon has appointed Darren Seed as vice-president, capital markets and communications. Brad Middleton has joined Clare Controls as director of business development for Canada. Middleton joins Clare from Evolution Home Entertainment Corp., where he was senior brand manager. Hammond Manufacturing

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R oman D abrowsk i

has appointed Nick Turvill as data/comm product specialist for Western Canada, a newly created position. Roman Dabrowski was recently appointed to the role of account executive at Canon Canada. His previous roles include positions at WatchNet and Ingram Micro. Mobotix has appointed

B ill B rink er

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E duardo E guiluz

Bill Brinker as general manager. Brinker will lead the company’s growth initiatives in North America. Eduardo Eguiluz, business development (Mexico) for Mircom Group of Companies, was named President of the National Fire Protection Association (NFPA) Mexico chapter.

October 25, 2016 Anixter Showcase Edmonton, Alta. www.anixter.ca November 16-17, 2016 ISC East New York, N.Y. www.isceast.com December 7, 2016 Focus On Health Care Security Toronto, Ont. www.focusonseries.ca

a.p.i. to open new 16,000 sq.-ft. station

.p.i Monitoring is in the process of moving into a new 16,000 sq.-ft. facility in Toronto in accordance with its continued growth and to keep it in line with incoming ULC standards. The company’s latest central station will seat up to 50 operators for any given shift. “We are creating 20 additional monitoring centre seats on top of our current Concord, Ont., station to align with the growth we have been experiencing over the past decade and to keep up with what is in the pipe line,” explains Josh Garr, director at a.p.i. “We also now have direct subway access and a bus terminal which makes staffing much easier for the

call centre and retaining staff.” The new station will be UL/ ULC certified, have FM approval and feature redundant power systems (uninterruptible power supply units wired in dual buss configurations). It is scheduled to open for operation in October. The existing Concord site will continue to remain in service. Garr says a.p.i. has seen “huge growth” in hosted and managed access services, as well as PERS (personal emergency response system). The company is also assessing acquisition opportunities. We “are currently working on a couple stations in Canada as well as the US.,” says Garr.

mark et w a t c h C o m p a n y (t ic k e r )

P r ic e (J u n e 1 0 )

AlarmForce Ind. (AF.TO) AlarmCom Hldg (ALRM) Allegion (ALLE) Anixter International (AXE) Avante Logixx (XX) Avigilon Corp. (AVO.TO) Checkpoint Systems (CKP) Cisco Systems Inc. (CSCO) Diebold (DBD) Flir (FLIR) Gentex (GNTX) Honeywell (HON) Johnson Controls (JCI) Mace Security (MACE) Napco (NSSC) ScanSource Inc. (SCSC) Stanley (SWK) Tyco Int. (TYC) United Technologies Corp. (UTX) Verint Systems Inc. (VRNT) Vicon Industries (VII) Viscount Systems (VSYS)

$10.80 $22.42 $67.91 $59.92 $0.24 $13.89 $10.14 $29.03 $25.66 $30.97 $15.98 $116.68 $44.46 $0.37 $6.52 $38.74 $112.94 $43.49 $102.00 $36.50 $0.62 $0.01

5 2- w e e k l o w $9.87 $10.26 $52.95 $37.60 $0.17 $11.20 $5.07 $22.46 $22.84 $25.12 $12.93 $87.00 $33.62 $0.31 $5.05 $27.46 $88.72 $28.94 $83.39 $29.76 $0.64 $0.01

5 2- w e e k h i g h $11.97 $24.22 $68.61 $70.29 $0.40 $19.58 $10.81 $29.49 $38.94 $34.08 $17.40 $116.56 $54.52 $0.50 $7.60 $42.54 $115.15 $43.72 $118.40 $64.24 $2.55 $0.04

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@SecurityEd • June/July 2016 SPT_Bosch_JuneJuly.indd 1

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C A NA S A U P D A T E

B y K im C aron

Police services and CANASA come together on alarm issues B ylaw changes may req uire alarm and monitoring companies to adapt q uick ly

ecent alarm bylaw changes in Alberta have caught many alarm companies and monitoring stations by surprise, but rest assured that CANASA reacted quickly and has been representing your interests in meetings with police services in the province. The Calgary Police Service has approved a phased-in approach to revise its current Alarm Services Bylaw 31M95. The first phase of the approach, which has been in effect since May 15, 2016, requires alarm agencies to conduct enhanced call verification. The next phase will include changes to per-

mit fees and require alarm agencies to have alarm permits or 9-1-1 will no longer dispatch calls. Effective June 1, the Edmonton Police Service will also no longer respond to any intrusion alarm not meeting the enhanced call verification requirements, per their Alarm Systems Bylaw 10922. Finally, in an effort to reduce the amount of false dispatches each year, the Lethbridge Police Service will be enforcing its current Alarm System Bylaw 5078. Alarm owners have until July 1 to register for an alarm system permit to comply with requirements. While these change may lead

to a reduction in the number of false alarm fees incurred by alarm system owners, it may require many owners to update their protocols, not to mention that with such short notice some may incur additional business costs to meet compliance. Over the past year, CANASA has been proactively and collaboratively working with police services on alarm response issues in Quebec City, Toronto and York Region. We are working on strengthening our relationships with Calgary, Edmonton and other police services across the country so that CANASA members’ interests are represented in discussions around

bylaw changes and alarm response protocols. In an effort to foster greater collaboration with police and fire services, CANASA’s board of directors recently ratified a motion to provide Authority Having Jurisdictions (AHJs), including police and fire services across Canada, with complimentary membership (effective June 2016). CANASA invites members across the country to share information and feedback on upcoming alarm bylaw changes by email to info@canasa.org. K im C aron is the C hair of C A NA S A ’ s National M onitoring S tation C ommittee ( www.canasa.org) .

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C A M E R A C O R N E R

B y C olin B odbyl

How to keep the hackers away S imple cyber-security steps can radically improve the safety of your systems

yber security was never a concern with traditional analogue CCTV systems. As IP surveillance systems grew in popularity, most integrators struggled to keep up with the IT skills required and had little time for cyber security. Now, however, with increasing publicity around the hacking of various surveillance systems, cyber security has become a hot topic. Being a surveillance integrator a decade ago required few to no IT skills. Installers built systems that operated independently of any network and often times were only accessible through the local DVR. As the industry evolved, those same installers and technicians sought out basic IT training that would allow them to install IP surveillance systems. Unfortunately, in many cases these skills were only the bare minimum they required. IP systems now make up the majority of surveillance systems being sold and installed, but many of the installers deploying those systems still only have the limited

IT skill set they developed over the last decade. This has created an IT centric industry that often does not understand the bigger IT challenges such as cyber security. There are however a few simple things installers can do to drastically improve cyber security for their systems without an enormous amount of training.

“Passwords are simple to change without any advanced IT sk ills.” IP surveillance systems should have clear separation on the network. Cameras should be networked back to the head end NVR on their own LAN. The NVR should always have two network cards, one of which all the cameras are connected to, and one that connects the NVR to the Internet or client’s network. In larger deployments or where using existing network infrastructure is required, cameras should be setup on a virtu-

al LAN (VLAN). Another method for securing network connections is through the use of a virtual private network (VPN). VPNs extend private networks across public networks or the Internet while maintaining a high security level. VPNs act as a point-to-point connection between the user’s device and the network that hosts the cameras. This can provide a reliable connection with similar security levels as if the device was not connected to the Internet at all. Passwords are simple to change without any advanced IT skills, yet they rarely are. Camera passwords should always be changed from the manufacturers defaults. Some manufacturers force users to change the administrator password, but many do not. Besides camera passwords, installers should also be changing passwords on the VMS and NVR. Any password that is left as the default creates a significant cyber security risk which can easily be avoided. Port forwarding has become a common requirement for inte-

grators but few realize that ports can be another opportunity to improve cyber security. Hackers target certain ports and integrators need to be aware of what these ports are. Standard ports used by cameras and VMS software can be changed from their default settings making them far more difficult to hack. Rather than simply using the default settings, integrators should consider using their own port numbers whenever possible. Without extensive IT knowledge the security industry can easily improve its cyber security measures. Best practices should be followed that reduce the risk of cyber attacks occurring since every device connected to the Internet is susceptible to being hacked. By making simple changes integrators can reduce the chance of cyber security attacks and provide their clients with the reliable systems they desire. C olin B odbyl is the director of technology for U C IT Online ( www. ucitonline.com) .

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2 0 YE A R S A N D C O U N T I N G

B y Norman C heesman

The difference 20 years can make M any of the issues affecting the security industry remain the same, but our perspectives are q uite different today

t’s hard to believe that I began my career as the Executive Director of CANASA exactly 20 years ago this June. Things were simpler then: there was no head hunter involved in the hiring process. I had heard about the opening through the grapevine, threw my hat into the ring, and had frankly forgotten about the whole thing until Ivan Spector, CANASA’s Chair at the time, called a few weeks later asking me to come in for an interview — an interview that took place, not in a fancy board room, but in the very office I would be working in a few short weeks later. Those were challenging days for the industry: the Toronto Police was about to introduce the most dramatic, business-model-threatening event the industry had ever seen — fines for false alarms! By

“F ast forward 20 years and it is hard to believe we were so anxious and work ed up about things! W e are still here...” the time I arrived, the industry was still up in arms, but questions like “Will I have my business next year?” were slowly being replaced with “How are we going to respond to this threat?” And response mode was the order of the day. Prior attempts to engage police had not been successful, and it looked like the roof was falling in. Fast forward 20 years, and it is hard to believe we were so anxious and worked up about things! We are still here, and the only real quibbles we have with the cops these days is not whether there should be a fine, but who should get the invoice!

The other thing I remember in my early days was some advice from Ivan who said, “Norm, running CANASA is much like running Canada.” Truer words were never spoken. The regional differences which distinguish our great country at the political level were all in evidence within CANASA: quirky yet progressive regulations coming out of B.C.; Alberta’s two major cities never quite seeing eye to eye on matters; Manitoba and the Maritimes participating diligently at the table; everybody complaining that we paid too much attention to Ontario; and over-regulated Que-

bec hoping no one would pay them any attention so they could do their own thing! Finally, I always considered [founding editor] Bob Rodkin and the folks at SP&T News an important partner for CANASA because, in those early days of the Internet, it was an effective way to get our message out to the industry and the broader community of stakeholders. And so congratulations as you mark your 20th anniversary in the security industry, and best wishes in the years ahead! Norman C heesman ( @ normcheesman) was E xecutive D irector of C A NA S A from J une 1 9 9 6 to D ecember 1 9 9 9 . H e now work s as an independent consultant in corporate communications, government relations and strategic planning.

2016

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INTEGRATOR OF THE YEAR

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B y V ictor H arding

Points to consider before you make the sale There are crucial elements to consider when contemplating a life-changing business move

hose of you who know me will have seen some of the points below in different articles I have written but when you deal with sellers all the time and see the issues come up again and again, you feel the need to re-iterate some points. One important piece of advice I can give an owner of any small security company who is thinking of selling is, don’t sell just for the money because you will most likely be disappointed.

“You should sell because you want to retire or because you have another opportunity … not j ust for the money.” Let’s define small here as any company that does under $2 million of revenue annually. Even if you are quite profitable, you will not likely hit a home run on your selling price unless almost all your revenue is recurring monthly revenue (RMR). If a large part of your revenue is RMR, then you have the opportunity to do quite well. Most sellers of profitable small companies realize before or after the sale that they could have made what they got in purchase price if they had continued to run their business for another two to three years. Small companies do not generally attract the same multiples that medium- and large-sized companies do. So I suggest that you should sell because you want to retire or because you have another opportunity to go to that is even better than what you are doing now — not just for the money. In terms of timing, as to when

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to sell, contrary to what I thought and said when I first opened my business, I do think it matters when you sell, particularly if your security business is not RMR-based. Selling integration businesses in Alberta and southern Saskatchewan right now is certainly tougher than when oil was at $100/barrel. RMR-based businesses are not as subject to economic times. My third piece of advice is to know what kind of company you really are and shape your expectations accordingly. If you are really an alarm company — for example more than 50 per cent of your revenue is RMR — expect to be able to sell your company fairly quickly, and assuming you get multiple offers, you should do quite well. Monitored accounts are always in demand. But as an alarm company, do not then expect that you will get great value for your installation or service revenue unless there is something exceptional about them. On the other hand, if more than 70 per cent of your revenue is installation revenue, then I would classify you more as an integrator, meaning

it is likely your business will be valued using a “multiple of normalized earnings.” My experience here is that it will take longer and be more difficult to sell your business. I am finding that in Canada, if you are an integrator, unless you are doing $8-10 million annually, the selling process takes a lot longer. There are not enough buyers for what I would call quite successful, smaller integration businesses doing $3-7 million in annual revenue. Thirdly, get a “pro” to at least give you a value for your business — even if you are just selling alarm accounts. A pro here means someone that a) knows how to value all kinds of security companies, including any RMR in them and b) also knows the buyers in the industry. This may sound like obvious advice, or even self serving, but since I opened my own M&A business seven years ago I have learned that there are more ways than I first thought that a good “intermediary” can help you through the sale process. Aside from doing most of the work connected to the sale, they should help assure you get the best

price. They also should be able to apply their experience to shaping the rest of the terms in your deal to your best advantage. Chartered business valuators, on the other hand, know how to value regular non-RMR businesses. However they always seem to under-value RMR businesses and they will not likely know the security industry. The last piece of advice I would pass along relates to how long the sale process will take and setting your expectations early in the process. RMR businesses can be sold fairly quickly, but even with a simple sale of alarm accounts, the process from start to finish can take six months if you canvas all the potential buyers. With integration businesses, I would increase the length of time it takes to complete a successful sale to a year. These points are meant to help you in your decision-process if you are thinking of selling your business. V ictor H arding is the principal of H arding S ecurity S ervices ( victor@ hardingsecurity.ca) .

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SP&T News Top 10 Under 40 They say age is just a number, but that doesnâ€™t change the fact that some people are early and persistent achievers. SP&T News has compiled a list of 10 people (in no particular order, but presented alphabetically) who have made significant contributions to the Canadian security industry well before (in some cases decades before) their

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40th birthdays. From software development to manufacturing to monitoring to integration and more, these people are making an impact on the industry, helping to shape it for their employees, customers and partners â€” as well as other young people who are just starting in security and may one day occupy similar roles. Congratulations to all.

W i l l an d e r s o n Resolver, 37 A software professional by training, Will Anderson came into security in 2014 when he bought PPM 2000. He and a group of investors then acquired Resolver, which provides governance, risk and compliance (GRC) products. Earlier this year, they re-branded the Toronto-based company as Resolver. “When I was looking for software companies to buy, I was interested in the concept of risk,” says Anderson, CEO. “Someone suggested PPM. I liked that they’re on the front line of managing risk. And the companies they deal with — they get a number of the Fortune 100. So they’re dealing with complex risk and complex environments, which I also found interesting.” With a young group of investors, Anderson says, the company is focused on the long term. “We’re investing for a longer horizon, 10-plus years. When you’re investing for a horizon like that, there’s really no shortcut. You have to deliver great value for the customer base.” Their objective, he adds, is to do something interesting and novel, to solve problems in new ways. Ten years from now, they’d like to be the industry leader for risk management. “That probably means we’re a very large company, but that’s an effect rather than a goal.”

R o b e r t ch e r u n UCIT Online, 35 Robert Cherun only got into the security business five years ago, but has definitely made his mark. Cherun, an Ottawa native, spent a number of years working in the U.S. on Wall St. and in Silicon Valley in investment and high finance. He obtained a master’s degree from Stanford University and went into management consulting before deciding he was ready to start managing his own company. “I said, this is great, but I’m going to be entering my 30s: it’s time to take the training wheels off and do it on my own.” He raised capital with his business partner Erik Mikkelsen and invested in Toronto-based UCIT Online, a video monitoring company with growth potential. It wasn’t always easy but Cherun says he has learned a tremendous amount about the security business in a relatively

short space of time. “I’ve been running UCIT for five years and loving it,” he says. “It’s pretty fun. Running a business that has recurring monthly revenue and that’s growing 30 per cent a year — I don’t know what else is better.”

an n a d e J a g e r LANVAC, 33 Anna de Jager, vice-president of business development at Montreal-based Lanvac Monitoring, started her career in security at a particularly early age. At nine, with her mother dating an alarm dealer, she was helping create invoices and assisting customers with minor problems. At 15, still in high school, she began working at a central station at night. They hired her full-time. “I loved it. I ate it up. They took me under their wing and trained me in every aspect of the business.” says de Jager, who ran a full-service sales and installation company for 11 years. Her current position is essentially quality control, she says. She works with the company’s dealers, making sure they are receiving the services they need. “I’m helping to develop our dealers, develop the company and our staff and continually looking for ways to keep ahead of the digital curve.” De Jager is also on the board of directors of CANASA, president of the Central Ontario Council, vice-president with the Golden Horseshoe Council and is active with the government relations committee. “There are so many ways you can create change,” she says. “And helping mould our industry and have a voice with everyone who works in it is very important.”

K e i t h d’ sa Axis Communications, 38 As national sales manager at Mississauga, Ont.based Axis Communications in Canada, D’Sa manages inside and outside sales teams across the country, overseeing a team of 10 sales people. With lots of competition in the IP surveillance space, one challenge is navigating around competitors, trying always to stay one step ahead. “We try to win projects by providing solutions that are best suited to customers, ones that provide a long-term ROI. Everyone has a limited spend when it comes to security, so having a long-term return on investment for an end user makes them happy and keeps them as a longterm customer. That’s what my team strives for.” D’Sa got into the security business by chance.

With a background in retail, he started in security in 2002 when a friend, who worked for a distributor, told him about an entry-level sales position. He then worked his way up, taking on his current position about a year ago. He likes the ever-changing market and technology aspect of security. “If you’re a tech person, you’ll love this industry. As products evolve and needs evolve with today’s threats, it’s very interesting. It makes for an ever-challenging day, and every day is different.”

J a s o n F a lb o Mircom, 36 Jason Falbo focuses on new product development at Mircom. Vice-president of engineering, he runs two R&D labs, in Toronto and Montreal, and oversees about 70 employees. “Our teams manage the whole life cycle of product development, from ideation to installation, support and maintenance,” he says. After immigrating to Canada from Italy, Falbo’s father went to work at Mirtone. He eventually became president, and after the company was sold, founded Mircom. Two of Falbo’s brothers, Mark and Rick, were already working at the company when he joined in 2008. “It was a good fit for me as I have a background in software engineering, plus an MBA, which helps with the strategy and numbers part of the business,” he says. Falbo, currently working towards a PhD in wireless technologies, says he has a fun job. “When you’re in product development, whatever you dream about at night, you try to turn into reality the next day,” he says. “Especially with an engineering background — there’s no better way to fulfill your vision than to have someone else give you a budget to do that. We have big lab; it’s like toy-land. And every month, there’s something new coming out.”

W . sc o t t H a m m o n d Hammond Manufacturing, 35 W. Scott Hammond says the entrepreneurial spirit runs in his blood. After running his own IT company for 10 years, then selling it, he joined a distribution company. In 2008, he went to work

@SecurityEd • June/July 2016 1 7

at the family business, Guelph, Ont.-based Hammond Manufacturing. Two years later, looking for new markets, they made a significant jump into security. “Security companies were transitioning into IP, and a lot of security professionals didn’t really understand what that involved,” he says. “And I saw an opportunity to get involved with CANASA and help educate individuals on the type of products that would be utilized when working with IP products.” Hammond joined the regional council of the Golden Horseshoe in 2010 and has been working with CANASA since. “That’s really been the fun side of security industry, volunteering with CANASA.” The fourth generation to work in the business, founded in 1916, Hammond is sales and marketing manager for Hammond’s DBS Division (datacomm, broadcast and security) and is responsible for North America. “My role is to ensure we have the right partners in place and ensure we’re positioning ourselves in the right areas to grow our business and make sure this business is around for another 100 years.”

tr a c y lo n g Tyco Integrated Fire and Security, 38

Tracy Long became president of Tyco Integrated Fire and Security, Canada, in 2013. In 2014, she and her team won Tyco’s CEO Award for Excellence for delivering significant business results while the company was integrating the fire and security businesses. In the same year, she became a Canada’s Most Powerful Women: Top 100 Award Winner. In her role, Long leads the short- and longterm strategy of the Canadian company. She sees herself as a customer advocate. “I want to help customers solve not just their safety and security problems but also help them run their businesses more efficiently.” Long, who was the chairperson of Tyco’s Global Women’s Growth Network (2010–15), graduated from the Stanford School of Business. There, she attended a talk by former GE CEO Jack Welch. He spoke of post–9/11 security needs and of how demands on infrastructure would greatly expand.

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“That’s how I went into infrastructure in general, and security has been one of three infrastructure verticals I’ve worked in,” Long says. One of her main goals now is to help drive the company’s new Internet of things strategy, she says. “Security is becoming intricately intertwined with the businesses of our customers throughout Canada.”

M a r k P h illip p i SecurTek Monitoring Solutions, 36

As director of station operations at Yorkton, Sask.-based SecurTek Monitoring Solutions, Mark Phillippi manages monitoring stations in Yorkton, Winnipeg and Aurora, Ont., overseeing the alarm, technical support and data entry aspects of the business, along with any other lines of business, such as operator services, they need to handle. Phillippi is very big on life safety and thinks monitoring for seniors living alone and lone worker services present the greatest opportunities for stations today. One challenge he sees, however, is working with emergency agencies and establishing best practices. “In some ways, we’re splintered across the country. We’re doing one thing, and another company might be doing another thing. We need to be getting everyone together, talking it out and saying, okay, this is best practice.” Phillippi began his career as a station attendant. From there, he worked his way up, first to floor supervisor, then to central station manager and, lastly, to his current job. “I went through from the very bottom to where I am today. So I have an understanding of everything along the way, what the front-line staff goes through right up to the director position. I always wanted a challenge.”

da v i d si m e Contava, 36 Before assuming his new role as president of Edmonton-based Contava, David Sime was vice-president of engineering for several years. In that role, he oversaw the engineering team, which does pre-sale design and detailed engineering for the company’s integration projects. In addition to organizing the engineering team, he was also responsible for business development and some sales. (Contava also won SP&T News’ Integrator of the Year award in 2011.) Sime points to the transition from analogue to integrated IT-based systems as one of the

biggest challenges he’s seen during his career. “Getting everybody on board for that transition — whether it was an internal resource, or the customer or the supplier — was definitely a challenge.” Contava’s approach, he says, was to hire people from enterprise IT and teach them physical security. “So we definitely had specialized roles in the organization, where our IT people are really good at the IT side of things, and we don’t ask them to hang cameras. And, vice versa, our installers are really good at physical security competencies, but we haven’t tried to train them on the enterprise IT concepts.” Sime says he came into security by happenstance. Contava was looking for expertise in IT, engineering and project management. “That’s where I came from,” he says. “And I landed here.”

sc o t t yo u n g GardaWorld, 30 In 2016, Scott Young marks his tenth year working for Montreal-based GardaWorld. In his current position, director of business development for Western Canada, he is responsible for RFP and proposal strategy for Western Canada, price-point determination and all business development and marketing initiatives from Vancouver to Winnipeg. Young began working in security while still in high school. His father, an ex-police officer, started his own security company, later acquired by GardaWorld. Young, who had worked with his father, joined GardaWorld as an account manager in 2006, then worked in sales and business development, and then, in Calgary, went on to manage business development for Alberta. In 2014, he took on his current position in Vancouver. Young has been very involved with ASIS, serving as Young Professionals liaison in Calgary and later in Vancouver. He is also a chapter chair. “I really enjoy that. It allows me to connect with the industry; there’s some great networking, some great education.” Young, who has just completed an MBA, says the security industry as a whole is maturing and professionalizing. “It’s been exciting for me to be a part of that and see the industry evolve over the past 10 years.” — Top 10 profiles by Linda Johnson

Do (some of) it

yourself yoursel

Hybrid models where dealers may sell home security products to users, but not actually install them, are beginning to emerge

By Linda Johnson

ince the first surveillance cameras began appearing on big box shelves, some consumers made it clear they liked putting their own systems together. The DIY trend certainly seemed to have carved out its own track, separate from the professional security market. Now, a new home automation model seeks to take advantage of the DIY market by combining aspects of DIY with a monthly monitoring charge. While some dealers may the DIY market stay separate, there are others who welcome this new, perhaps unexpected, opportunity to earn monthly revenue.

“W e’ re trying to bring [ illennials] into the RM m eco-system.” — Keith Jentoft, Honeywell “DIY is becoming the fastest growing segment of the residential market,” says Keith Jentoft, integration team at Melville, N.Y.-based Honeywell, Security and Fire, which recently introduced a main example of the new home automation model. “Honeywell wanted to provide the typical alarm dealer, who does not have millions of dollars to do their own development, the opportunity to participate in the DIY market and make RMR.” The product, called DragonFly, was launched at ISC West this year and consists of a hub kit, an app and indoor and outdoor cameras and is packaged as “business-in-a-box.” The customer orders it online and after it arrives, downloads the app and installs it. They buy a monitoring plan through the app, and dealers earn RMR from the monitoring contract. “DragonFly is chasing the millennials, the 20-somethings, who are going to Amazon. com or Best Buy to purchase cameras. They’re not looking at a professionally installed alarm system. So we’re trying to bring them into

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the RMR eco-system, where they normally wouldn’t be,” he says. The role of dealers is to promote the website. They don’t handle the product. They also don’t need to train staff in the product. Customers who have questions contact Honeywell technical support. Dealers can also keep the work they do for the DIY product line sepa-

rate from their regular business of selling and installing alarms. Jentoft says the response from dealers to this new hybrid home automation model has been positive. They recognize the DIY market is an entrenched feature of the security market, he adds, one that’s likely to grow as people who think in terms of professionally installed sys-

tems get older. Moreover, he says, the new approach will help deliver future customers to dealers. Customers who take the system when they’re young are more likely to consider larger, professional home automation systems later on. “By doing this, I’m not cannibalizing the market, I’m bringing into my residential portfolio consumers that wouldn’t buy a normal system anyway. And as they move up in the food chain and become more affluent, I can bring them into the normal part of my business. It’s not a threat. It’s an opportunity,” he says. Another hybrid home automation product is made by Sarasota, Fla.-based Clare Controls. Although the system, which includes a hub and an app, is installed by a professional installer, it integrates with many common off-the-shelf devices. Thus, the peripherals can be purchased from Clare or any authorized big-box reseller, says Delia Hansen, vice-president of marketing. The customer has the option of self-monitoring or taking a professional monitoring contract. But remote access to the system is available only with a monthly fee. “We are introducing a premium subscription of $12.95 a month to revenue-share back to the installer. The subscription gives the consumer remote access; they’re able to set up personalized scenes, schedules, notifications and self-monitor the system,” she says. After the system is installed, owners can log into the company website and buy DIY products to expand their systems themselves. “With some of our products, you can add them yourself, without calling a professional. But that’s after the initial installation is done by a professional.” Hansen says dealers like this system because it gives them the opportunity to offer the self-monitoring feature. Some clients do not want to commit themselves to a monitoring contract. “The dealers like it because it gives them a step-down offering, and customers like it because it’s on their terms. The contract is month-to-month instead of annual, and you can terminate and activate at anytime without penalty,” she says. The trend to self-monitoring is likely to grow, Hansen says, in part because people want to avoid false alarm fees. “Once it’s self-monitored, you as the consumer get to choose whether you want to call an infraction in or not. You never have to worry about a false alarm,” she says. “I think the desire for personal security will increase in the coming years, and people understand what false alarm fees mean to their pocketbooks. They will look for alternative choices. The number of security contracts will increase, but so will the number of people who want some aspects of what a security system can offer without the contracts and accidental fees.” Paul Whyte, owner of Markham, Ont.based Cybernetics, which specializes in medi-

um-to-large custom home automation projects, says he thinks the hybrid home automation model is an interesting one and it will likely catch on. “It’s a model that will appeal to the gen-Y and gen-Z age groups because these systems are a lot more straightforward to install. You basically have the brain, and you add a camera and motion detector, and you’re good to go. It is pretty straightforward for the average younger person, and they’re a lot more techie than the older generation and a lot more connected. This, for them, will make a lot of sense.” The reaction of dealers to the chance to get into the DIY market, Whyte thinks, is likely to be mixed.

“If installers want to stay in business, they have to adapt.” — Paul Whyte, Cybernetics “There are dealers who have been in the business for 20 or 30 years, and there are dealers just coming in. Some dealers will be a little more resistant to this new tech.” However, he believes security dealers have to be realistic about the DIY market. It wasn’t that long ago, he says, that people went to cellular phone shops to get cell phones, and if you wanted one in the car, you went to an expert to have it properly installed. “Now, that’s changed. You can buy cell phones at Best Buy and Staples, and it’s gone from a custom install to a commodity. Alarm systems are going that way, too. You used to have a professional installer bring in all his tools, all the motion detectors and the wires, where now you can go to Home Depot, pick up a box, and if you’re able to load some batteries into these things and follow a couple of instructions, you can do it. To some, that’s going to be a lot more appealing,” he says. “You have to be willing to adapt to change, especially someone who’s in the tech business. If installers want to stay in business, they have to adapt.” Myron Jacobsen, owner of Prince Albert, Sask.-based Thor Security, a Reed Security authorized dealer, says there could be a downside to a hybrid model. He questions whether, by participating in the selling and in some cases the installing of systems, the lines of responsibility could become blurred. “Who’s the customer going to go to if they have an issue with it? If a customer installs something they’ve purchased through you and they’re paying you RMR every month, then they’re going to rely on you to come and fix it. Or, a customer installs a DIY camera and he gets broken into. He didn’t install his camera correctly. I promoted it and I set something up

for them. Who is to blame? Where does the liability lie? It could become a mess,” he says. “Right now, if we install something, we guarantee it will do what it’s supposed to do.” For Nathan Baldry, managing partner at Edmonton-based Liberty, there will always be a place for the DIY-type products in the industry because a certain segment of customers want to install systems themselves, whether it’s home theatre or security cameras. “There’s always a do-it-yourself-er kind of person that likes the challenge of learning something new or the challenge of putting something into their home, and feeling the gratification at the end at being able to do something like that. But I think it’s the minority, as opposed to the majority,” he says. He does not believe a product catering to the DIY market will take over the industry. Lack of time and the desire among some customers for service will keep the demand for professional dealers strong. “I think that we live in such a busy world; people don’t have time to mow their lawns, let alone install things like this. A perfect example is doorbell cameras. You can buy them at Home Depot, but we’re installing hundreds a month right now because people just don’t have the time for it. They also want the warranty and the hassle-free service, knowing that someone will come out and do service at either no cost or at limited cost.” Some dealers will certainly not want to do the online selling the product requires, Baldry says. At his own company, however, they discovered dedicating more time and effort to their online presence greatly increased their business. He agrees with Whyte, dealers must be adaptable to change. “We see the companies that are still not doing the automation, and they’re falling behind. We were early adopters of automation in Canada, and we saw how it allowed our business to succeed and really take off. So I think the more you kick against the changing landscape, [the more] you’re going to fall behind. You have to incorporate some aspect of it into your business model, or you’ll be in trouble.” On the whole, Baldry says, he does not believe the hybrid model will end up promoting DIY more. In fact, he thinks, it will be good for the industry. “I think it will make everyone more competitive. It will make our industry change quicker. Five years ago, panels and peripherals and equipment changed very slowly. Now, we’re getting new panels every six months. It’s like the phone industry: there are new phones every six months,” he says. “So people are having to keep up. You’re having to keep on top of new technology. I think it’s healthy for the industry.” L inda J ohnson is a freelance writer based in Toronto.

@SecurityEd • June/July 2016 21

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The Signature C895S in-ceiling speaker builds upon the Proficient highgloss black cabinet loudspeakers and subwoofers. C850S Signature architectural speaker uses the high-powered combination of Kevlar woofers and pivoting aluminum-dome tweeters, as well as a thin-bezel grille design. The Signature Series, with a new industrial design, gives integrators the ability to sell a new top-ofthe-line Proficient solution and build upon the existing Protege base.

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The Panamax M4000-Pro Power Manager provides visibility on energy usage with BlueBOLT cloud-based monitoring and the capability to program scheduled on/off commands. When connectivity is lost, the M4000-Pro can automatically reboot the connected equipment, reducing service calls and equipment issues. With seven rear panel outlets and three controllable outlet banks, the M4000-Pro features Panamax power protection, including Automatic Voltage Monitoring technology that disconnects components completely from the AC line when there’s an unsafe power condition.

www.panamax.com

www.e2swarningsignals.com

Power management Panamax

Power sequencer

Wand megaphone

Furman

AmpliVox Sound Systems

Tyco Fire Protection Products The new line of intelligent SIMPLEX TrueAlert ES speakers are specially designed to provide high quality audio output and targeted emergency message delivery. Addressable TrueAlert ES speakers have the capability to deliver audio messages to specifically targeted areas within a building. Each audio unit has its own address on the fire alarm system and is supervised by a SIMPLEX ES fire alarm panel. The panel can be programmed to select which speakers are to be used and what message will be played.

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E2S Warning Signals The D1x family of Class I & II Division 1 signals offer high performance audio-visual warning in hazardous of environments. The D1xS alarm horns are UL and cUL marked, suitable for use as public mode fire alarm and also approved for Zone 1 and Zone 20 applications. With sound output levels up to 116dB(A) the horns contain 64 different alarm tone patterns and four remotely selectable stages/channels. The D1xC combined alarm horns and Xenon beacons are similarly approved for fire alarm use.

www.sti-usa.com

Addressable speakers

Alarm horns

The S606 Safety Wand Megaphone gives police officers, fire departments, emergency medical technicians, and other first responders the tools to communicate quickly and clearly. This all-in-one crowd control baton with a built-in megaphone is also an option for parking attendants and security officers at sporting events, concerts, and other large venues. The megaphone combines the features of an LED safety wand with a loudspeaker megaphone, increasing the user’s visibility and voice range in a single lightweight, durable and water-resistant unit. The wand includes five ultra-bright red LEDs for a continuous or flashing flare and a white LED strobe light at the tip of the wand.

www.ampli.com

Wireless extender Gefen

The Gefen Wireless Extender for HDMI 5 GHz SR (Short Range) sends high definition audio and video to any HDTV screen up to 33 feet away. It extends HDCP-compliant HDMI AV content from computers, game consoles, set-top boxes, Blu-ray players, and other AV sources to a remotely located display. HD resolutions up to 1080p Full HD, 7.1-channels of LPCM digital audio, and 5.1 channels of Dolby or DTS formats are supported.

www.gefen.com

The CN-1800S Power Sequencer combines control capabilities via SmartSequencing Technology, advanced AC protection, AC noise filtration and optional control with the BlueBOLT Remote Power and Energy Management Platform. The CN-1800S is one of the first products to feature Furman’s SmartSequencing technology, which allows large and complex A/V systems to be safely powered on and off with a simple press of a button or turn of a key, even by non-technical personnel. Its bidirectional communications between installed units enables a primary unit to control and sequence multiple secondary units, ensuring that multi-zone electronic systems are powered on and off safely and dependably from a single control point.

www.furmansound.com

Product P r e v i e w s

The latest in security technology

5MP cameras

Speco Technologies

Video analysis Geutebruck

The G-Core 1.4.2 video engine is provided on all G-Scopes. The new Spot Monitor Recording plugin facilitates object tracking. Users can drag various cameras onto the Spot Monitor and view images live, record them simultaneously on another channel and then export the overview created using the Spot Monitor. The new metadata motion search (MOS) represents a further optimization. With MOS, users can search for specific movements in freely definable image areas in both live and recorded images.

Offering up to 30fps at 5MP, this new series of cameras feature H.265 compression. The combination of 5MP resolution with H.265 compression means a bigger, better image while utilizing less network bandwidth. Available in a dome housing (O5D4M) and bullet housing (O5B3M), the cameras come with 3.6-10mm varifocal motorized lens and auto focus for easy installation, adaptive IR LEDs for true Day/ Night operation, built-in standard PoE, 2-way audio communication, and true wide dynamic range (WDR) operation. The cameras are also fully backwards compatible with H.264 compression.

www.specotech.com

Wireless mouse Cherry Americas

The CHERRY JW-T0210 infrared, three-button mouse is designed for desktop and office applications. This new adjustable resolution (1000/1500/2000 dpi) mouse features 18-month battery lifespan, thanks to an energy-efficient infrared sensor. Its chrome-plated scroll wheel provides key functionality and a rubber coating to prevent slipping and optimize precise control. The 2.4 GHz mouse operates virtually interference-free, up to a range of 10 meters (32 feet).

www.geutebrueck.com

www.cherryamericas.com

Licence plate recognition Genetec

AutoVu Managed Services (AMS), a turnkey Automatic Licence Plate Recognition (ALPR) solution, allows parking customers to outsource their IT hardware and management requirements to Genetec. AutoVu Managed Services leverages the Cloud to offer end-users independence from on-premises storage, IT management and depreciation costs, and can now accommodate larger fleets of patrol vehicles with support for fixed LPR cameras, addressing end-user requests.

www.genetec.com

Bluetooth key ABLOY Security

The new Bluetooth key for Abloy Protec2 CLIQ is operated by an app that can be downloaded to any Android or Apple phone. The key tasks and access rights for the Bluetooth key can be updated by pairing the key to the app on a usersâ€™ phone. This will help eliminate the need for mobile and wall mounted programming devices for traditional key programming. The key is also compatible with existing CLIQ systems and includes larger memory for audit trails, as well as sport an enhanced battery life. In addition to the Bluetooth key, the Bluetooth Online Key will be activated when used in a CLIQ cylinder for instant access approval and audit trails, which will provide similar features to a traditional card access system.

The most widely deployed dedicated lone worker emergency response communicator device in the world.

www.abloy.ca

Compression connectors IDEAL Electrical

The RTQ XR Xtended Range F compression connectors have been designed to work on virtually all types of RG-6 coaxial cables. This universal design enables the installer to carry a single connector type when working with multiple cables including RG-6, RG-6 Quad, RG-6 Plenum and RG-6 Quad Plenum. IDEAL RTQ XR connectors feature all brass exteriors, a patented compression sleeve, and two inner O-rings to ensure a robust weatherproof connection in almost any indoor or outdoor application from 5MHz to 3GHz

www.idealind.com

To learn more go to www.SoloProtect.com/ca @SecurityEd â€˘ June/July 2016 23

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Product P r e v i e w s

The latest in security technology

Residential/commercial security platform DSC

Video management system Bosch Security Systems

Bosch Video Management System 6.5 (Bosch VMS 6.5) offers extended functionality with facial and licence-plate recognition. The “Live & Playback Site” functionality enables users to connect video streams from up to 10,000 sites around the world into a single user interface. Bosch VMS 6.5 complements Bosch’s camera-based video analytics with server-based analytics from Ganetec’s Bintelan Analytics Platform.

www.boschsecurity.us

PowerSeries Neo is designed for busy small to medium commercial and residential customers and their installers. As a hybrid platform, PowerSeries Neo can work with legacy wired systems. It also provides the means to scale-up as needed through the addition of a full array of wireless zones and devices. The advanced wireless capabilities of PowerSeries Neo include real-time visibility of the premises for visual verification and further insight into events as they happen with real-time audio verification.

www.DSC.com

Lockable enclosures STI

This tough white polycarbonate outdoor enclosure offer protection against the sun and weather. The Protective Cabinets also guard against vandalism and damage to electrical devices. For convenience, two enclosure models are available; the STI-7520-OW is secured with a key lock, and the STI-7521-OW is secured with a thumb lock. The enclosures mount on the wall enabling devices to be protected in their designated location.

Desktop NVR

Toshiba Surveillance & IP Video Products The IPSM PC-based desktop network video recorder (NVR) is optimized with 16-channel live view, recording and playback capability. The IPSM can record both locally and globally via the Internet, depending on which provides the best user experience. Mobile users can access video on their iPad, iPhone or Android device using the Toshiba Surveillix app. The compact desktop chases automatically locates cameras on the network and provides I/O’s for multiple USB devices, as well as HDMI, display port, DVI-D and VGA video outputs.

www.toshibasecurity.com

www.sti-usa.com

Smart card encryption Farpointe Data

Farpointe Data has migrated to MIFARE DESFire EV1, the next generation of smart card technology by NXP Semiconductors, in its line of Delta smart cards. MIFARE DESFire EV1 uses 128 AES encryption, the same as used by the U.S. federal government. MIFARE DESFire EV1 is based on open global standards for both air interface and cryptographic methods. It is compliant to all 4 levels of ISO/IEC 14443A and uses optional ISO/ IEC 7816-4 commands. Featuring an on-chip backup management system and mutual three pass authentication, a MIFARE DESFire EV1 card can hold up to 28 different applications and 32 files per application.

www.farpointedata.com

Switch mounting posts Camden Door Controls

New stainless steel version of Camden’s 42” tall and 48” tall switch mounting posts (bollards) are extruded stainless steel with a 1/8” (3.2mm) thick wall and a single gang cut-out preparation. These posts are supplied with Camden’s standard heavy duty mounting base for use with existing concrete pads. They’re compatible with Camden’s CM-42-IG in-ground mounting base for use when pouring a concrete pad. The models are the: CM-42-BSU-SS 42” Tall, Single Gang Switch Prep, 6” x 6” stainless steel mounting post and the CM-48-BSU-SS 48” Tall, Single Gang Switch Prep, 6” x 6” stainless steel mounting post.

www.camdencontrols.com 24

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Aiphone ..................................................................... 5 www.aiphone.com

J.C. Gury Company ................................................... 24 www.jcgury.com

Speco Technologies ............................................... 1, 2 www.specotech.com

Bosch ..................................................................... 1, 9 www.boschsecurity.us

Mircom .................................................................... 27 www.smartcondo.com

TRI-ED ...................................................................... 15 www.tri-ed.com

CANASA ................................................................... 10 www.securitycareerexpo.com

Honeywell................................................................ 13 hwll.co/SPTDragonFly

Weiser ...................................................................... 28 www.weiserlock.com

CML Security............................................................ 25 www.cmlsecurity.com

SecurTek ............................................................. 23,25 www.soloprotect.com/ca

Harding Security Services ........................................ 25 victor@hardingsecurity.ca

Smart Eyes Direct .................................................... 19 www.smartvisiondirect.com

@SecurityEd • June/July 2016 25

A rchive

Historical Headlines 2 0 1 5 The Evolution of Biometrics: Tracking the history of a technology that knows you better than you do

S PEC IA L REP ORT

EYE CATCHING

The fall and rise of video analytics False positives and false promises cooled the market on analytics, but recent advances in the technology mean the software might be staging a comeback

Video analytics tools improving, but environmental factors impede accuracy. By Rosie Lombardi

urveillance video analytics promise to automate much of the mind-numbing monitoring security staff must perform. The technology is starting to catch up with the hype, but the false positive rate is still about 65 per cent, according to

Frost & Sullivan. Although it isn’t ready for prime time yet, video analytics technology can nevertheless deliver real value in some security scenarios today when it’s combined with human judgement. The technology has improved significantly in the past two years, says Dilip Sarangan, analyst at Frost

& Sullivan, a Menlo Park, Calif.-based consultancy. “Last year, the false alarm rate was about 85per cent, so it’s coming down — but it’s not at a level that will drive mass adoption,” he says. Attitudes have also evolved as awareness about the benefits within the limitations of the technology builds.

SP&T News March 2008 www.sptnews.ca

B y V awn H immelsbach

he security industry has long promised better information and real-time analytics when interpreting camera information. But too much hype — and the inability to deliver on those promises — gave video analytics bad press and a bad reputation. But today video analytics is slowly starting to make a comeback, thanks in large part to technological advances in processing power, as well as the prevalence of IP solutions. Some security vendors offer built-in analytics (free with purchase or at an additional cost), while others are offering third-party add-ons. About five or six years ago, analytics was being hyped as the best thing since sliced bread. “It was going to replace security guards and everything was going to be hunky dory,” says George Maroussis, product marketing manager for Bosch Security Systems. “It was overhyped, oversold and over-marketed.” Bosch decided to integrate analytics into its cameras at the early stages of the market hype. But since analytics can tax the performance of cameras, it separated the hardware within the camera — what it refers to as edge analytics — so it wouldn’t affect the performance of the camera itself. Today, all of Bosch’s cameras come embedded with analytics. “A lot of our customers don’t want to deploy it right now (but) it’s advantageous to order the cameras with those capabilities,” he says. If and when they’re ready for it, customers can enable that functionality. “People are slowly starting to come back to analytics — for $100 (extra per camera), it’s cost-effective.”

“noise”

BRATINDealing with LE pollution

BRATITN LE

2 0 1 4 Selling security to the retailer: How brick and mortars can make the most of their surveillance investments using analytics tools and an omni-channel strategy

Once the stuff of super high-security facilities, biometrics technology is moving downstream. The next wave could help combat data theft and prove useful for health care, retail, education and much more

When video analytics initially debuted, it was designed to alert security teams to a live event, such as an object being removed. But the volume of false positives caused many to simply ignore the alerts or turn off the analytics altogether, says Joe Boissy, chief marketing officer with 3VR. But technology improvements have led to the development of more diverse, sophisticated analytics capable of extracting actionable information from video data. “One of our biggest challenges is educational. The false start of video analytics five to 10 years ago left a bad taste in many security professionals’ mouths,” says Boissy. “The technology has dramatically improved since then, but we face a perception hurdle.” To overcome this, vendors and integrators need to clearly demonstrate the benefits, he says, and help end-users seamlessly integrate video intelligence solutions into their existing business structures. Retailers today are largely using video analytics to examine customer behaviour in the aggregate, he says, such as video data that identifies traffic patterns in stores or even demographic traits. Video is the largest unstructured source of data any business has to manage, and historically the security department has shouldered the huge cost of storing that data without the management team being able to use it, says Boissy. Video intelligence solutions, including video analytics, have changed this by allowing organizations to search, mine and take advantage of video data to bolster security — such as the ability to identify and mitigate fraud. “Businesses can also integrate their video management system with external data sources like point-of-sale or access control, grounding video data in the context of other business functions,” says Boissy. This integration makes it possible to search video data via transactions and account numbers. Video analytics paired with external data integration can also aid loss prevention efforts and help retailers optimize staffing, evaluate promotion and marketing performance, collect real-time shopper data, reduce fraud and deliver a lower total cost of ownership. Large retailers as well as smaller niche retailers would benefit most from video intelligence solutions. “The Wal-Marts of the world understand that even small improvements in business efficiency and customer experience at each location can have major impacts across the company at a whole,” says Boissy. “We also believe

22 SP&T News • www.sptnews.ca

By Linda Johnson

o card to carry, no password to remember; biometric authentication offers huge convenience. But, perhaps nothing is fuelling the move from the password to the fingerprint today more than recent, high-profile data breaches. Hacking exploits, such as last year’s attack on Target’s system, which led to the theft of the personal information of 70 million people, have demonstrated how vulnerable information today is — whether it belongs to a retailer, a bank or a hospital. “It’s just a question of time before someone hacks into a Canadian hospital or provincial system and steals thousands or even millions of records of patients with their birth dates, addresses and social insurance numbers,” says Eric Talbot, CEO of Montreal-based S.I.C. Biometrics. “That’s a big risk. And when someone has his ID stolen, you cannot give him back his ID. You need to change everything.” S.I.C. provides biometric authentication technologies for mobile devices, smart phones and physical access control. Currently, S.I.C’s biometrics technology is used in several U.S. government departments, including the State Department and Homeland Security. The company also provides biometric technologies to the commercial and health care markets, Talbot says, and has seen a lot of growth in both. In addition to saving time, it guarantees the medical

facility is in compliance with laws protecting access to sensitive information. “In health care, there’s a lot of traction for our technology. The doctors sign e-prescriptions, sign reports, have access to patients’ e-records. You cannot rely on a PIN of six digits or a password to have access to sensitive information,” he says. The hot product on the market now, Talbot says, is the company’s “smart case,” a plastic case that covers an iPad, smart phone or tablet. The case has a fingerprint sensor built in and usually includes a smart card reader. The smart card, which can encrypt files and emails, contains a picture of the person’s face. The case can provide triple authentication, by fingerprint, iris or facial recognition. Their technology does not take an image of the fingerprint, he explains. Instead, it captures unique details (ends of lines, Y-shapes, for example), takes the x and y co-ordinates and measures distances between points. “It’s very efficient. There are no privacy concerns because it’s not actually an image. And it’s really fast because it’s only a few points’ match. With an image, there’s about 92,000 points, and the minutiae fingerprint template is only 80 points,” he says. S.I.C.’s retail projects are largely in the developing world, Talbot says. These countries offer huge

opportunities due to population sizes and the absence of existing systems. “We have a lot of success there. I do much more selling in Africa than in Canada. I have one project in Canada, and I have hundreds of projects around the world,” he says. iView Systems, an Oakville, Ont.-based security reporting firm, began using biometric technology in gaming and is now moving into retail and other markets, says James Moore, vice-president. Their facial recognition system is deployed in casinos in Canada and the U.S., including all Ontario Lottery and Gaming Corporation (OLG) casinos, slots and racetrack. The system alerts staff to the arrival of people previously caught cheating or involved in criminal activity, and also those enrolled in the province’s self-exclusion program, Moore says. When a person signs up to be kept out of a casino, their information goes into a database. “Now when they walk into any facility, cameras are automatically scanning faces for potential identification of self-excluded individuals. That reduces the liability of the operator in terms of best effort of keeping those self-excluded patrons out,” he says. In retail, facial recognition is used to reduce theft, he says. Shoplifters often work in groups and hit many stores in an area. By getting the thieves’ pictures in one store, a company may be able to protect locations not yet struck, isolating the individuals as they come into the store. Many companies also want to be able to recognize people who are potential assets to their business, Moore says. Thus, a retailer finds it useful to identify

2 0 0 8 Dealing with “noise pollution”: Video analytics tools improving, but environmental factors impede accuracy

“You cannot rely on a PIN of six digits or a password to have access to sensitive information.” — Eric Talbot, S.I.C. Biometrics

26 SP&T News • www.sptnews.ca

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and marketing, of course). echnology development The security industry, rarely can be an arduous proaccused of being a fast innovator, cess, often characterized may see new (or newish) technolby fits and starts. Eureka moments can help spur progress YEA RS Y E ogies S gestate for years or decades before their potential can be reached. in the right direction, even though A R Biometrics, for example, is a we may not hear about them technology that has until months or even enormous implicayears later. What EBRATIN L R A B tions for security. works once or TIN LE twice In an era where in a lab or credentials can be development so easily misapprocentre must be priated, captured, replicated, tested, or hacked, perproven and genYEA RS haps we need bioloerally investigated YEA RS gy-based (as opposed before a technology is to a physical credential or allowed to get out of the alpha-numeric password) security research phase and make its way tools now more than ever. along the continuum from protoAlmost 10 years ago (April, 2007 type all the way up to final product edition), SP&T News ran an article (with considerable input from sales

called “Biometrics gets face time” which characterized the degree to which biometrics was already making some serious headway, particularly in the world of cross-border travel. It also indicated the need to collect multiple biometrics (e.g. fingerprint and iris) so one could act as a back up for the other. Information capture (particularly fingerprint) has improved in the last decade, but the advice is still sound. Additional stories in SP&T would describe use-cases for banking, telehealth (e.g. monitored health care) and more. A 2014 article called “Eye Catching” described the increasing use of biometrics for the mobile world, allowing an individual to encrypt data using a biometric identifier. Biometrics is a technology that is likely to continuously improve.

4/21/14 12:49 PM 2014-04-21 1:20 PM

Simplex introduces smart card and biometrics: The NT3400 integrates video badging, on-screen CCTV control, fire alarm monitoring and dynamic graphical maps. Simplex can apply both contactless Mifare and contact technology smart readers, and the biometric technologies offered include retinal recognition systems, fingerprint identity verification and hand geometry recognition. Human beings are physically complex, so it is a challenge for machines to effectively match (and map) that complexity. The same is true of other technologies like analytics. A 2012 article, “The fall and rise of analytics,” pointed out the number of false starts and false promises that technology has made. However, it has reached a level of sophistication now where it is proving its worth. In a way, it is mirroring the development of biometrics. We are allowing machines to identify us and think for us in the name of improved security.

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In Lobby

• Provides life safety & fire alarm annunciation, card access integration and two-way audio & video communication capability, for a more secure building • Allows occupants to manage a home-automation network and book building services & amenities, for a convenient lifestyle and connected community

To learn more visit us online: www.smartcondo.com

Safer • Smarter • More Livable Buildings 905.660.4655 | 1.888.660.4655

WEISER SMARTCODE LOCKS WITH HOME CONNECT CAN GROW YOUR BUSINESS

weiserlock.com CANADAâ€™S #1 SELLING LOCK BRAND*

*Vision Critical, Brand Performance Research, Oct 2013

Provide access control via locks as a natural extension of your current offering in order to deliver remote access and convenience to your customers. With a simple 10-minute installation of a Weiser Electronic Lock, you provide your customers with increased security and a world of wireless possibilities.