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Security Products and Technology News

sptnews.ca Serving Installers, Dealers and Integrators Across Canada

V.21 I.1 JANUARY/FEBRUARY 2017

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Welcome

2017

We ask the experts how drones, cyber security and smart city initiatives will affect the security community this year and beyond

ONVIFâ€™s Plugfest on its 2017-01-26 way to Canada Montreal will host the interoperability organizationâ€™s next technical confab p. 6

Dormakaba update on acquisition front Company says latest purchase will vault it into Top 3 tier p. 7

Making the most of security on campus A primer on how universities and colleges can install a vast variety of security equipment to make students and staff safer p. 20

p. 23

Product Previews

The latest in security technology

p. 24 PM# 40065710

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

Contents January/February 2017

Cover Story 16 2017 horizons From drones to smart cities to cyber security and more, we ask security professionals and pundits for their New Year predictions

By Renée Francoeur

Departments 4 Editor’s Letter 6 Line Card

• ONVIF’s Plugfest coming to Canada • Sony/Bosch partnership a sign of things to come • Dormakaba acquires Stanley hardware business • IHS: Chinese OEMs poised for growth

26 Archive

Predictions in hindsight

Features

Columns 20 Lessons plan

Learn where and how to install security equipment on campuses to keep students, faculty and staff safe

By Taleen Merjanian

10 CANASA Update

CANASA makes investments in Canadian security professionals By Romina Payami

12 Lessons Learned

Integrating the integrators

By Victor Harding

14 Camera Corner The power of cable By Colin Bodbyl

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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@SecurityEd • January/February 2017

EDITOR’S LETTER

By Neil Sutton Your Partner in Securing Canada

When Bosch met Sony The more you think about it, the more the deal makes sense

Security Products & Technology News is published 8 times in 2017 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and integrators working within the security and/or related industries. Editorial 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 Grossinger pgrossinger@annexweb.com

ow you feel about the Bosch/Sony deal depends on where you sit in the security spectrum (end user, integrator or supplier) and which part of the news you read first. Bosch Security Systems and Sony announced a partnership late last year that would see Bosch manage marketing and support for Sony’s video surveillance customers in all markets outside of Japan. The partnership also includes the two tech giants leveraging each other’s strengths: Sony’s capacity for image quality and Bosch’s know-how in the video analytics field. If you’re an end user, I have to assume this is good news for you. The video surveillance field has become incredibly crowded in recent years. It used to be easier to sniff out quality, reliability and good technology, but the bar has been raised across the board. A lot of companies are producing cameras that, at least on the surface, appear to be virtually identical. Even the number of 4K options out there is almost staggering. As the images get clearer, the market gets murkier. Increasingly, what’s making the difference is intelligence in the camera. When paired with quality equipment, the sky’s the limit — which is why, on paper, the Sony/Bosch partnership makes a lot of sense. Read more about this story on p.6 and David Stang’s analysis. When I first heard about the arrangement, my immediate thought took me to the Axis/Canon combination. After the announcement of the acquisition of Axis by Canon about two years ago, what followed was a long silence. Even Axis co-founder Martin Gren once

remarked at a press event that Canon had left them virtually untouched. But last year, Canon started making waves, announcing that Axis would take the lead on the sales and marketing of its products outside of Asia. There are many obvious parallels between Bosch/ Sony and Axis/Canon: both are European and Japanese combinations; Sony and Canon have a very long heritage in their native markets and large product portfolios (as does Bosch, founded well over a century ago); three of the four are the founders of ONVIF (Bosch, Sony and Axis); and all four are known for their R&D and high quality technology — although Bosch and Axis are arguably the better marketers, at least in North America. I also tend to think of Bosch and Axis as having well-built and compelling hardware options and form factors and Sony and Canon as leading the way in terms of image and optics. When I spoke to Stang about these types of arrangements — putting aside that one was the result of an acquisition and the other a marriage of mutual interests — he indicated that we will probably see more of them. Rather than trying to beat each other up in the market and compete for shrinking margins, it makes sense there should be more team-ups and collaborations, particularly when the result may be much better products in the marketplace. Usually a narrowing of the market means fewer options. Typically that’s not good news for end users or integrators, but Bosch and Sony appear to have found a way to make it work.

“What’s making the difference is intelligence in the camera.”

@SecurityEd

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Publisher, Peter Young pyoung@annexweb.com National Account Manager, Jennifer Dyer jdyer@annexweb.com Editor, Neil Sutton nsutton@annexweb.com Assistant Editor, Renée Francoeur rfrancoeur@annexweb.com Art Director, Graham Jeffrey gjeffrey@annexweb.com Account Coordinator,Trish Ramsay tramsay@annexweb.com Circulation Manager, Barb Adelt badelt@annexbizmedia.com COO, Ted Markle tmarkle@annexweb.com President & CEO, Mike Fredericks

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Applications...............................................8 Appointments............................................8 Calendar.................................................8 Market Watch...............................................15

ONVIF’s Plugfest coming to Canada

NVIF’s bi-annual Plugfest — a meeting point for security developers and vendors — is coming to Canada later

this year. The Plugfest, as it’s known, was established shortly after ONVIF itself. Founded in 2008 by Axis Communications, Bosch Security Systems, and Sony, ONVIF is non-profit dedicated to the development of standard interfaces for IP-based physical security equipment. Its membership now comprises about 500 companies and organizations across a muli-tiered structure spanning full membership to observer membership. The first Plugfest was hosted in 2009 as an opportunity to put some of that IP interoperability to the test. Twice a year, groups of members meet in a specified location in the Americas, Europe or Asia to swap ideas, technical information and most of all, to make sure their cameras, appliances and software will work with each other. The first Plugfest of 2017 will be hosted in Montreal and facilitated by Genetec, an ONVIF member headquartered there. Plugfests are an invaluable resource says Steven Dillingham, Chairman – Plugfest Taskforce chairman, and director of the Integrations Group for Oncam,

London, U.K., was one of two cities to host a Plugfest in 2016

another ONVIF member. Member companies bring either a client implementation or device implementation, typically a prototype, “and we get together for two and a half to three days for a lot of testing,” explains Dillingham. “As a client manufacturer, I can sometimes only get access to two or three devices from manufacturers to test my implementation with,” he adds. “A lot of times, there are certain parts of the specification that leave a little bit of room for interpretation as far as which is the best way to do it. It expands the ability to improve interoper-

ability between your implementation and a wider range of other manufacturers.” As the name suggests, Plugfests are highly technical in nature. They have no immediate sales or marketing function — their purpose is to help ensure interoperability. Meetings start with an anti-trust disclaimer, since many in the room may be direct competitors, but the goal is one of mutual benefit. “Our function in these roles is strictly technical integration type of work,” he says. “Yes, we’re all competitors, but we’re the tech guys, not the sales guys. It’s a lot easier for us to get together and talk about solving technology problems or getting this technology to work.” The two events last year were held in Taiwan and London, U.K. Montreal will be the first Plugfest to be held in Canada, and Dillingham is hoping for a good turnout. “We’re trying to come up with ways to increase participation — to get word out there and encourage people to show up for these Plugfests.” The second Plugfest of 2017, scheduled for November, will be held in Seoul, Korea, with local firm Hanwha Techwin taking over the hosting duties. — Neil Sutton

Sony/Bosch partnership a sign of things to come

Effective as of Jan. 1 this year, n a joint statement late last the partnership was described in year, Sony and Bosch said that they would collaborate the joint statement as “technological expertise to set new technically on video standards in high-ressolutions — a comolution and low light bination that one video imaging.” analyst says could up “This partnership the game for both will revolutionize the companies. video security industry “It’s really a comsince it combines the bination of capabiliunique technological ties. They talk about expertise and strengths Sony’s video quality of two leading comand Bosch’s video panies in the field of analytics. If you put David Stang, Stang video security applithose two togeth- Capital Advisory cations. Customers er, it’s going to be a pretty formidable combination,” can prosper from Sony’s superior says David Stang, president of image quality, like its 4K solutions, combined with Bosch’s bitrate Stang Capital Advisory.

SP&T News • www.sptnews.ca

management and video analytics,” said Toru Katsumoto, deputy president of imaging products and solutions, sector president of professional products group, Sony Corp., in the prepared statement. As part of the ongoing agreement, Bosch will support the sales and marketing of Sony’s video surveillance products globally outside of the company’s home turf, Japan. Sony will continue to manufacture and brand those products. Stang said the partnership is likely to echo throughout the industry as more of these types of deals are struck. “Product companies would all love to have the different capabilities embedded into their products, whether it’s

domestic or international. I think you’re definitely going to see more combinations, partnerships, acquisitions,” he says. It used to be enough to produce a quality camera product and release it into the market, he adds, but increased competition and a desire for more intelligence and analytics capabilities on the part of the customer have definitely changed the equation. “A lot of people have cameras, but it’s the analytics — the information and analysis that you can get from it that really is the value-add. You really want to put those two things together,” says Stang. — Neil Sutton

Dormakaba acquires Stanley hardware business

s 2016 drew to a close, access control firm Dormakaba announced it had signed an agreement with Stanley Black & Decker to acquire aspects of mechanical security businesses for US$725M in cash. The agreement, announced Dec. 21, is to include Stanley Commercial Hardware in North America, a production facility in Taiwan and GMT in China, which makes commercial hardware

announcement that the compaOpenings Group. ny had created new divisions and Prior to its recent Stanley news, Dormakaba had already gone retrained staff on new products and cross-selling opportunities in the through comprehensive reorgalatter half of 2016. “Access connization to leverage its growing brand portfolio. Steve Dentinger, trol, strikes, maglocks, door openvice-president of Dormakaba’s ers and closers, revolving doors: Electronic, Access and Data (EAD) We’ve truly become that end-toend one-stop shop for the door,” division in North America, told 7321MP-2_Altronix_Netway4EWPX for SP&T_supplied Dentinger. by client.pdf 1 SP&T News before the Stanley said

At press time, the Stanley acquisition was expected to close in the first quarter of 2017, subject to closing conditions. Integration of the Stanley businesses is expected to take up to three years, according to Dormakaba. The affected Stanley businesses employ approximately 1,000 people. 12/29/16 12:03 PM — Neil Sutton

Steve Dentinger, Dormakaba

for mid- and lower-price point markets. (Stanley’s Sargent and Greenleaf business is not included in the transaction.) Michael Kincaid, COO, access solutions segment Americas for dormakaba Group, said the deal is expected to boost the company’s profile in North America, making it a “top-three player.” Riet Cadonau, CEO, Dormakaba Group, added in a statement that the acquisition is “fully in line with our stated strategy and it will add substantial scale in North America and expand our offering to a full portfolio of door hardware and access control solutions.” Dormakaba is the product of a recent merger itself — Dorma and Kaba, two separate European access control firms announced their own merger in April 2015. The two had bolstered their own ranks prior to this merger with Canadian acquisitions: Kaba purchased Keyscan and Dorma acquired Rutherford Controls International. Dormakaba also announced another acquisition in late 2016: Huntsville, Ala.-based Mesker

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2017-01-26 2:21 PM

LINE CARD Applications Security upgrade for special needs school

Kids World, a non-profit school for students with disabilities, based in Taylorsville, Utah is using a Hikvision security system for classroom instruction as well as for safety purposes. The Hikvision solution was installed in order to update an aging security system. Camera coverage provides security during the school’s vacant hours, in the playground and in the drop-off/pick-up area for students and parents. In the classrooms, teachers use cameras for monitoring and feedback purposes. The system includes three Hikvision DS- 2CD2432F-IW 3MP Indoor IR Wifi Cube cameras; one DS-2CD2542FWD-IWS 4MP WDR Mini Dome Network camera; four DS-2CD2132F-IWS MP Vandalproof Network Dome cameras; and a DS-7716NI-I4/16P Embedded Plug & Play 4K NVR, with built-in POE.

Calendar Iris scanners working out in Iceland World Class Iceland, a chain of gyms serving Icelandic locations, is using biometric technology to help manage its client relationships. The gym has installed an Iris ID IrisAccess iCAM7000 identity authentication system in 12 of its facilities. Approximately 40,000 of its members are enrolled in the system, which utilizes iris scanners in main entrances, VIP sections and spas. “The iris system has worked perfectly,” said Bjorn Leifsson, World Class owner and managing director. “We require few employees to monitor the access points, are providing a higher degree of security and have happier customers. After the initial enrollment, our customers enter the gym in the second it takes to complete the iris scan.” Leifsson said the iris scanning technology will be rolled out for each new gym location as it opens.

Chinese rail system extends surveillance

April 5-7, 2016 ISC West Las Vegas, Nev. www.iscwest.com Tianjin Rail Transit (TRT) in China is extending its VMS to provide coverage for a Metro expansion. The organization is extending its Qognify technology to provide coverage for what will soon be a total of 273 km of transit lines and 42 stations, managing output from more than 4,000 surveillance cameras. The system was first deployed in 2015. Tianjin, located in northern coastal China near Beijing, has been steadily growing and is now home to more than 15 million people. “For large-scale metros, managing security in a unified, centralized and robust way is always a big challenge to operators, public security, and government authorities,” said Mr. Song, Director of Construction, Tianjin Transit Group. “These capabilities give us confidence to build more metro lines in Tianjin, which will greatly increase the friendliness of the city.”

Appointments

Dan Geiger

Neal Ellsworth

• Nortek Security & Control has appointed Dan Geiger as SVP of sales and Robert Beliles as SVP product management and marketing. • Core Brands announced the appointment of Neal Ellsworth to the newly created position of product manager, new initiatives. • Robert Mitchell is now

SP&T News • www.sptnews.ca

March 8, 2017 Security Career Expo Toronto, Ont. www.securitycareerexpo.ca

April 12,2017 Focus On Cyber Security Toronto, Ont. www.focusonseries.ca April 26, 2017 Security Canada East Laval, Que. www.securitycanadaexpo.com May 10, 2017 Security Canada Alberta Edmonton, Alta. www.securitycanadaexpo.com May 23-25, 2017 Connections San Francisco, Calif. www.parksassociates.com May 31, 2017 Security Canada Ottawa Ottawa, Ont. www.securitycanadaexpo.com June 13-16, 2016 Electronic Security Expo Nashville, Tenn. www.esxweb.com June 14-15, 2017 Security Summit Canada Toronto, Ont. www.securitysummitcanada. com

Robert Mitchell

Mike Sherwood

IC Realtime’s director of government practice and law enforcement division. He will also lead IC Realtime’s special operations group. • Mike Sherwood is now director, technical operations — Americas for Milestone Systems. The company also hired new employees including Reg Collins, Western Canada

Gary Drutin

Sue Abu-Hakima

channel business manager. • FST Biometrics has appointed Gary Drutin as CEO, replacing Major General (res.) Aharon Zeevi Farkash. • Sue Abu-Hakima, CEO of Amika Mobile, was recently named a Women’s Executive Network (WXN) Canada’s Most Powerful Women: Top 100 Award Winner.

June 21, 2017 Security Canada West Richmond, B.C. www.securitycanadaexpo.com September 13, 2017 Security Canada Atlantic Halifax, Nova Scotia www.securitycanadaexpo.com September 25-28, 2017 ASIS International Seminar and Exhibits Dallas, Tex. www.asisonline.org

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CANASA UPDATE

By Romina Payami

CANASA makes investments in Canadian security professionals Education and development programs help to assure the future of the security industry is in good hands

ducation, training, sourcing and retaining qualified professionals continues to be one of the biggest challenge for security companies in this competitive industry. CANASA is committed to assuring a prosperous future for the industry through training and investments in youth by way of the National Scholarship Program and the Alarm Technician Course. Our Scholarship Program, now in its third year, assists dependents of CANASA members to further their education. Ten scholarships valued at $1,000 are available to be awarded annually to post-secondary students that are working towards obtaining a degree, diploma, or certification at any Canadian university, college, or post-secondary institution. We encourage candidates to reflect on the importance of the electronic security industry in the written

submission that accompanies their application. Successful candidates of this program include Courtney Harmison (Tri-Ed), Jocelyn Hoevenaars (Alarmtech Security Systems), Elizabeth Callahan (Pelco by Schneider Electric) and Susan Wang (Huronia Alarm & Fire Security). The 2017 submission deadline is coming up on May 1, 2017 so be sure to get your children started Romina Payami on their applications. The Alarm Technician Course (ATC), delivered online through Centennial College, allows junior and experienced technicians to gain a solid understanding of the principles of intrusion alarm installation and service. One of the greatest threats to our industry is false alarms. This program equips

students with the skills to reduce false alarms with the aim of eliminating false dispatches altogether. With intakes five times per year and a self-study curriculum that allow students to complete the coursework at their own time and pace, there is always an opportunity for you and your team to jump in and improve your qualifications. The next intake begins April 3 and CANASA members save 50 per cent on the registration fees! Visit www.canasa.org to view details on both programs and join us in working to build an industry of qualified security professionals! Romina Payami is the Membership Services Specialist at CANASA (www.canasa.org).

B Series from Bosch A Simple Solution for Complex Security Needs

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LESSONS LEARNED

By Victor Harding

Integrating the integrators The purchase of a small or mid-sized security installer comes with its own set of challenges

n my last column, I talked about buying alarm accounts from a buyer’s perspective. This time I will address some issues to be aware of if you want to buy an integration business. Let’s define an integration business as one where the vast majority of the company’s revenue is driven by installation and spot service revenue. In short, recurring monthly revenue is not the dominant item of value. Most integration businesses are mainly driven by the installation of medium and large-sized camera, access control or intrusion systems or a combination of all three (producing an integrated system). There are security business that do smaller access control and camera system work; their value is not tied to their installation work but their monitored account base. I don’t consider these integration businesses.

“Buying an integrator is very different from buying an RMR business.” There are not as many good integration businesses out there in Canada to be bought as there are alarm companies (and companies that do smaller access and camera work). Bidding on and successfully installing larger commercial, institutional or industrial security systems is a field requiring special skills. Your techs often need specialized training on the equipment they are working on. It is easy to “blow your brains out” on a large job by either underestimating the costs or not delivering on time or on budget. Smaller integration businesses in Canada can range in size from just under $1 million to over $10 million

12 SP&T News • www.sptnews.ca

in annual revenue, although what I see the bigger buyers of integration businesses buying are businesses with a minimum of $5 million in annual revenue. These are established businesses with systems and ongoing new business that does not depend on the owner. Often integration businesses are focused on a particular niche where they have developed expertise — access control, building automation or video monitoring — as in the last three businesses in Canada that Convergint has bought. Although valuing and buying most businesses is about valuing the future stream of free cash flows that the target company produces, buying an integration business is very different than buying an RMR based business. With an integration business you should probably use a Multiple of Normalized Earnings method to get at the value of the company rather than a Multiple of RMR. What counts here the most is past Earnings before Taxes normalized for a normal owner’s salary and any one time revenue or expenses items. My experience is that although the future is important, the more experienced buyers will pay based mainly on past earnings. There are other factors that affect the value of an integration business. Does the business have a well-developed niche in a segment of the market where there is lots of future business? This can definitely make the business more attractive. Businesses like this experience higher gross margins on each job. Following on from that, can that business be “scaled up” to double or several times its size? I have found that most buyers of integration businesses will want to get an amount of “normal working capital,” included in the purchase price determined as a multiple of earnings. Determining normal working capital is an important cal-

culation in the sale of any integration business. Deals can fall apart on this. In addition, some buyers expect that they will get some or most of the fixed assets used to produce the revenue streams in the business also included in the purchase price. Considering payment terms for the target company, I would say this partly depends on how big and advanced the target business is. Will the business continue to operate successfully without the owner there? This is more likely to be the case with a $10 million integration business than $3-5 million business. With a $10 million business, I would expect to see a much higher proportion of the purchase price paid up front. As the business shrinks in size, be ready for smaller amounts up front and maybe even some kind of earn-out after the deal closes for a part of the total purchase price. All in all, buying an integration business is a more difficult process to accomplish. First, finding a good

one is more difficult. There aren’t that many that are really scalable out there to buy. I think this is partly because overall the Canadian market is just a smaller market. Then finding one that does not depend too much on the owner (or owners) is even more difficult. We have not talked about financing the buying of an integration business. Our chartered bank system is not really there yet in terms of financing deals to buy RMR (let alone deals where there is no RMR). I am looking for more buyers of good integration businesses. Right now in Canada, for various reasons, not very many of the bigger names on the integration side — Tyco, Chubb Edwards and Johnson Controls — are actively buying. This has left an opportunity for companies like Convergint. Victor Harding is the principal of Harding Security Services (victor@hardingsecurity.ca).

CAMERA CORNER

By Colin Bodbyl

The power of cable Re-purposing existing coax may have a huge upside in terms of cost reduction

ith competition in the video surveillance constantly heating up and projects often being awarded to those who offer the best price, many integrators are struggling to squeeze out the margin they need to survive. While negotiating prices with vendors and using cheaper products is the natural way to reduce costs, there are other ways to ensure you’re the lowest bid without sacrificing your margin. A more technical approach to cost cutting on projects would be to examine current infrastructure and look for opportunities to reuse existing equipment. Many buildings were wired for large and small CCTV systems long before IP cameras or the benefits of Cat5e cabling had ever been discovered. Ironically, while most new projects utilize Cat5e or Cat6 cable, the existing coaxial cable in these buildings is usually perfectly good. Cable alone is not a high cost item, but the labour required to install it can be significant. Taking advantage of existing coaxial cable through several different technologies can drastically reduce costs and give integrators the edge they need to win.

“Many buildings were wired for large and small CCTV systems long before IP cameras or the benefits of Cat5e had been discovered.” For large enterprise systems, or even small sites where the customer is requesting IP products, coaxial cable can still be utilized. Several reputable manufacturers have invested heavily in developing reliable and cost effective IP over coaxial adapters. One misconception about the use of existing coaxial cable is that it cannot support Power over Ethernet, which has become the standard for powering IP cameras. However, that too has been solved with many higher end adapters sending both IP data and power up the coax, converting it back to Power over Ethernet at the camera. Another advantage of using IP over coaxial technology is that it eliminates the distance restrictions associated with Ethernet over Cat5/6 cabling. Typically, a net-

14 SP&T News • www.sptnews.ca

work switch would be required every 300 feet, however with IP over coaxial some adapters can transmit as far as 2,000 feet without the need for a repeater. The other method of reusing coaxial cable is to utilize an HD over analogue solution, such as HD-TVI or HD-CVI. HD over analogue technology is to the installer no different than installing an analogue system. To the customer it’s difficult to recognize the difference between HD over analogue and megapixel IP technology since both produce impressive HD images. The current challenges surrounding HD over analogue are the limited VMS options and that it is not well suited to large installations. The majority of HD analogue products are designed for small applications with a limited camera count. For larger, enterprise installations, the VMS provided by HD analogue systems often lack the features desired for a large deployment. In addition, if an end user is requesting a top tier VMS, it is unlikely that VMS will support HD analogue cameras. One other trade-off to using HD analogue is the power requirements. Many HD analogue cameras require DC power which cannot travel long distances and requires separate power supplies (unlike Power over Ethernet). By utilizing IP over coax adapters or HD

over analogue technology, integrators can drastically reduce labour costs. There are risks associated with both technologies. In either case, the coaxial cable has to be in good condition for the system to perform as specified. In addition, as the Internet of Things pushes the world to Cat6 and fibre optic cabling, integrators may just be delaying the inevitable by reusing coax. If a system installed today reuses the old coax cables, it is unlikely those cables will be reused again in five to 10 years when the system is upgraded once more. In contrast, a system deployed today using Cat6 or fibre optic cable is future proofed, since both cables are unlikely to become obsolete anytime soon. There is no denying that the market for video surveillance is growing more competitive every day. However, with the ever increasing number of technologies designed to layer on top of existing infrastructure, integrators can compete by using a little more ingenuity than their competition. By reducing labour costs through technology, end users can get exactly what they desire without integrators losing the margins they need to survive. Colin Bodbyl is the director of technology for UCIT Online (www.ucitonline.com).

LINE CARD market watch

IHS: Chinese OEMs poised for growth

ccording to recent research published by IHS Markit, Chinese manufacturers of consumer surveillance equipment accounted for only five per cent of U.S. market revenues in 2016 but could be set for massive growth. A report, authored by IHS Markit’s residential security analyst Jimmy Dearing, suggests the growth of the Chinese domestic market for such products represents “a potential ticking time bomb for U.S. market stakeholders.” Home surveillance overall has experienced tremendous growth, thanks to the complimentary factors of smart phone development (and infrastructure) and more affordable equipment. “If the market is price

Company (ticker)

sensitive enough, then the suppliers with the lowest prices will eventually gain control,” states Dearing. According to IHS Markit research, the average selling price of a consumer-grade standalone camera was US$95 in 2015 in the United States compared to US$27 in Asia for comparable technology. What has thus far prevented Chinese OEMs from setting up in U.S. markets is fundamental differences in go-to-market strategies. Online/direct sales are commonplace in China, whereas in the U.S., offline sales still dominate. “Very few Chinese manufacturers have managed to get their cameras on U.S. retailer’s shelves nationwide,” says Dearing.

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Canon (CAJ)

$28.99

$26.60

$30.93

Diebold (DBD)

$25.45

$21.05

$29.75

Flir (FLIR)

$35.25

$26.48

$37.17

Gentex (GNTX)

$20.70

$12.93

$20.89

$117.23

$93.71

$120.02

Johnson Controls (JCI)

$43.11

$30.30

$48.97

Mace Security (MACE)

$0.42

$0.30

$0.49

Napco (NSSC)

$8.65

$5.05

$9.05

$40.00

$27.46

$43.49

Stanley (SWK)

$118.30

$88.72

$126.72

United Technologies Corp. (UTX)

$109.97

$83.39

$112.83

$37.45

$29.76

$39.68

Vicon Industries (VII)

$0.58

$0.46

$1.82

Viscount Systems (VSYS)

$0.00

$0.01

Avante Logixx (XX)

Honeywell (HON)

ScanSource Inc. (SCSC)

Verint Systems Inc. (VRNT)

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2017-01-24 2:07 PM

2017

HORIZONS by RenĂŠe Francoeur

From drones to smart cities to cyber security and more, we ask security professionals and pundits for their New Year predictions 16 SP&T News â€˘ www.sptnews.ca

s is tradition, SP&T News is once again cracking open the year ahead and shining the light on upcoming trends in the industry. This time we pegged a number of experts in the field to see which directions CCTV, drones, cyber security, smart cities and the integration services business are all headed. If we can be certain of anything, analytics, cyber threats and hardware price erosion are all here to stay.

Drone-ing on

towards smaller and lightweight, less-reDavid Cooke, a former strictive machines... military pilot, was flying like the DJI Mavic one of his drones along Pro I just bought, the the harbour in Sarnia, size of an iPhone 6 or Ont. one evening to so... It’s perfectly legal get a shot of Chemical to fly but won’t cost Valley’s flares and lights them as much.” — for artistic purposes The overall mes— when he had a run-in sage is that drones with security. Oliver Philippou don’t need to be an “The security comexpensive process and pany from one of the you don’t have to own the asset, refineries came by and asked what I Cooke explains. was doing,” he says. “They said you Oliver Philippou, a senior techcan’t fly over the industrial plants nology analyst with IHS Markit and I said I wasn’t and showed them on my display exactly where I’d been flying... And a few weeks later the head of that company, Lyndon Security, called me and asked for a meeting. Then, we began working together.” For Cooke, founder and chief pilot at Canda, which provides drone video and photos services, and is a holder of the Special Flight Operations Certificate from Transport Canada, drones hold numer-

Ltd. in the U.K., says drones and how they will be used in security is an issue on his radar, too. “Large integrators seem very well placed to use this type of application and a large number of them already have monitoring contracts, such as Johnson Controls and Securitas,” he says, noting he anticipates drones as a “force multiplier for man-guarding and alarm monitoring” will be something that doesn’t pick up until af- Mark Aruja

ter 2017. Changes in rules coming down the pipe for unmanned aerial devices in Canada will mean more opportunity for the security companies that are toying with the idea of using this technology for remote patrols and more, says Mark Aruja, chairperson at Unmanned Systems Canada, referring to the pending approvals to operate drones beyond visual lines of sight.

David Cooke

ous possibilities for security, from monitoring fence lines, roofs and solar farm equipment, to tracking materials in storage bins. “For a security firm, when they can subcontract the actual flying part of drone work, it’s a serious asset to them, not a threat,” Cooke says. “Some of these machines can cost $50-60,000 and then you have to train somebody and keep the crew qualified with the certificate from Transport Canada.” According to Cooke, it’s the cost of drones that will be the hot topic in 2017. “In order to fly commercially for surveillance and security, [companies will] often be driven towards compliant drone machines but I think the new trend will be a drive

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“This means the difference between flying a drone around your house and now using it to inspect a pipeline that runs down the Mackenzie River Valley for thousands of kilometers, so it’s a huge thing for the industry, with global implications,” says Aruja. There is “an incredible” drop in price and an increase in performance of commercial technologies, Aruja adds, such as camera payloads and “radar payloads — that enable all kinds of security applications”, like monitoring for hydro companies, pipelines, etc. He says he sees the opportunity picking up for environmental monitoring, RF surveys and heat mapping.

Partnerships big for safe “smart cities” As “smart cities” begin to take off, so does the market for “safe cities,” which includes aspects like updating the video surveillance infrastructure with analytics, says Alexander Richardson, a market analyst in critical communications with IHS Markit out of Austin, Texas. According to Richardson, a safe city is “a multi-agency approach,” consisting of a “consolidated IT platform, bringing in a range of different security and law enforcement technologies.” This means there is video surveillance but also dispatch and emergency response equipment together on one platform. The 2015 global revenue for the safe city market was about US$13 billion, Richardson Alex Richardson says, noting it’s also a high-growth market, coming in at around nine per cent per year globally (between six and seven per cent in North America). “We’re forecasting the market will reach about US$20 billion by 2020.” He says there is plenty of opportunity for greenfield projects in areas like the Middle-East, where the market is less mature and they are currently installing CCTV cameras and control room infrastructure. “In the mature markets, it’s more about the analytics and the things that go on top of the video surveillance infrastructure.” Richardson’s advice for installers working in the Middle-East is to foster relationships with local firms on the ground, whether they are integrators or suppliers, because “you need to have connections to the local presence.” In North America and Western Europe, he notes it’s important to establish “pull-through” with the end users, “because, ultimately they’re the ones who are picking the technology.” Big data analytics may be a buzzword, but city interest is growing in deep data mining from things like records management databases, he adds. For safe cities, partnerships are crucial, Richardson advises, and that’s not just with various government organizations but also with other businesses and even end users. He cites an example called Operation Shield in Atlanta, Ga. where the local police partnered with a transport agency, and bigger businesses like Coca-Cola, and shared their security cameras. “This way they were able to route everything into the police control room, rather than the police paying for extra cameras,” he explains. Reusing this infrastructure in such a way means not only cost savings but also more people buying into the security initiative, Richardson notes.

CCTV: hybrids, costs & analytics According to Katie Brink, industry analyst at The Freedonia Group, expect to see a continuation of the increasing product commoditization trend. Jon Cropley, principal analyst in video surveillance at IHS Markit Technology, concurs.

Katie Brink

18 SP&T News • www.sptnews.ca

“Price erosion of hardware is not going to go away,” Cropley says. “As new capabilities for video cameras come out, the cost of those goes up. However, a lot of the capabilities and focus going forward seems to be on the related services that connect to these devices rather than the cost of the devices themselves,” Brink says. “A lot of growth is still happening in video surveillance as a service and moving to Cloud surveillance as well as analytics software.” Jon Cropley Analytics are going to continue to make the “manned’ positions within the security industry more efficient, Brink says, so “you may wind up only needing one security guard instead of two or three watching an entire wall of screens” but the human element is never going to be fully replaced by analytic capabilities, she insists. Cropley says he thinks there will be more spotlight on improving image quality and providing more storage capacity as well. “In 2017 I also think we’ll see a greater focus on software,” he says. There is also still heavy discussion on hybrid video surveillance systems, like the analogue with IP capabilities, Brink notes, or the different types of compression (H.265, H.264), because they bring new technology in without having to replace entire systems — an alluring cost efficiency.

Cyber-security means hardier devices After this past year, Brink says cyber-hardened devices will be drawing attention because of DDOS attacks and their use of CCTV cameras. “Because of all of the interoperability and interconnectivity between device systems, especially in commercial end-use market, the biggest challenge is just going to be able to anticipate where the problems are going to be and which backdoors you didn’t think about that are going to be used against you,” she says. Attacks occur sometimes due to interconnectivity, Brinks adds, like an automated HVAC system that may have a hole leading to the automated security system. “It doesn’t just come down to the cameras themselves; it comes down to the end users and their ability to know how to properly use the devices so they don’t leave them open for attack. So it’s not about pointing fingers at manufacturers,” Brinks says. Terry Hoffman, principal of Zerobit1 Security Planners, agrees and says the next 12 months should see more educational efforts on how not Terry Hoffman to fall into schemes and protect yourself as you increase your levels of connectivity. For Alex Vaystikh, co-founder of SecBI, a security technology startup, 2017 is about ransomware. “Everyone is capitalizing on how to protect themselves against ransomware and encrypt their data,” he says. He sees servers and Cloud data being a target in the future, as the Cloud “doesn’t have an efficient solution to defend against ransomware.” It’s not just the scale but the source of cyber attacks that are interesting, Vaystikh adds, as many are “cheap” IoT devices, such as a Wi-Fi controlled light bulb. Long gone are the days of the anti-virus software saviour, adds Mark Gazit, CEO of anomaly Alex Vaystikh

detection solution provider ThetaRay. “That’s why we’re now seeing more systems using artificial intelligence or using machines to fight with other bots sending out threats,” Gazit explains. “Machines can look at data in real time and analyse it for anomalies, efficiently.”

Service/consulting: more business acumen The trend of security product installers and integrators focussing more heavily on service and Mark Gazit maintenance will continue into 2017, says IHS Markit’s Philippou. “Historically, the installation and integration market was very project driven and what’s happened is there are big ups and downs in revenues, because it’s very difficult for integrators to forecast having project-based deliverables. So what integrators are trying to do is move to a recurring monthly revenue model where they’re focused more on providing service and maintenance contracts — particularly in the retail and commercial markets, where customers do not have onsite maintenance teams.” In 2017, expect to see more integrated control rooms, he notes, where both security and operational management are working together in environments like large universities, power stations and airports. “Something that’s going to diverge costs in both the smaller and larger verticals is the use of analytics, and how customers are going to be using them,” Philippou says. “As video analytics become more accurate and

reliable, they will be used not only in a security aspect but in a business intelligence aspect as well.” As an example, he cites airports that are currently using basic analytics, such as queue line management, trip line detection and number counting, to improve the customer experience. “You’re going to be seeing integrators and installers hopefully talking with not just security personnel as a customer but also marketing and operational departments and therein tapping into additional budgets as well.” With the physical security and IoT side of things, Hoffman says he expects to see more partnerships between equipment manufacturers and in-depth subject matter expertise. “The skillset of your traditional security subject matter expertise has changed. There’s more of a business acumen required and an overall understanding of enterprise risk.” He says he sees increased integration of multiple security disciplines, like information security, cyber hygiene, the operational side, and more emphasis on business resiliency. “Client ownership is a big thing these days,” he says. “On a lot of the base enterprise projects, you may not be making the margin you made five years ago, but that margin can be made up over great customer service, maintenance plans and improving ROI with use of technology across multiple business domains. “I applaud the integrators and installers. It’s a tough industry. A lot of challenges came up in 2016 for the typical security provider,” Hoffman adds. “2017 is not going to change. There’s competition and players outside of North America coming, but there’s lots of business opportunities out there.”

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2017-01-24 8:54 AM

LESSON

PLAN Learn where and how to install security equipment on campuses to keep students, faculty and staff safe

By Taleen Merjanian

uilding a safe and secure environment for school campuses can be overwhelming when you consider what is at stake. Because of this, knowing where to begin can be the hardest part. The best thing you can do is to start by evaluating your unique challenges and risks, outline a tailored plan to address them and use this blueprint to begin implementation.

Challenges Within the classroom, administrators are tasked with helping to keep students safe. However, it can be a tricky balance to create a safe learning environment while ensuring students don’t feel as though they are being monitored while learning. Outside of the classroom, colleges and universities must also manage security spanning across multiple buildings, campuses and sports facilities, all while dealing with a diverse group of stakeholders including students, faculty, staff, and the larger community. The following serves as a guide for administrators to ensure they have the proper security plans implemented on each area of a campus.

Getting started

“Effective security plans are supported by enabling technology to automate, streamline and simplify.”

20 SP&T News • www.sptnews.ca

Before you can determine which technologies are best suited for your campus, you need to understand the threats and vulnerabilities, and where they lie. Start by conducting an assessment to both uncover these risks and determine if there are you must address any regulatory requirements. A risk assessment can also help you adhere to budget restrictions by finding exactly what your campus needs and providing the best solutions to address them, including recommended strategies for leveraging existing technologies in place. For example, upgrading to a new hybrid DVR system enables migration to an IP-based camera system over time. This way, both existing ana-

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You should also ensure your emergency plan includes personnel outside of the immediate campus such as local police, fire and health officials as well as local stakeholders such as civic leaders and surrounding public businesses.

Foundational technologies

logue and newer IP-based cameras can be used together, removing the need to replace all systems in order to upgrade your technology.

Building a plan With clearer insights into potential vulnerabilities, we suggest creating an emergency preparedness plan to help address the key risks identified in your assessment. This should include likely emergency scenarios and recommended responses to each. For example, in the event of a fire, outline the most appropriate response depending on location, including evacuation routes and emergency exits. Since every emergency is different, consider installing a method of communication for plan execution and sharing updates in real time. In a school environment, this can be challenging, as people are spread across a wide area. Make sure there is a clear chain of command to dictate exactly what the appropriate response should be. Emergency coordinators must be clearly defined and trained, and students and faculty should be made aware of who those individuals are. Ensure that you have back up coordinators in the event that the designated staff are unavailable. Designed to deliver varied and customized communications to large groups of people as part of a comprehensive system, Mass Notification Systems (MNS) are an increasingly popular solution for this purpose. Mass notification offers various forms of communication from simple text message alerts to mass emails, strobe lights or automated phone calls. For larger, open campuses, an MNS could include a loud speaker, which can announce a pre-programmed message or sound a siren. Social media is also a growing mass notification communication tool. Many universities and colleges use social media to provide regular updates such as weather-related class cancellations. Additionally, it can be used for timely emergency updates as it can allow for two-way communication between students, staff and law enforcement officials.

22 SP&T News â€˘ www.sptnews.ca

Effective security plans are supported by enabling technology to automate, streamline and simplify overall safety and security. The following is a list of the fundamental technologies you should consider implementing as part of your safety strategy. Video surveillance: Security professionals recommend that a school implement a video surveillance system into its security strategy. It can be both proactive and reactive with the ability to monitor an area in real-time as well as review saved footage. When efficiently managed, a surveillance solution can be a useful. Monitoring and remote monitoring: Many modern surveillance systems also offer remote management and monitoring, ideal for busy security personnel who are tasked with monitoring several sites across campuses. From a phone or tablet, it makes it easy to keep an eye on each location whether it is inside a building or an outside sports arena. Remote monitoring enables personnel to work offsite when needed, and can help to increase productivity and save time, so that resources can be allocated elsewhere. Additionally, ULC-certified monitoring can be critical in helping to address alarm events as they arise. Video alarm verification as well as a variety of other monitoring services such as critical condition monitoring can help to ensure that your campus is being supported 24/7/365. Access control: For colleges and universities, there is a constant flow of students, faculty and visitors who are coming and going, so it is important to provide a clearly marked visitor entrance that provides a welcoming environment for guests, and also controls access to the campus. This is especially important for after hours or when school is not in session, when students may need access to portions of buildings for research or studying. Having an access control system in place can help administrators keep track of visitors while also helping to protect students and faculty. Wireless card readers for interior doors are a great option for many campuses. Not only are they a budget-friendly technology, but they also secure individual rooms more effectively for students and staff than traditional lock and key systems. Additionally, by eliminating those antiquated systems you also eliminate the need to replace that hardware every time an incident occurs or a faculty member with access leaves the university, which can be costly as well as a hassle. Furthermore, you can combine an access control system with a video intercom and a visitor management system, which can save ID information into a database for future reference. Not only does this save time by automatically populating fields with the visitorâ€™s photo, contact information and the last time they accessed campus buildings, it also helps administrators keep better records of who is on campus. This can be helpful should an incident occur by ensuring everyone is accounted for or by helping authorities determine any suspects. Addressable fire detection: Another example of a mass notification technology, addressable detection can pinpoint the origin of a fire condition, allowing responders to locate the source in a timely manner. Similar to other MNS technologies, it offers the ability to play different tones or messages to targeted areas within a building, providing clear communication and direction â€“ whether that be to shelter in place or move to a different location. The combined feature set of addressable detection and notification provides a more reliable fire alarm solution and a safer educational environment. Safety on campuses will remain a top priority and as new challenges arise, security providers and integrators will continue to adapt and design technologies that address emerging threats. Being prepared and planning your security strategy ahead of time can be lifesaving. Look at the bigger picture and consider your roadblocks, from there begin pulling together a strategy taking it one step at a time until you have a plan you are confident in implementing. Taleen Merjanian is corporate marketing manager at Tyco Integrated Fire & Security (www.tycoifs.ca).

Product Previews

Fire & Life Safety

Smoke detector sensor Nortek Security & Control

The new 2GIG Smoke Detector Sensor (aka 2GIG “Smoke Ring”) mounts directly between an existing AC-powered interconnected smoke detector and the wall or ceiling and converts the existing smoke detector into a wireless device. The Smoke Ring does not react to the sound of the interconnected smoke detector but is instead triggered by an electric signal which cuts down on false alarms. Upon alarm, the Smoke Ring receives the electrical signal from the connected smoke detector and sends a wireless signal to the paired alarm panel which alerts the proper authorities or homeowner of the emergency via their smartphone.

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Push plate switches Camden Door Controls

The CM-35N Ontario Building Code (OBC) compliant push plate switches have a 4-1/2” tall x 2” wide faceplate and can be mounted on 1-3/4” width frames and boxes. The CM-35N was developed specifically for the Ontario automatic door market and features the small mounting footprint of Camden’s CM-25 and the OBC compliant faceplate of its CM35 single gang series. While CM-35N push plate switches are small enough to fit on door jambs, the regulation 368/13 amendment to the OBC prohibits that placement in automatic door applications. Switches must be placed a minimum of 600mm (23 -1/2”) beyond the door swing.

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Fire/CO detector Mircom Group

The MIX-COSAP Intelligent Multi-criteria Fire/CO Detector combines four separate sensing elements in one unit to provide both fire and carbon monoxide (CO) detection. The MIX-COSAP is used in conjunction with the APB200 Series intelligent sounder bases which can generate either a Temporal 3 pattern for fire or a Temporal 4 pattern for CO alarm indication. The APB200-LF intelligent sounder base produces the 520 Hz low frequency tone that is designed to meet the NFPA 72 sleeping space requirement.

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STI’s metal protective cabinets protect equipment from hazardous parts and provide a degree of protection to enclosed equipment against ingress of falling dirt. Suitable for junction and power supply boxes, the heavy-duty cans are constructed with a powder coated metal to help protect against corrosion. They have a continuous piano type hinge and seven ½, ¾ inch conduit knockouts. Options include a key or thumb lock and backplate. For indoor use, the enclosures mount on the wall enabling the units to be protected in their designated locations.

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Product Previews

The latest in security technology

Lighting control accessories Leviton

Private Cloud NAS solution QNAP Systems

The TS-x31P NAS series includes the TS-131P, TS-231P, and TS-431P. Powered by an AnnapurnaLabs, an Amazon company Alpine AL-212 dual-core 1.7GHz processor, this series provides a secure private Cloud NAS solution tailored for home, SOHO and workgroup users. In addition to basic requirements such as file storage, sharing and backup, the TS-x31P series supports value-added Cloud-based note-taking app, centralized email account management, contacts management, and multimedia applications.

Decora Smart Apple HomeKit-enabled lighting control accessories work with iPhones or iPads, including in-wall dimmers and switches. Apple HomeKit technology provides a secure way to control HomeKit-enabled accessories using Siri voice control on an iPhone or iPad or Apple’s Home app. The app-based setup and control allows professionals and end-users to install a Leviton HomeKit-enabled accessory and begin controlling lighting and loads from Apple’s Home app or the free Decora Smart Home iOS app – no hubs or bridges required.

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Visitor management HID Global

The XVR Series DVR is available under the HDCVI 3.0 technology solutions family. HDCVI 3.0 enables aging analogue video surveillance systems, bringing HD quality video and IP functionality to long-distance transmissions over coax cable. With plugand-play installation, HDCVI 3.0 offers broad compatibility with many technologies, including intelligent functions comparable to those available in IP systems and higher resolutions, such as Ultra HD (UHD) or 4K.

The EasyLobby Solo visitor management system for smallto medium-sized organizations functionality is based on HID’s enterprise-class EasyLobby Secure SVM solution. EasyLobby Solo makes it possible for organizations to transition from a multi-stage guestbook process to a digital solution managed from a single workstation. The solution provides registration and checkin, and makes it possible to generate visitor reports.

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