Issuu

See Color in Low-Light in Full HD 1080p without IRs

Security Products and Technology News

See our ad on pg. 2

sptnews.ca Serving Installers, Dealers and Integrators Across Canada

V.19 I.6 AUGUST/SEPTEMBER 2015

SpecoSnipe_SPT_Sept.indd 1

2015-08-13

Exit interview with JF Champagne

After six years, CANASA’s executive director leaves for a new role in Ottawa p. 12

New options for RMR

The evolution of DIY doesn’t mean all is lost for dealers p. 16

Q&A with S2 Security’s founder and CEO

John Moss provides a peek into product development and end user feedback p. 26

p.22

SMALL DISTRIBUTORS

THINK BIG With personalized service, and niche products, small and medium-sized providers hold their own in the market PM# 40065710

Product Previews

The latest in security technology

p.23

PM40065710 Return Undeliverable Canadian Addresses To Circulation Department P.O. Box 530, Simcoe ON N3Y 4N5

See everything, miss nothing. Discover the benefits of 4K at sonybiz.ca

Sony_SPT_Aug.indd 1

2015-08-28 9:24 AM

TURN ON

Surveillance - Audio - Accessories

THE NIGHT WITH INTENSIFIER IP

SEE COLOR IN LOW-LIGHT IN FULL HD 1080p WITHOUT IRs

Intensifier IP

egister R to u A & d n fi to u A Cameras! True WDR

Provides crisp, detailed images in full HD resolution. With Intensifier IP® technology, customers do not have to worry about losing the visibility of images in various lighting conditions. » Supports Full HD resolution @ 30fps » Built-in standard PoE (IEEE 802.3af) » No problems caused by objects that reflect or absorb IR light sources » Presets for different scenarios: Indoor, Outdoor, Elevator, Lobby, Hallway & Low Light » Wide dynamic range (WDR) operation

Works seamlessly with our Free SecureGuard™ Plus Video Management Software & our NS NVRs.

O2iD4M

O2iMD1

» Supports H.264 and MJPEG codecs » 2-way audio communication » Sensor input and relay output » IP66 compliant (outdoor models)

O2iB3M

Scan to see our exclusive Intensifier IP® Technology in action!

Contents August/September 2015

www.sptnews.ca www.sptnews.ca Departments

Cover Story

4 Editor’s Letter

18 Competitive edge Cover photos: Sandra Strangemore

Small and mediumsized distributors like Smart Vision Direct, based in Markham, Ont., are carving out their piece of the market through specialization and a consultative approach

By Linda Johnson

6 Line Card • BlackBerry buys AtHoc • NICE divests physical security business • BICSI to retire security credential • New top Microtec exec aims to fill monitoring “vacuum” • Chubb Edwards acquires Calgary fire safety firm • New alarm response policy and fees in York Region • Sielox hires Canadian reps

26 Q&A John Moss, CEO, S2 Security

Features

Columns

16 Help out at home

14 Lessons Learned

New ideas and expertise help to ensure dealers can continue to rely on residential RMR

The thrill of the hunt

By Victor Harding

14 Integrator Perspective The pursuit of true integration

By JP Lapointe

By Richard McMullen

15 Camera Corner

In praise of HD analogue

By Colin Bodbyl

Intelligent LED bulbs

Video management system

visit us online

AMAG’s Symmetry CompleteView VMS 4.5 includes a suite of software tools called Dynamic Video Management.

www.sptnews.ca

Integrator Roundtable: The rising threat

Looking for the latest IP camera? What about a new managed access control system? Find these products and more at our online buyer’s guide www.securitypages.ca

SP&T News asks integrators to offer insight on how the security industry has changed and adapted due to terrorism threats both overseas and closer to home.

www.sptnews.ca/videos

@ www.twitter.com/SecurityEd

Integrator Roundtable: The role of IT In this the last of three videos from Integrator Roundtable, participants discuss how IT departments are affecting installs of security equipment.

@SecurityEd • November/December 2014 3 www.sptnews.ca/videos

EDITOR’S LETTER

By Neil Sutton

Buying big

Your Partner in Securing Canada

There’s plenty of room for large and small businesses in professional security

n a daily basis, consumers are faced with purchasing decisions: Do I buy from a big box or large online retailer and save myself a few bucks, or do I support a small business? Increasingly, those decisions are made for us as small proprietors are squeezed out by larger competitors, whether it’s coffee shops, book sellers or hardware stores. The options are shrinking and big box stores find themselves competing with each other or their online equivalents instead of the mom-and-pop shop around the corner. I’ll admit, I often buy books from a large retailer, sometimes online, taking advantage of their economies of scale to save a third off the cover price. But there’s always the pull of the independent book store, of which there are still quite a few in my neighbourhood. It’s there you’ll meet the book seller who’s read an author you’re interested in trying out or can make suggestions as to what else you might enjoy. Granted, an online seller can make those same recommendations based on analytics tools that pool vast quantities of other buyers’ past purchases, but it’s not quite the same as having a conversation with a knowledgeable person. Our cover story this issue is a twist on the traditional “mom and pop” versus the big box store. We interviewed a number of small to medium-sized security distributors to get their take on how they see themselves in the market and what they are doing to differentiate their businesses. All of them identified personalized service, familiarity with customers and a consultative approach. Much like the book vendor who’s read the entire Sherlock Holmes catalogue, they can make recommendations on which story (or product) you should start with based on your

needs and interests and which publisher (or manufacturer) will offer the best bang for the buck. I don’t think this has to diminish the appeal of the large distributors. They have a bigger catalogue, probably cheaper prices through volume discounts, and their own consultation services. But it’s important to have choice in the market. Large and small security distributors present, I would argue, equal value to the market. Likewise, a large integrator can handle national accounts and big installs; a smaller integrator is willing to take on smaller projects and is probably easier to reach after-hours. Sometimes I want to buy a paperback at a big box book seller and sometimes I want to track down a hard cover that’s been out of print for a decade from a local shop. I have both options at my disposal and it’s gratifying to know those kinds of options are available in the security business as well. On a different note, I would like to congratulate JF Champagne as he starts his new career. You can read his closing thoughts on the security industry on p.12 and by the time you read this, he will have already started his new job as president of the Automotive Industries Association of Canada in Ottawa. Champagne was hired as executive director of CANASA in 2009, a year or two after I started writing about the security industry for SP&T News. I’ve met with JF dozens of times since then at CANASA trade shows, meetings, golf tournaments and other industry events. He’s always had time for this magazine and conducted his duties with a smile on his face. We wish him luck and success in his new role.

“It’s important to have choice in the market.”

Security Products & Technology News is published 8 times in 2015 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. Feature articles and all other types of newsworthy submissions should be forwarded to the Editor for consideration via mail, e-mail or fax (all listed below). These should be written to reflect the interests of professionals serving the Canadian protection industry.

Group Publisher, Paul Grossinger pgrossinger@annexweb.com Publisher, Peter Young pyoung@annexweb.com Editor, Neil Sutton nsutton@annexweb.com Online Editor, Rob Colman rcolman@annexweb.com Art Director, Graham Jeffrey gjeffrey@annexweb.com Account Coordinator,Trish Ramsay tramsay@annexweb.com Director of Soul/COO, Sue Fredericks

EDITORIAL ADVISORY BOARD Carlo Di Leo, Double Vision Group Colin Doe, Veridin Systems Canada Anna Duplicki, Lanvac Travis Firth, Tyco Security Products Mike Jagger, Provident Security Carl Jorgensen, Titan Products Group Bob Moore, Axis Communications Tom Richards, Lionsafe Security Paul Swan, Tri-Ed Distribution Josh Weidman, Medeco

@SecurityEd

ARE YOU RECEIVING

Head Office: 222 Edward Street Aurora, Ont. L4G 1W6 Canada T: 905-727-0077 F: 905-727-0017 PUBLICATION MAIL AGREEMENT #40065710 RETURN UNDELIVERABLE CANADIAN ADDRESSES TO CIRCULATION DEPT. P.O. Box 530, Simcoe ON N3Y 4N5 e-mail – badelt@annexnewcom.ca Printed in Canada ISSN 1482-3217 CIRCULATION e-mail: badelt@annexnewcom.ca Tel: 416-442-5600 ext.3546 • Fax: 877-624-1940 Mail: P.O. Box 530, Simcoe ON N3Y 4N5 SUBSCRIPTION RATES: Canada: $40 + hst/yr, USA: $60/yr and International: $75.00/yr Published 8 times a year

e-news? Subscribe today!

www.sptnews.ca 4

SP&T News • www.sptnews.ca

Occasionally, SP&T News will mail information on behalf of industry-related groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above. ©2015 Annex Publishing & Printing Inc. This publication, or any part of it, may not be reproduced, stored or transmitted in any form whatsoever without the express written consent of the publisher.

Annex Publishing & Printing Inc. disclaims any warranty as to the accuracy, completeness or currency of the contents of this publication and disclaims all liability in respect of the results of any action taken or not taken in reliance upon information in this publication.

LINE CARD

Applications ..........................................................10 Appointments .......................................................10 Calendar.................................................................10 Security Stats.........................................................11 Market Watch........................................................11

BlackBerry buys mass notification firm

aterloo, Ont.-based BlackBerry announced that it has entered into a agreement to acquire AtHoc, a San Mateo, Calif., provider of crisis communications tools. Terms of the transaction were not disclosed. According to the company, AtHoc’s software platform allows for the real-time exchange of critical information during business continuity and life safety operations. The platform will be integrated with BlackBerry’s enterprise portfolio.

A prospective new application would include the integration of AtHoc software with BlackBerry’s BBM Meetings to enabling live video feeds or message transmissions. AtHoc’s platform can provide alerts on iOS, Android, PC and Mac desktops, digital displays, radios, IP phones, and endpoints such as sirens, fire

later added in a blog post on the BlackBerry webpanels and speakers. site: “For AtHoc, the question is: how can we get At press time, the company said it was not this technology into more organizaconducting interviews with media tions? Becoming part of BlackBerry about the acquisition. allows us to expand globally with John Chen, executive chairincreased access into the kind of man and CEO, said in a statesecurity-conscious, often regulated ment issued by the company, customer that needs our solution. “BlackBerry is making strategic And, increasingly, the endpoint of our investments in security, privacy platform is a smartphone — it’s how and the Internet of Things, and people communicate and collaborate acquiring AtHoc will enable us most frequently. It’s also becoming an to provide a holistic, end-to-end amazing tool for gathering real-time approach to communications. We information that can be shared for have a proud history of secursituational awareness. ing mission-critical communica“BlackBerry understands what it tions for the public sector as well takes to deliver and secure mobile as enterprises operating in the John Chen, BlackBerry data. Our combined expertise, I think, most highly regulated industries. is a pretty formidable combination.” AtHoc’s technology and expertise AtHoc counts among its customer base the will play a key role as BlackBerry works to connect Departments of Defense (DoD) and Homeland and secure a broad range of endpoints.” Security, as well as other global users. Guy Miasnik, President and CEO of AtHoc

NICE divests physical security business

srael-based NICE Systems announced in August that it has sold its physical security business for a consideration of up to US$100 million to technology investment firm Battery Ventures.

Battery Ventures has offices in California, Boston and Israel. The sale, according to NICE CEO Barak Eilam, will allow the company to focus on its enterprise software. “The physical security business unit has been a source of pride for NICE for many years with its history of constant innovation and market leadership,” says Eilam in a company statement. “We are pleased to reach this agreement with Battery Ventures, which will place great emphasis on this area of business, and will be a good home for our employees. I believe that this business will remain a valuable asset for both customers and partners.” This is the second major securi-

SP&T News • www.sptnews.ca

ty divestiture for NICE. In May, the company announced an agreement to sell its cyber and intelligence division to defence electronics firm Elbit Systems, also based in Israel, for a total consideration of up to US$157.9. “We continue to aggressively execute our long-term strategic plan,” says Eilam. “An element of that plan has been the divestiture of two businesses that did not fall within the parameters of our more synergetic, primary businesses. With this agreement, we have completed this stage of our plan, and we are now better able to focus on those areas that we believe will continue to drive profitable growth for our company.” NICE’s security portfolio includes Suspect Search, which was recognized by the Security Industry Association’s New Product Showcase earlier this year, receiving an award in the video analytics category. The product employs search engine technology which allows a user to narrow down searches to a specific set of criteria when reviewing surveillance data.

BICSI to retire security credential

ICSI announced that it is “sunsetting” its Electronic Safety & Security (ESS) credential at the end of this year, citing a lack of support from the marketplace.

“The marketplace has not supported the ESS program at high enough levels.” — Michael A. Collins, BICSI The decision was made at the most recent BICSI Board of Directors meeting; the board agreed to retire the ESS program based on the recommendation of the BICSI Special Credentialing Task Force. ESS was first introduced in 2009. “After several years of availability the marketplace has not sup-

ported the ESS program at high enough levels to justify continuing it and to commit to the significant updating investments that would be required,” said BICSI president Michael A. Collins in an open letter published on the BICSI website. “Instead greater resources can now be devoted to other growing, higher member demand initiatives.” Those who already hold the credential will be able to use it for “as long as they continue to fulfill the requirements according to a revised renewal policy,” continued Collins, adding that the revised policy will include reductions in processing fees and Continuing Education Credit (CEC) requirements. The security material contained in the current ESS will be rolled into existing BICSI programs as the organization assesses future certification plans. “This will also allow us to continue to remain focused on the information, training and credentials that help our members be in demand in the marketplace,” added Collins.

Take the first step toward total access control - Get fit with Kaba. The first step toward total access control is choosing a solution that performs as designed. At Kaba, we design access solutions that fit our customers’ specific needs for security, organizational efficiency and operational convenience. Keyscan Aurora access control management software offers unmatched feature-to-price ratio as well as, system scalability, flexibility and performance. Our single software solution has no service governors restricting its use. The software will drive access control systems from one door in a single location, to 10,000 doors in multiple locations – worldwide. What’s more, Aurora easily integrates with high-end third party systems, regardless of project size or scope.

See us at ASIS Booth #1109 for a complete evaluation of your access control fitness.

Keyscan Inc. A member of the Kaba Group

When performance counts-get fit with Kaba.

888.539.7226 www.keyscan.ca

LINE CARD

New top Microtec exec aims to fill monitoring “vacuum”

proper assessment and valuation of the people, then ario Bisanti is looking to wake the “sleepit’s a matter of building the right foundation for a ing giant” that is Microtec. new start.” Bisanti took over the role of district Microtec’s main business is providing monitorgeneral manager for the Stanley-owned, Queing for residential and small commerbec-based monitoring company in cial business customers in Quebec. The June, replacing Robert Branchaud. company operates two central stations Bisanti, whose experience includes in the province — one in Montreal and ADT, Reliance Protectron and Simone in Quebec City. Bisanti says those plex Grinnell, says there an opportufacilities can handle more customers, nity to capitalize on what he perceives and expansion across the country is a as a void in the market, following definite possibility, either through orADT’s acquisition of Protectron last ganic growth or acquisition. year. Microtec has also developed a new That acquisition “leaves the mardealer program similar to other offerket with a bit of a vacuum as far as a Mario Bisanti, Microtec ings on the market, but with a “bit more second big player is concerned. We flexibility and a bit more financial help,” certainly intend to fill that position,” he says. he says, indicating that Stanley has the Officially, the company is known as Microtec, resources to help Microtec grow its market share. a Stanley Solutions Company, but branding is also (Stanley acquired Microtec in 2011.) being scrutinized as part of Bisanti’s review process. Bisanti says he began a company review as soon “We want to [highlight] Stanley Security. I as he stepped into his current role. “The first few think we have all the advantages in the world. Stanmonths was basically to do a complete assessment ley Security in Canada has a very strong position of the people in place, the offerings that we have to and very good recognition. We would be fools not go to market, and our approach, marketing-wise,” to take advantage of that.” he says. “It’s also about having the right people in — Neil Sutton the right chairs. From that point on, once you do a

New alarm response policy and fees in York Region

ork Region Police, Ont., are rolling out a new alarm program effective Sept. 1. The program is a “cost-recovery charge-back model,” according to PC Andy Pattenden, corporate communications for York Region Police who responded to questions via email. Under the new program, alarm registration fees will no longer be collected. Instead, monitoring companies will be charged for a dispatched alarm call that is false ($190 plus HST) or cancelled before an officer arrives at the premise ($120 plus HST). Alarm monitoring firms will also be required to verify an alarm prior to dispatch. Ninety-nine per cent of all alarm calls are estimated to be false by York Region Police, who respond to more than 13,000 calls a year. PC Pattenden says the cost-recovery model is designed to save police 30 per cent in cost and time in the first year, allowing resources to be focused on other areas. “York Region Police will be analyzing the false alarm rate once the new program is implemented,” he said. — Neil Sutton

SP&T News • www.sptnews.ca

Chubb Edwards acquires Calgary fire safety firm

hubb Edwards announced in July that it has acquired Calgary-based fire safety provider Fahrenheit 451. The company’s operations have been integrated with those of Chubb Edwards in southern Alberta and the combined entity will operate as Chubb Edwards, according to the company. “The skills, knowledge and talent added through the Fahrenheit 451 team give Chubb Edwards a unique capability to deliver highly effective life safety solutions,” says Wayne Mills, regional vice-president, Chubb Edwards, in a statement. “It’s a great fit. Bringing these two talented organizations together enhances our ability to deliver innovative solutions to our customers.” “Our customers will experience heightened customer service as our organizations leverage each other’s strengths,” adds Randy Brown, former president of Fahrenheit 451. “Fahrenheit 451 joined a world class brand, committed to developing customer-focused, leading-edge solutions. That will reinforce our position as our clients’ preferred provider of life safety products and services.”

Sielox hires reps to grow Canadian market

ielox, a New Jersey firm mainly known for its access control solutions, is trying to establish a larger presence in Canada by hiring two manufacturer’s representative firms up here. Sielox already has a major presence in Calgary in the K-12 market and some marquee customers in Toronto, mostly large retailers, but CEO Karen Evans feels there is ample opportunity to expand the company’s reach. Earlier this year, Evans selected Toronto-based Connsec Products (Connected Security Products Inc.), run by Brian Hachey, to represent the company in Ontario, Quebec and the Maritimes. Karen Evans From Manitoba to British Columbia, Sielox will be represented by Andy Grewal of IAVI Canada. Both firms will carry Sielox’s Pinnacle software solution as well its Class (Crisis Lockdown Alert System) product. Evans says she was drawn to those companies since they have knowledge and expertise outside of traditional physical security systems. “When I first started looking at the Canadian market, I thought . . . How am I going to play up

there and have something that’s really different? I took a slightly different approach,” she says. “I decided to think a little bit outside the box and looked at rep firms that may dabble in the security space but played heavily in the sound and paging business.” For Evans, Canada is practically a green field opportunity. The largest potential, she says, is with customers with 10-20 doors or less. “Our push is really going to be small to mid-range and ultimately grow to the big systems,” she says. But what’s piqued the interest of the new Sielox reps is the Class system. “That’s why we wanted to partner up with Sielox,” says Hachey, owner of Connsec. “We knew they had a card access system, but this Class system was icing on the cake. It’s not something we’re seeing a lot of other manufacturers offer, but there’s definitely demand for that type of product in the marketplace.” Grewal agrees. While it isn’t well known in Canada, there’s “definite interest from dealers who have been introduced to the product.” — Neil Sutton

VIDEO DOORBELLS

Variety of Products. Unlimited Solutions.

Upgrade the Doorbell. Install Aiphone.

For over 60 years, Aiphone has solidified its position as one of the most esteemed providers of communication and intercom systems around the world. In addition to being known for their innovative and quality products, Aiphone provides some of the best customer support in the industry. With representatives across North America, online QuikSpec assistance, and Technical Sales Support, Aiphone can answer any question from “What is the best system for my application?” to “Did I wire my system correctly?”

Aiphone Solutions include: • Visitor identification to protect entrances • Communication between inside stations • Automatically record visitor images • Optional keypads for keyless entry • Single family homes and multi-tenant solutions

Stop by the booth and check out Aiphone’s latest products! Toronto Congress Centre

October 21-22, 2015 | Toronto, ON

Booth #437

www.aiphone.com

LINE CARD Applications

Calendar New access control at Oregon State

Charlotte Knights connect with security precautions Home to the Triple-A minor-league baseball team Charlotte Knights, BB&T Ballpark in Charlotte, N.C., opened last year. The facility installed 50 network cameras from Axis Communications inside and outside the stadium. Various doors within the facility have also been equipped with HID Global iClass readers and controllers, to secure access to ballpark personnel-only areas. All of these devices are viewed and managed within Security Center, through the Genetec Omnicast video surveillance system and Synergis access control system. Bosch intrusion detection panels have also been unified within Security Center, providing BB&T Ballpark administrators with a global view of its security environment. Intrusion panel alarms and accessdenied events are all synced with video from nearby cameras, so officers can see what’s happening and respond.

Florida schools upgrade camera systems

The Sarasota County School District on the Gulf Coast of Florida operates a total of 52 schools, educates 42,000 students and employs 5,000 teachers. Partner United Security Alliance, certified by Geutebruck, was commissioned to secure four high schools and two middle schools at various locations. All schools are interconnected and are controlled by a centralized control centre. The monitors, with views from multiple cameras at all the schools, are up and running in real time, 24/7. This ensures preventive monitoring as well as quick assessment, response and, in the best case, the immediate clarification of incidents and crimes. At the same time, school administrators and School Resource Officers on site can check recordings locally and directly follow up on incidents. To provide these services, multiple reporter, GeViScope and GeViStore video management systems were put into use with the existing analogue and IP cameras.

September 24, 2015 Golden Horseshoe Regional Council Annual Golf Tournament Burlington, Ont. www.canasa.org September 24-26, 2015 Professional Locksmiths’ Assoc. of Alta. Convention Calgary, Alta. www.plaa.org

Oregon State University is using Vanderbilt’s Security Management System (SMS) to provide access control for its 100,000-square-foot Austin Hall. The facility houses 21 project rooms, 10 classrooms, 10 faculty conference rooms, and an assortment of other spaces. Opened in 2014, the school needed a way to integrate building access control into a single data management solution that enabled school officials to streamline ingress and egress, and allowed students to reserve one of the project rooms by using their existing credentials. The solution needed to work with existing HID Global identification cards used by students across campus, as well as a user repository. The Vanderbilt SMS solution supports the existing HID credentials and integrates to the university’s housing allocation solution.

September 28 – October 1, 2015 ASIS International Seminar and Exhibits Anaheim, Calif. www.asisonline.org September 28-29, 2015 Connected + Toronto, Ont. www.connectedplusshow.com September 29, 2015 ADI Expo Vancouver, B.C. www.adiglobal.ca October 6, 2015 Anixter Showcase Calgary, Alta. www.anixter.ca October 9-14, 2015 CSAA Annual International Meeting Sonoma, Calif. www.csaaintl.org October 14-17, 2015 CEDIA Expo Dallas, Tex. expo.cedia.net October 21-22, 2015 Security Canada Central Toronto, Ont. www.securitycanadacentral.com

Appointments

October 28-29, 2015 Securing New Ground New York, N.Y. www.securingnewground.com

Tom Shankle

•

Jeremy Weese

Video Mount Products has named Tom Shankle sales manager. Shankle will work closely with sales representatives and distributors, according to the company. Jeremy Weese has been named vice-president of engineering at Senstar. Weese began his career at Senstar in 1999. Since then, he has led major research and development initiatives including the integration, streamlining and standardization of multiple product lines from various acquisitions.

10 SP&T News • www.sptnews.ca

James Lewandowski

•

Kevin Cox

James Lewandowski has joined FireMon as president and chief operating officer. Lewandowski most recently held the role of CEO at FireHost, a Dallas-based company in the secure Cloudenabled managed hosting market. Access Direct Sales announces that Kevin Cox has rejoined the company as director, Central Region (GTA and Southern Ontario). Cox was with Access Direct from 1996 to 2007. His experience includes regional sales manager at Lenel and most recently director of sales - Canada

Stephanie Ratza

•

David Cook

with Salient Systems. Resolver announced that Stephanie Ratza, CPA, CA has joined the company as chief financial officer. Ratza most recently served as the CFO of The Descartes Systems Group. Ratza’s experience also includes roles at IPICO, MKS and Open Text. Code Blue has promoted David Cook to chief executive officer. For the past three years, Cook has served as Code Blue’s chief operating officer, managing the day-to-day activities of the organization.

October 30, 2015 Anixter Showcase Montreal, Que. www.anixter.ca November 5, 2015 BICSI Canadian Region Meeting Mississauga, Ont. www.bicsi.org November 18-19, 2015 ISC East New York, N.Y. www.isceast.com November 19, 2015 ADI Expo Montreal, Que. www.adiglobal.ca December 9, 2015 Focus On Health Care Security Toronto, Ont. www.focusonseries.ca

LINE CARD SECURITY STATS Shipments of onboard fingerprint readers in mobile devices are forecast to surpass 1 billion units annually by 2021 representing 34 per cent of all smartphone and tablet shipments worldwide in that year. Source: Tractica

A May 2015 report suggests that consumer interest in connected home devices such as thermostats, lightbulbs, locks, sensors and cameras fell to a level 15 per cent below where it was 12 months prior. Source: Argus Insights

What represents the best use of your time for training/education opportunities? Information from trade shows

12.5%

On the job learning through partner or customer interactions

10.7% Online or e-learning options

16.1%

Vendor or distributor classroom sessions

60.7% Source: Poll conducted on www.sptnews.ca in June/July 2015

reliance_SPT_June.indd 1

market watch Company (ticker) Price (Aug. 10) 52-week low 52-week high ADT (ADT) 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)

$34.12 $11.55 $17.54 $63.38 $64.91 $0.33 $16.06 $8.46 $28.59 $35.71 $31.99 $16.77 $107.30 $47.32 $0.38 $6.08 $37.52 $105.99 $38.53 $117.00 $57.85 $1.28 $0.02

$30.45 $9.87 $14.71 $43.81 $59.09 $0.23 $13.15 $8.16 $22.49 $30.63 $28.32 $13.17 $82.89 $38.60 $0.32 $3.98 $31.32 $79.03 $35.92 $97.30 $47.87 $1.22 $0.01

$42.88 $12.25 $19.15 $66.05 $91.82 $0.44 $25.62 $14.23 $30.31 $38.97 $34.46 $19.06 $107.41 $54.52 $0.49 $6.16 $42.52 $111.18 $45.24 $124.45 $66.45 $6.14 $0.10

@SecurityEd â€˘ August/September 11 2015-06-222015 9:46 AM

LINE CARD

The Exit Interview: JF Champagne By Neil Sutton

F Champagne surprised many in the security business when he stepped down as executive director of the Canadian Security Association, including himself.

JF Champagne launched CANASA’s Canadian Accredited Security Contractor program in 2012 at a breakfast event held during the Security Canada Central Expo in Toronto.

After a long career in security, Champagne says he had allowed himself the option to explore other opportunities, but the right one came along sooner than he expected. He recently accepted a presidential position at the Automotive Industries Association of Canada, a national trade association representing the Canadian automotive aftermarket industry, based in Ottawa. His first official day there was Sept. 1. “I had made a commitment to CANASA that I would stay for no more than 10 years,” he says. “It’s been six years. It’s been a pleasure to be in that role.” When news of Champagne’s departure was announced in June, CANASA president Richard McMullen was quick to offer his support. “He’s done a tremendous job for CANASA over his tenure,” he says. “Everyone is wishing him future success.” Champagne was first appointed executive director in 2009. Prior to that he held other roles within the organization, starting with director of education in 2003. Since his executive directorship started, the organization has undergone numerous changes, notably in recent years the introduced of standardized contracts for CANASA members, an online repository of alarm bylaws and the controversial CASC (Canadian Accredited Security Contractor) program. SP&T News spoke with Champagne prior to his exit from the organization, asking him to reflect

12 SP&T News • www.sptnews.ca

on his time there and what he’ll miss most about the security business. SP&T News: How has CANASA changed since 2009? JF Champagne: When I joined CANASA, the organization needed a bit on an overhaul. We hadn’t looked at our infrastructure for a while — how we engage our members, websites… There was a lot of behind the scenes work that took place in the early portion of that time. There were a lot of pieces that we needed to update in order to be relevant and basically bring the organization into the 21st century. SP&T: Have you seen a greater variety of companies or members join CANASA in recent years? JFC: CANASA continues to tailor to its core audience, which is now beyond the alarm installers. Systems integrators are also a core group we represent. Some would argue we did not tailor as much to the systems integrators 10 years ago. But we’re now seeing a bigger presence of those systems integrators in CANASA today. But to answer your question fairly, we definitely attract a much bigger group of systems integrators than we did 10 years ago compared to the traditional alarm installers. SP&T: Is this diversification a result of changes going on in the broader security industry? JFC: At one point years ago, people said, “I think we’re done with the consolidation of this industry.” In fact, we’re continuing to see consolidation, but by newcomers. What we’re seeing in those newcomers is a new generation, a different approach to the market and a continued diversification of the type of work our members do. We’ve seen companies sold, we’ve seen mergers and acquisitions. The consolidation is from within, but also with new, in-coming players. They come from different areas — networking, structured cabling… Existing players like traditional alarm companies are trying to diversify and use their sales forces to sell home automation, commercial security systems, to diversify their offerings. I believe down the road we’re going to

Above: Champagne with CANASA staff at his final Security Canada Central conference as executive director in 2014. Left: Champagne presents an Outstanding Contributor award to CANASA president Richard McMullen at the 2015 AGM in Ottawa.

see more and more mid-sized companies offering a wider range of services than what we’ve seen in the past. The new companies are a lot more agile in adapting their offering as the market shifts. SP&T: What do you feel are the association’s biggest accomplishments during your tenure? JFC: The introduction of the standardized contracts was a big hit with our members. The bylaw repository that we launched was a big hit as well. Also the extension of our trade show program. Adding two cities (Ottawa and Calgary/Edmonton, which alternate for Security Canada Alberta) — we truly now have a national perspective for our show. The revamp of the ATC1 is something that we worked on for a long time. We were happy to introduce something that was fresh, new and available online. SP&T: What words of advice would you offer your successor? JFC: The person who is going to [take over] after me is either going to be someone from the security industry or someone from the association management world. The piece of advice I would offer would be quite different depending on where the person comes from. If the person comes from association management,

my advice would be focused around understanding the industry itself and how it’s evolving — the dynamic that we’ve got between traditional companies focused on alarm installation and recurring revenue versus the systems integrators who are focused more on higher technology. It’s essentially about serving different needs. If it’s someone from the industry, then my piece of advice would be more around the whole governance of our organization. Our role essentially is to build consensus among a wide group of people that span the whole country. The structure within CANASA is 10 regional councils, a national board, and a wide number of committees. That’s something someone from the industry would need to get a good grasp on in order to be successful. SP&T: What are your thoughts as you make a major career change? JFC: I’m looking forward to a new challenge. I really thought this change would come in a few years, but I was offered an opportunity I could not turn down and matched my skillset and what I wanted to do as an individual. For anybody asking, the reasons for my departure are really motivated by own career path. I have mixed feelings leaving. I feel like I’ve achieved a lot of things for CANASA. It’s six years as executive director, but it’s really 22 years working in the security industry. I’m leaving a large group of people that I really consider, in many cases, to be friends. That’s really the toughest part for me.

Cross country tour A

t press time, the Canadian Security Association had made four of its six scheduled stops for Security Canada Expos across Canada. The year kicked off with Security Canada East in Quebec in April, Security Canada Alberta in Edmonton in May, followed by Security Canada Ottawa and Security Canada West in Vancouver, both in June. We hope to see you in Halifax and Toronto for expos five and six.

Security Canada West

Security Canada Ottawa

Security Canada Alberta

Security Canada East

@SecurityEd â€˘ August/September 2015 13

LESSONS LEARNED

By Victor Harding

The thrill of the hunt Effective salespeople are relentless in the pursuit of new business

did not know that I was more of a “hunter” than a “farmer” until someone told me so. In fact, it actually took several years of sales work before it became clear to me that one of my strengths was searching out new business. (I had had my weaknesses spelled out to me in Technicolor many times over my years in business.)

“Hunters are fanatical at building their own contact list.” My wise father once told me that it is important in life to figure out what you are good at. We all spend too much time dwelling on what we are not so good at and not enough time isolating those things that we are good at. I think he was right. If you are connected to the sales function in your company in any way — and let’s face it, most owners of security companies do some selling — then developing some hunter skills is important. I define the

hunter as the kind of person who simply thrives on finding and bringing in new business. For a hunter, the thrill is finding a new prospect and winning them over to your product or service. Then they are onto the next challenge. So what are the traits or habits of a good hunter? • Good hunters are always talking to new prospects. That is what they like to do and they find it almost thrilling. The way they view the sales job, if you are not turning over three to four new prospects every day and adding them to your contact list, you are simply not doing your job. • Good hunters search out new prospect lists from any where they can get them. For hunters, list of names are gold. In addition, I think hunters are fanatical at building their own contact list. • Good hunters move quickly when an opportunity arises. Let’s say an existing dealer wants to switch dealer programs. A good hunter is all over it immediately. For example, I remember getting a new authorized dealer fully signed up at a company I used to I work for before the competition

INTEGRATOR PERSPECTIVE

had bothered to make the first call to that dealer. • Good hunters are always networking, but in almost every case they are spending most of their time getting the new name and contact and not spending as much time on people that they already know. • Good hunters are persistent. Swinging someone over to your product or service almost always take time and persistence. Good customers don’t usually come quickly. Bad customers come and go quickly and easily. Don’t get me wrong; well run companies need both hunters and farmers. Farmers are the employees that maintain and then develop the key customer relationships once the company has the customer. But before the farmer can go to work, the hunter has to do his job and go and find the customer in the first place. Finding a good hunter is, in my opinion, a key ingredient to success for any company. Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

By Richard McMullen

The pursuit of true integration Security projects can be puzzles, but you can see the whole picture if you have all the pieces

oday’s consumers want cost-effective, non-proprietary and efficient solutions. They also want the benefits of an integrated system. Some of the most beneficial applications include having a single software application to search, maintain and produce reports. Detailed audit and transaction reports offer efficient investigative tools, simple audit reporting, and seamlessly connected alarm, access and video evidence along a single timeline. This integrated timeline accurately pieces together details of an event in a single package. Today, integration of alarm, video and access control has become more popular as technology blends what were once separate disciplines. Integrated telephone entry systems that connect access control systems to manage tenant and guest access in apartments, condominiums and commercial buildings help facilitate a single software to manage users. Building operators benefit from having one software application to learn, manage and maintain. A new tenant can simply be enrolled in

14 SP&T News • www.sptnews.ca

one software application. Removing a tenant can be done at one point as well. This reduces the chance for neglecting to remove them from the directory and allowing unauthorized access. Virtual alarm keypads, managing alarm inputs and having active maps are efficient management options once reserved for large campus security applications. Many integrators now offer complete solutions that include full service alarm, video surveillance and access control applications within a single suite of software. Integrating video surveillance applications can also benefit the end user. Video is no longer simple situational awareness or after the fact evidence. Open source technology platforms offer a series of advantages. Video analytics and integration can provide real-time awareness and reporting of critical events and situations. More importantly, these features offer benefits to extend the return on your security investment. Having access to real time information and reporting features increase security and effectiveness.

We are fortunate to have so many integration options from leading manufacturers. Connecting video, intercom, alarm, access control and a host of other applications has never been easier. Taking advantage of these technology offerings requires continual education and learning. Maintaining the skillsets required to offer, sell and service these systems is vital to our success. But, as we all know, not all systems can work together in a seamless environment. This allows all of the security stakeholders to collaborate on the best solution. Defining the desired outcomes in a clear scope of work can only benefit all involved. Knowing what you want to achieve by an integrated security solution will improve your security system and provide security benefits for years to come. Seek out the advice and counsel of a security professional to help choose the right solution for your application. Richard McMullen is partner, security solutions, FCi (www.fci. ca), and national president of CANASA (www.canasa.org).

CAMERA CORNER

By Colin Bodbyl

In praise of HD analogue The technology is cost effective and easy to use, but be aware of its limitations

D analogue is rapidly growing in popularity. The technology is cheap and the image quality in excellent. Most HD analogue cameras cost less than $100 and produce similar or even superior image quality to their IP camera equivalents. HD analogue is truly revolutionary for a certain segment of surveillance applications. That being said, HD analogue is by no means a perfect fit for every project. HD analogue is a technology that transmits HD video over coax (or UTP). There are several different variations but the most popular are HD-CVI, HD-TVI, and AHD. The different variations of HD analogue are not compatible with one another, which means if you decide on HD-CVI for your system you will never be able to add HD-TVI or AHD cameras to the same system. Even with the compatibility issues, HD analogue is still one of the easiest technologies anyone can install with the cabling and installation process being much the same as with traditional analogue cameras.

“HD analogue is gaining market share ... but is not perfect.” HD analogue is an excellent solution for small and medium sized applications. HD analogue now supports resolutions up to 4K, which is well beyond what most surveillance systems need. Like IP camera systems, most HD analogue systems have smart phone apps and client software that allow users to view their cameras from remote locations. Retail stores and businesses looking to use video surveillance as a reactive tool for collecting evidence and nothing more would find HD analogue a good solution. The same applies for residential applications where end users simply want to record activity around their property. As users look to utilize more advanced features or integrate their security systems HD analogue becomes a lot less attractive. Even on small applications, HD analogue is limited in its features. No major VMS manufacturer supports HD analogue cameras,

which drastically reduces the long-term value of HD analogue systems. Enterprise and even mid-market VMSes allow for the integration of hundreds of other technologies including access control systems, alarm systems, and video analytics. Unfortunately for now, HD analogue systems cannot integrate with the vast majority of third-party products. HD analogue is certainly finding its place in the market. With resolutions up to 4K and prices as low as one tenth that of their IP counterparts, HD analogue is quickly gaining market share. But HD analogue is not perfect for every application. When choosing between HD analogue and IP systems, end users need to consider their long term needs. If the end-user plans on never using their camera system for anything other than live viewing and recording incidents, then HD analogue can be a great choice. However, for users who want the latest features and enjoy constantly expanding and upgrading their systems, IP camera are a much better option. Colin Bodbyl is the principal of Zeecure (www.zeecure.com).

they’re all customers

6 Continents. 33 Countries. Chances are pretty good that you’ve been in a facility securing their video surveillance data on the BCDVideo Recording Platform. Security integrators all over the world are using BCDVideo for the peace of mind our products deliver. We have the highest system throughput (certified by the industry’s two largest software companies,) quick shipping turnaround times, more cameras per server, SMARTcontrol Management Software, guaranteed performance, and a 5-year global next business day onsite warranty. To learn how to get your own peace of mind, simply visit our website at www.bcdvideo.com

Follow our journey around the globe

@SecurityEd • August/September 2015 15 BCDVideo_SPT_Aug.indd 1

2015-08-21 11:47 AM

Reconnecting with RMR

DIY solutions are creating new opportunities for traditional dealers to reinvent themselves

By Jean-Pierre Lapointe

t doesn’t take long. Usually, it’s only a few minutes upon walking into a consumer electronics store today before a security dealer or central station owner starts feeling a wave of worry, nervousness or even annoyance. The number of options for self-installed home security systems is ever expanding; what once was maybe one or two different products resting on a single shelf has steadily grown into its own section. And while the offerings are geared toward homeowners, who’s to say they don’t spark ideas for ambitious small business owners to think about alternative ways to protect their shops down the street (maybe one of

16 SP&T News • www.sptnews.ca

those convenient security packages bundled with a phone or Internet plan?). There’s no denying options abound today when it comes to security systems, and more of these new options potentially threaten the traditional recurring monthly revenue (RMR) model that put many a security installation professional and central station

“The goal is to give customers options that allow them to tailor their own experience.”

operator in business. Quite simply, the RMR play is not what it used to be. Believe it or not, that’s a good thing. If nothing else, these new sources of competition present new opportunities for traditional security players — the ones who have the true expertise when it comes to protecting people and property — to market themselves differently and evolve as businesses. The situation is forcing security professionals to remember that while the conversations happening right now centre on terms like “connected home” or “connected building,” it’s really all about connecting people. Enabling the customer (residential or commercial) to feel connected to their systems is the way to ensure there’s still a strong play for RMR and that

dealers and central stations still have a chance to compete and make good money. But it’s all about how they approach things with their customers, and how they adapt. This means realizing that while keeping customers connected to their security and automation systems has become a need versus a want, there’s a lot more that goes into creating that feeling of connection than simply offering remote access and Internet connectivity (which is something that just about everyone does nowadays anyway). Whether it’s connected homes or buildings, the approach needs to be the same — providing a rich user experience while creating more efficiencies for end users. Ultimately, the goal is to give customers options that allow them to tailor their own experiences — not for manufacturers to dictate those experiences for them. This approach is key to creating the customized solution that will lead to a happy customer while generating more RMR.

Smarter sensors Advancements in sensing technology not only allow a system to become more robust — they also allow dealers to better serve their customers. For example, if a dealer can remotely program controllers and sensors, it creates an added efficiency and less-intrusive situation for their customers. It also allows them to remotely view system diagnostics and troubleshoot issues faster. This eliminates the need for costly and time-intensive manual configuration and also could help reduce truck rolls. The goal for security providers should be to provide end users with an experience that fits in with their lifestyle and offers them flexibility — not for vendors to dictate how security is experienced within the home. RMR should follow from this type of approach.

There’s a difference between “user friendly” and “user experience.” The former is still essential, but the latter means something more, and there’s a greater importance on it today than ever before. While “user-friendly” implies the level of ease which a home or business owner can actually operate the technology, the user experience is critical to achieving the level of connectedness end customers so desperately want from gadgets today. Creating a rich user experience that satisfies modern-day customers (both in residential and commercial settings) includes providing a feeling of being more in control. Here are some examples.

really tops video verification for helping customers feel in control of their systems and properties. This is precisely why things like front-facing cameras on control panels are becoming more popular. It’s one thing to receive an email notification when a child returns home from school and disarms the security system. It’s quite another to use a front-facing control panel camera to see with your own eyes that it was in fact your child (or in a store environment, your employee) who disarmed the system. Video alarm verification also represents an area where central stations in particular can add an extra feeling of connectedness to drive RMR growth. If an intrusion alarm is activated, for instance, the ability for a central station operator to use a Cloud service to access an IP camera within the home or business provides that extra layer of protection and the ever-elusive “peace of mind.”

Voice commands

One Cloud to rule them all

Voice commands represent the next wave of connected-home advancements. While this may seem like a simple feature, it actually goes a long way toward creating the “connected feeling.” For example, saying “Wake Up” could be the single command for disarming the security system, turning on the downstairs lights and turning up the thermostat. “Leaving Home” could likewise be the command to turn all the lights off, lock all doors, arm the security system and set back the thermostat. Saying “Bedtime” could trigger turning off the lights, locking the doors and windows, arming the security system and setting back the thermostat. The homeowners can customize the presets to suit their unique safety, comfort and convenience. With voice commands, though, it’s also about what the end user customer doesn’t have to do; no more complex keypad sequences, or needing to walk around the house turning off lights and checking locks. This is the type of small detail that can help the customer feel more in control: the house’s functionality is revolving around the person, versus the other way around.

The Cloud is the new reality for customer experience. People don’t want to rely on an appliance; there has to be a backup and customers want and need to be able to access it anytime, anywhere. The data needs to be updated in real time as well. In the commercial environment, the ability to access video surveillance from Cloud-based services has drawn interest in recent years because it keeps business owners and building managers feeling more connected to their facilities. Along the same lines, integrating video and access control technologies via the Cloud creates an even more comprehensive type of surveillance over mobile apps. Aside from the functionality, though, this Cloudbased approach eliminates costly integration work — and having to spend less money certainly doesn’t hurt when trying to create the feeling for a customer of being more “in control.”

Providing a richer user experience

Getting a visual When it comes to the often-talked about “peace of mind,” seeing is believing. In other words, nothing

Creating more efficiencies The benefits of a modern automated security system aren’t limited to the end users. On the contrary, creating business efficiencies for security installation professionals and central station owners/operators is just as important to growing business.

More on the Cloud The ability to push software updates without having to roll a truck is both a benefit to the end user and the security professional (although it’s probably more appreciated by the dealer). For the security pro (and as mentioned already), the Cloud can reduce overhead costs and help the operation become more nimble as a business; this ultimately enables dealers and central stations to better serve their customers (and hopefully generate more RMR). The other important efficiency benefit enabled by the Cloud is business scalability. A Cloud-based system, for instance, is highly scalable and capable of seamlessly supporting virtually any number of customers and sites. Combined with the fact that a software-as-a-service delivery model means no more on-site software integration, and the initial install can be faster and easier for this greater number of customers. Finally, capabilities like single-sign on enables dealers to manage their entire customer bases from any computer or tablet.

The dashboard era Fully configurable dashboards allow dealers and end users to choose to display the information that matters most. This information can include everything from trends in forced-door incidents and device issues, to system-health reports at a glance. Alarm events also can be ranked normal to critical, helping technicians quickly prioritize and respond proactively. Being able to select and display information like this can mean the difference between being flooded with data and being presented with information that allows either a dealer or end user to make an informed decision. There is no doubt that the traditional RMR model so many security businesses were built upon is evolving, and businesses today can successfully evolve with them. By putting themselves at the centre of the customer experience, dealers and central stations have the ability to provide even more value and grow as businesses. And regardless of how the technology evolves, a dealer’s specialized knowledge of the security industry should always serve as an advantage. Jean-Pierre Lapointe is the general manager of Honeywell Security Group - Canada (www.security.honeywell.com).

@SecurityEd • August/September 2015 17

Competitive By Linda Johnson

Photo: Sandra Strangemore

Edge

Niche and specialty distributors survive (and thrive) in the Canadian security market by offering their own brand of personal service

Photos: Sandra Strangemore

Left: Gabriel Wu, general manager of Markham, Ont.-based Smart Vision Direct believes in the power of sales support and after-sale service. Above: The Smart Vision Direct team

s the acquisition of Tri-Ed Distribution by Anixter last year demonstrated, the shape of security distribution is changing. For small to medium-sized distributors, the trend to consolidation and other competitive challenges, such as the rise of direct buy, clearly presents a more challenging market. Yet, they remain confident that, by playing a different role than the major distributors and offering enhanced service, they will retain the competitive edge. Tibor Legath, president of NodAccess Solutions in Lemoyne, Que., says his company has succeeded by carving its own place out in the market. “We focus on access control and, within that space, identification solutions. That’s our specialty niche. And we’re very specialized in the products we distribute, which are limited to a handful of different manufacturers, our main manufacturer being HID,” he says. In contrast, the large distributors may carry 200-plus different manufacturers with their whole product lines. “They’re jacks of all trades and masters of none,” offers Legath. “We have the opposite philosophy. We want to be jack of one trade — and master of that trade, as well.” Their approach is different, too, he adds. Instead of selling packaged products, NodAccess guides customers, whereas larger distributors may be limited in the amount of information they give customers. “Our offering is more of a solution-selling than it is a box-selling. We consult with customers. And many times the solutions we offer circumvent massive investment for replacement of complete access control systems — versus just replacing cards and readers to homogenize multi-facilities,” he says. The area where NodAccess may face the stiffest competition with the large distributors is in pricing, Legath says. The bigger companies can often sell at lower prices. “We compete on a price level because they move large volumes of product and, with their relationship with the manufacturers, they have a better volume discount than we do,” he says. Corbin Shaw, Ontario regional manager at Ottawa-based BG Distribution, says they have never concerned themselves with what their competitors do. They have hired the right people in the right areas, whether it’s support staff, outside sales, management or marketing. “We put a good team together. We do our own thing and quite honestly, we very rarely hear or even have to discuss anything that any of our competitors are doing. We go about our business, and we’ve got a great business. It’s been grow-

“The more chance there is that the client gets the proper information, the more money they will save.” —Gabriel Wu, Smart Vision Direct

Small and niche distributors say consultative selling is one of the strengths they bring to the table.

ing at a pretty rapid pace over the last five to six years, so we’ve never concerned ourselves with it.” Big distributors like Anixter and Graybar, he says, are not their principal competitors because those companies operate more in electronic security, where BG Distribution is more in mechanical security. Moreover, they also have completely different clientele bases. “We co-exist together in a sense but for the most part, we’re not really competing with each other. There’s some crossover, in the sense that they sell certain things that we sell and we sell certain things that they sell. Maybe 10 per cent of our products are in competition with each other,” he says. “But we have a good relationship.” In the security market today, and especially in distribution, says Gabriel Wu, general manager at Markham, Ont.-based Smart Vision Direct, companies must be aware of the need to save customers’ money. For them, that means they are very careful about product selection. “That’s how to save money for the clients because in this industry there are a lot of logistics involved, such as servicing and product selection and delivery,” he says. But the most important thing, he adds, is to ensure a high quality of sales consultation. “The more chance there is that the client gets the proper information, the more money they will save. So they will feel it is a better experience purchasing from the distributor.” To the extent that they sell similar products, Wu says, they do see larger distributors as competitors. But he thinks customers are not just looking for product selection and price. Many clients are more service-shoppers than price-shoppers, and they stick with the service they like. Legath says the main thing they bring to the market is expertise. Access control may seem simple, but many factors beyond basic components must be considered: What card the customer needs; what level of security is required for each individual; what danger exists of having the access system circumvented? “I think we have a strong knowledge in our industry, where a lot of people are

@SecurityEd • August/September 2015 19

20 SP&T News â€¢ www.sptnews.ca

“We want to be jack of one trade — and master of that trade, as well.” —Tibor Legath, NodAccess Solutions not familiar with many aspects of access control and all of the intricacies around it,” he says. That expertise is needed more now, he says, because the clientele no longer consists only of security dealers. Today, many larger corporations require their own IT departments to handle the installation of security products. “The customers are changing,” he says. “They are looking for assistance with the physical components of an installation, which is the aspect they do not master. They master more the software and the IT aspects of the installation. When it comes to the physical aspects of it, they’re looking for external help.” Providing a portfolio of services is another benefit of a smaller company, Legath says. His company, for example, will rent printers to customers with shortterm projects. And when a printer needs repair, they will go on site to service it or do the repair in-house, and provide loaner printers for the interim. “We go above and beyond. We can elaborate our offerings versus a big box distributor. They’ll just look for products and turn around volumes of product without offering the complementary services around it,” he says. Shaw agrees the core advantage smaller distributors provide the market is service. BG Distribution hires people from all areas of the security industry, including former locksmiths, to work in their sales teams and at customer service desks. “So the person who picks up the phone is the person who can answer the question. And if we need someone to go to site and help somebody out, we can do that as well because we have the skill set on the road to do that,” he says. “We think we offer a complete package, where you’re getting great service at competitive pricing.” Wu also points to service as the key advantage of smaller distributors. Smart Vision, he says, provides fast product delivery and after-sell services, including special remote and on-site support. They offer specialty products and can source products from international suppliers. “We can source out the special products they need for a project, and ones that may not be easily found in the market. We have our own sourcing team in the different markets, and we can source out directly 1 from a manufacturer in Asia or Europe. We give them a call for parts, and theyAartech_SPT_Aug.indd are able to get the product delivered in a good manner,” he says. Wu says larger distributors have the advantage of multiple locations and of more staff in the different sites. Yet, he claims, Smart Vision has better delivery times. Because they have all the products in a few warehouses, it is sometimes easier to deliver the product and meet customers’ expectations. “And also, with all the people in a central location, rather than having them in different areas, it’s easier to exchange ideas and information.” The advent of do-it-yourself security products, the distributors agree, has had minimal effect on their businesses. As with the major distributors, Legath says, the goal of DIY is volume sales, and the main effect is to drive prices down. Still, many customers appreciate a high level of service. “They would prefer to do business with someone who is perhaps a couple points more expensive but offers more of a value-added service.” Wu thinks DIY has been mostly beneficial for distributors. While these products may push down some prices, they create good marketing and that will help distributors when DIY customers look for advanced security solutions. “The consumers can buy a package DIY with the same cameras, same type of Total Surveillance Coverage – Achieve 360° Views DVRs and same cables. When they’re looking for something more commercial, VIVOTEK is firmly committed to the development of outstanding fisheye network cameras, more customized and even more professional, then they will know these things providing 180° panoramic views by wall mount or 360° surrounding views by ceiling and floor mount, featuring a wide range of megapixel fisheyes, camera dimensions and value-added exist and they will look for the right people to buy them from. So the market gets functions to satisfy the needs of a diverse range of applications. VIVOTEK fisheye cameras allow the user to truly achieve unobstructed monitoring of wide open areas such as airports, shopping malls, retail stores, stations, modes of transportation and offices. more active.” The sale of DIY products at big-box stores, Shaw says, has affected BG Distribution on the residential side of things but not on the commercial. “It makes it tougher for the locksmiths that we sell to, to be able to compete against those box stores. But most of our focus is on the commercial side of things; we let the residential go a bit.” The recent history of BG Distribution, in fact, shows the market is one that allows for growth of smaller distribution companies. In the past five years, Shaw says, the company has added offices in Toronto, Montreal and Quebec City, and they are looking to expand further. I think we’re one of the people that are getting bigger. We’d love to expand the business. If it makes sense, we’ll do it,” he says. “We don’t have any immediate plans to expand, though; we’ve just taken on Toronto. One step at a time.” Linda Johnson is a freelance writer based in Toronto.

2050 Ringwood Ave. San Jose, CA 95131 T: (408)773-8686

2015-08-20 9:11 AM

F: (408)773-8298 E: salesusa@vivotek.com Web: www.vivotek.com

@SecurityEd • August/September 2015 21 Vivotek_SPT_Aug.indd 1

2015-08-11 1:29 PM

Product Previews

Home Automation

Branded home automation Icontrol Networks

Icontrol One combines the home automation platform and feature set found in large service provider offerings with a business model designed to optimize the success of independent dealers. With Icontrol One, dealers can offer a branded home automation, video and security experience that offers the features such as immersive HD video, user experience and compatibility with an extensive open ecosystem of smart devices. Features of Icontrol One include immersive HD video, mobile optimization and Home View 3D, which provides an interactive 3D view of the home. Icontrol One is compatible with the majority of panels on the market today.

Intelligent LED bulbs BeON

The BeON Pro home protection system uses intelligent LED bulbs that learn and replicate lighting behaviours to create the illusion of home occupancy and provide safety lighting in emergency and power outage situations. The system provides dealers with all the features of BeON’s consumer offering plus an additional set of features including: Advanced lighting replay features; customized doorbell triggering and responses to chimes and sirens; instant-on lighting during power outages; and advanced panic features.

www.icontrolone.com

Door/window sensors Qolsys

The IQ Mini Door/Window Extended takes the IQ Mini Door/Window released earlier this year and adds a terminal block for wiring of external contacts for greater flexibility, including looping multiple zones together or navigating challenging locations such as ornate molding. The circuit board has been redesigned for better range, battery life, communication and performance.

www.beonhome.com

qolsys.com

Thermostat

Nortek Security & Control

DSC Touch is an advanced home automation solution complete with a 7-inch touchscreen, Android-based software, Alarm.com integration, dual-path connectivity with integrated WiFi and Cellular and Z-Wave enabled technology as the latest product addition to the DSC wireless intrusion platform. Built-in Wi-Fi and Z-Wave technology enables DSC Touch with wireless communication to connect to a fast growing ecosystem of Internet of Things devices.

Serving as a bridge between smart controllers and a home’s heating and cooling system, the GoControl Thermostat provides intelligent, wireless remote control of all thermostatic functions. This smart thermostat family will include Z-Wave and Wi-fi connectivity options. The units can be hardwired into a home using existing thermostat wires, or can be powered by four AA batteries for two years of life.

www.dsc.com

www.nortekcontrol.com

Smart home touchscreen DSC

Wireless smart bridge Lutron Electronics

The Caséta Wireless Smart Bridge supports Apple’s HomeKit. The Smart Bridge is part of the Caséta Wireless Lighting Starter Kit, available at the Apple Store. With the HomeKit-enabled Smart Bridge, homeowners can now control their Lutron Caséta Wireless dimmers using Siri on their iPhone or iPad. The product allows homeowners to control lights in specific rooms or areas. For example, the user can tell Siri “turn the lights off” and the Caséta Wireless Smart Bridge will turn off lights throughout the house. Caséta Wireless also controls Lutron Serena remote-controlled shades and select thermostats.

www.casetawireless.com BUILD A BUDGET IP PA UPGRADE AND EXTEND THE LIFETIME OF YOUR ANALOG PA

Home automation platform

MAKE YOUR PA SIP COMPATIBLE

Legrand

VoIP Interface Built-in SIP server Easy to configure 1-800-836-1730 info@vingtor-stentofon.us www.vingtor-stentofon.us

22 SP&T News • www.sptnews.ca Zenital_SPT_Aug.indd 1

2015-08-18 3:23 PM

Intuity gives homebuilders installers a modular and repeatable solution for controlling entertainment, security, and comfort within a home. Intuity supports Legrand’s own subsystems, including its On-Q IP cameras, video door entry and intercom, its RFLC lighting systems, and its On-Q multi-room digital audio system. Intuity also offers integration of third-party Legrand approved Z-Wave components, including HVAC thermostats from Honeywell and Trane, digital door locks from Kwikset and Yale,and home security systems from Honeywell and GE/ Interlogix. With the Intuity control app, users can operate their system from any iOS mobile device or from a wall mounted Command Center.

www.legrand.us

Product Previews

The latest in security technology

Visual and thermal pan-tilt cameras Axis Communications

The AXIS Q86 PT Head Network Camera Series includes both visual and thermal cameras. The fast pan-tilt capabilities, combined with low-light visual and thermal features, make the cameras suitable for perimeter protection, border control and transportation monitoring. The visual model AXIS Q8665-E PTZ Network Camera is most suitable in environments where there is ambient illumination during night time, such as in cities or highways where streetlights are present. The thermal models (AXIS Q8631-E/Q8632-E) can be used in complete darkness, for long-distance surveillance and in difficult weather conditions.

PTZ IP dome cameras Toshiba Surveillance & IP Video Products

These two Pan-Tilt-Zoom (PTZ) 3MP IP dome cameras feature 20x optical zoom and deliver HDTV streaming video for applications requiring highly detailed surveillance. The new IKS-WP8201R PTZ camera is designed to operate in the harsh outdoors with its IP66 enclosure protection, integrated heater and auto defogging, while the new IKS-WP8103 PTZ provides an indoor solution for covering large spaces such as shopping malls, casinos or schools. True Day/Night imaging with Digital Wide Dynamic Range allow both cameras to capture images in high contrast and changing light conditions down to 0.01 lux.

www.axis.com

Protection for notification appliances STI

The UL/cUL Listed Horn/Strobe/Speaker Damage Stoppers are specifically designed to protect System Sensor SpectrAlert Advanced series of horn/strobe/ speaker notification appliances. These units are constructed of 9-gauge steel wire coated with corrosion resistant red or white polyester and are available in flush or surface mount. The guards are recommended for areas where abuse is severe or it is imperative horn/strobe/speakers continue to operate. Installation is accomplished with the screws and anchors provided.

Mini turret ball camera WatchNET

Part of the XVi Enhanced HDCVI lineup, the new XVI-21IRBVM-B/W (available in black or white) release offers full 2.1MP 1080p HD video and features a builtin motorized vari-focal lens for remote zoom and focus. The compact vandal-proof mini turret ball camera is compatible with all WatchNET EVi DVRs and Tribrid NDVRs (or HDCVI DVRs) allowing for upgrade or retrofit of analogue systems to full HD using the existing coax cable or UTP. The motorized lens offers full zoom and focus capabilities locally or remotely using only the single coax cable or UTP without the need of additional cables.

www.sti-usa.com

www.toshibasecurity.com

www.watchnetinc.com

Identity assurance tool HID Global

The ActivID Flexi Token is suggested for financial institutions and enterprises seeking a pin pad solution with advanced security capabilities for mass deployment. The hardware token offers a flexible solution for graphical customization and deployment, along with options for on-site initialization to further protect data and enhance security programming. ActivID Flexi Tokens are designed to minimize an organization’s costs for protecting data in high-volume deployments using a secure, two-factor authentication device. The compact tokens are easy to mail and carry, and feature an intuitive interface with icons and messages that simplify usage through visual prompts. The token can be utilized for user authentication (OTP or challenge and response), transaction signing and host verification through a dedicated button on the device.

Monitoring Station Symposium 2015 October 20, 2015 • 7:30 a.m.-5 p.m. International Plaza Hotel • Toronto

www.hidglobal.com

Don’t miss this important event for the monitoring industry. Speakers:

Video management system AMAG Technology

The company has released symmetry CompleteView Video Management System version 4.5. Earlier this year AMAG announced a deepened partnership with Salient Systems where AMAG now offers Salient’s CompleteView VMS, PowerProtect NVRs and TouchView Mobile App video solutions as part of the Symmetry product line. Symmetry CompleteView VMS 4.5 includes a suite of software tools called Dynamic Video Management. The suite offers: dynamic resolution scaling, dynamic video decoding and dynamic frame throttling. Symmetry CompleteView 4.5 also offers a new Web Client that is HTTP/ HTTPS capable with native H.264 live and playback support with enhanced viewing features for ultra fast display of video feeds. Users can view multiple cameras simultaneously from multiple NVRs.

Carolyn Sweenie, Sergeant, Toronto Police Service Pam Petrow, President and CEO, Vector Security Richard McMullen, President, Canadian Security Association Allison Mitchell, Operations Manager, Telsco Security Kevin Leonard, President & CEO, Huronia Alarms

Round table discussion moderators:

Kim Caron, Director of Business Development, Armstrong’s National Alarm Monitoring Neil Sutton, Editor, SP&T News and Canadian Security magazine

www.amag.com

Visit canasa.org for details Thank you to our sponsors

@SecurityEd • August/September 2015 23 Canasa1_4_SPT_Aug.indd 1

2015-08-20 12:04 PM

Product Previews

The latest in security technology

Wireless bridge Moxa

Video storage server WavestoreUSA

The NS1 Video Storage and Management Server is a solution for either on-premise, mobile or perimeter video surveillance and monitoring applications, the NS1 Server, supports up to 16 IP cameras with a choice of H.264, MxPEG, MPEG-4, and MJPEG compression, and provides 2 TB of recording storage. Audio recording is also supported. The NS1 Servers come preloaded with the latest version of Wavestore V5 Video Management Software to allow for direct or remote connectivity to capture, store and transmit continuous recording of live video views.

The AWK-3131A wireless AP/bridge/client delivers wireless performance in industrial settings by supporting IEEE 802.11n technology with a maximum net data rate of 300 Mbps, plus AeroLink Protection redundancy to prevent a single point of failure from bringing down an entire network. Roaming offered by the AWK-3131A’s Turbo Roaming technology reduces handover time to the millisecond level and provide the benefits of seamless transmission and control. To avoid packet loss, the AWK-3131A actively searches for APs with a stronger signal without waiting for a complete disconnection.

www.moxa.com

Video management system software Zetron

The Video Surveillance System includes a variety of IP cameras, recorders, video-storage devices, and an integrated access-control system with badging functionality, as well as the video-management software. The new software release delivers a number of features. It utilizes a new user interface that improves work flow and is easier to use. Additional capabilities include: the ability to automatically fit any number of cameras feeds within the viewing window and a reporting function for the licence-plate-reading application.

www.wavestoreusa.com

www.zetron.com

Lever lock series Allegion

The CC8130 Height Strip camera features a 1-Megapixel video resolution at 30 fps, a 180° wide-angle lens and height strip housing design, allowing the camera to deliver clear images for reliable facial recognition with no dead angles. The plug-and-play design make installation simple and decreases the risk of vandalism because it does not resemble the common surveillance camera. The CC8130 (HS) is suggested for discreet indoor applications such as retail stores, banks, restaurants, small business areas and cash wrap areas.

The Falcon K Series is an ANSI/ BHMA certified Grade 1 cylindrical lever lock series that offers the most common functions, lever styles and finishes. The K Series features conventional cylinders and small format interchangeable cores (SFIC) that are compatible with SFIC products from Falcon and other manufacturers, and comes equipped with lever security caps.

www.vivotek.com

us.allegion.com

Height strip camera VIVOTEK

Commercial motion detectors Bosch Security Systems

This Commercial Series family of motion detectors expands the Bosch portfolio of wall-mount motion detectors, which already includes Blue Line Gen2 for residential and small commercial applications and the Professional Series for mid-sized to large commercial environments. The Commercial Series detects intruders from wall to wall with a broad coverage range of 15 x 15 meters (50 x 50 feet). Features include First Step Processing to deliver an instant response to the first step of an intruder. Dynamic temperature compensation also ensures detection at virtually any temperature.

www.boschsecurity.us

IP camera portfolio Tyco Security Products

A new Essentials line has been added to the company’s Illustra IP camera portfolio featuring Essentials bullet and mini-dome cameras with IR and indoor mini-dome cameras. Available in 1 and 2 megapixel models, all three cameras offer H.264 and MJPEG dual-stream encoding, a 3.6mm fixed lens, and a maximum 30 images per second at 1080p or 720p. The Essentials Outdoor Mini-Dome and Bullet cameras are equipped with IR illuminators, true day/night and wide dynamic range to capture quality video in a variety of indoor and outdoor settings. With wide dynamic range capabilities, the Essentials Indoor Mini-Dome also captures video in changing lighting conditions, making it suitable for a range of indoor applications.

www.tycosecurityproducts.com 24 SP&T News • www.sptnews.ca JCGury_SPT_June.indd 1

2014-06-09 2:59 PM

“Putting a new face on an old friend”

Get a Bigger Piece of the Pie.

CML Security

is the new name of Consolidated Monitoring Ltd. “Trusted & Dedicated to protecting lives & property”

Welcome: Independent Alarm Companies 3rd Party Monitoring Station Remote Internet Database Access Monitoring via IP, Cellular & Landline ULC Listed Station Video Monitoring Solutions

SecurTek does not compete with our Dealers – we partner with them!

CONTACT VICTOR HARDING 416.925.7474 victor@hardingsecurity.ca

UNLOCKING OPPORTUNITIES IN THE SECURITY INDUSTRY

Dealer Enquiries: sales@cmlsecurity.com Phone: 1(877) 525-4109 Website: www.cmlsecurity.com

GO DIGITAL

Consolidated_SPT_Feb.indd 1

• Account Options

• Revenue Opportunities

• Innovative Funding Programs

• Leads passed direct to you

For more information contact 416-705-8215 or dealer.relations@securtek.sk.ca Security

Video Monitoring

Medical Alert

Smart Automation

Access Control

securtek.com

SKTEL-1370D_SecurTek_SecurityPlace_Ad_2.75x3.375_061115.indd 2015-06-12 1 10:47 AM

2014-01-17 2:17 PM

with SP&T’s Technology Handbooks ONLINE MAGAZINES FOR CANADA’S SECURITY INDUSTRY

www.sptnews.ca BOOK

TECH

into A look ucts, od and the pr logies techno aping ns sh solutio arket the m

LOCKS

& DOO

WARE HARD

SUPP

FI&REETY SAF by: Sponsored

rvice es, se nologi arket e tech em into th ing th A look tions shap lu so and Sponsored

by:

Allegion

SUP

an A logies t techno the marke g shapin