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Making the most of public address systems for mass notification p. 26

Retailers cashing in on security How brick and mortars are pushing the boundaries of video surveillance p. 30

Q&A with BICSI’s Canadian region director Peter Levoy on what makes the organization tick and why it’s important to security p. 46

Marketing that works

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YouTube,” says Reed, president of Saskatoonust because Virgil Reed is often the only based Reed Security. “Now, we can have a person at his weekly marketing meeting targeted campaign that we can adjust in 30 doesn’t mean it’s not a social affair. minutes.” These days, he uses the time to write The Internet has transformed the way his company’s blog and upload videos to many security companies approach marketing. YouTube. But whether a company looks to Google or Reed says he has developed an extensive customer referrals to get the word out still social media campaign. “We used to spend depends on that organization’s clientele, target $2,000 per month on Yellow Pages. We L_6100CNA_D_key tonow success_SPT_BannerFIN_Canada 1/8/14 and 3:33 PM Page 1 use most of the budget for Google Continued on p.24

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Contents MARCH 2014

www.sptnews.ca Departments

Features

4 Editor’s Letter 6 Line Card 46 Q&A

24 Reaching out Some integrators are finding new customers with social media tools while others still believe cold calls and a handshake can’t be beat

Peter Levoy, Canadian region director, BICSI

Columns 19 CANASA Update Fight the good fight

By Linda Johnson

By JF Champagne

20 Lessons Learned Southern hospitality

By Victor Harding

Features

20 Brand Building First contact

26 Loud and clear How to ensure public address systems are used to their best effect for mass notification By Michael Zuidema

30 Selling security to the retailer

23 People Skills

Canvassing for candidates

Analytics tools mean camera systems can be used for surveillance and so much more

By Scherri Olivella

23 Dispatch Digest Alarm reduction 101

By Jackie Andersen

38 Secure visitor management

visit us online

By Ron Walters

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HID Global’s EasyLobby Secure Visitor Management solution enables organizations to process visitors with features such as ID scanning, record creation, badge printing, watch list screening and email notification.

www.sptnews.ca

Hammond Manufacturing at SCC Scott Hammond from Hammond Manufacturing on the company’s latest rack unit at the annual SCC show hosted by CANASA

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

By David J. Atkins

http://www.sptnews.ca/Videos

@ www.twitter.com/SecurityEd

Camden Door Controls at SCC David Price demonstrates new keypad technology from Camden Door Controls at the annual SCC show hosted by CANASA

http://www.sptnews.ca/Videos @SecurityEd • March

2014 3

EDITOR’S LETTER

By Neil Sutton

Expanding the menu Genetec says it will serve up new dishes based on greater user input in the development process

t’s fair to say that you can judge a company by the way it treats its employees. Judging by the Genetec cafeteria, people who work there seem pretty content. I visited the Montrealbased VMS vendor in early February as part of an excursion organized for international security media (see page 6 for the full story). Genetec’s main facility is located in an industrial park about 20 minutes outside Montreal. Industrial parks can feel barren and impersonal, with limited amenities, but it’s hard to imagine that Genetec employees complain too much when their staff cafeteria serves up a heaping plate of Cajun gumbo for only two dollars. The company subsidizes its employee meals, and there is a decent variety to the menu. There are no cashiers, helping to keep costs down. Genetec uses the honour system: people swipe their food choices with their employee passes and the total is deducted from their pay cheques. It all appears to work quite harmoniously. If someone forgets to swipe for a bowl of chocolate mousse, they can always email it in later. Touring the Genetec offices, I got the same vibe as I did from dot-com companies 15 years ago. There are offices and cubicles, but there are also common areas, pool tables and foosball tables — places designed to let people blow off steam and share ideas. Of course, subsidized hot meals and games-room toys are just the window dressing. Many of those dot-coms didn’t make it much past their first few years. What ultimately counts is solid products and effective long-term strategy.

Genetec’s founder Pierre Racz bet on network technology in the late 1990s when the concept seemed almost laughably implausible to the security establishment. But like several other companies that had the tenacity and business smarts to see the vision through (Axis Communications comes to mind), Racz is having the last laugh. Last year, research firm IHS ranked Genetec as the No. 1 vendor of VMS solutions — a distinction it shares jointly with rival Milestone Systems. The company’s next chapter will determine how much more it can be. During his presentation, Racz suggested that the user community is growing in influence and power, driven in large part by the proliferation of IP-enabled mobile devices and the user’s ability to manage and provision their own IT. By engaging with the user earlier in the development cycle of future products, Genetec aims to tap into that power. Details on how this might be accomplished were scant, but listening to the end user is almost always a good idea. Genetec’s game plan, called “mission control,” is to create solutions that are dialed into their needs and address their specific concerns. The hope is also that Genetec can expand its influence beyond security and offer functionality that could support other areas of business operations. I didn’t ask anyone at Genetec if employees have any input into their cafeteria menu, but gumbo is a good place to start.

“The company’s next chapter will determine how much more it can be.”

Your Partner in Securing Canada Security Products & Technology News is published 8 times in 2014 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 President, Mike Fredericks mfredericks@annexweb.com

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

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Genetec bets on hybridization CEO Pierre Racz discusses the Cloud as a competitive advantage By Neil Sutton

ierre Racz’s vision for the future of Genetec is one that encompasses the Cloud, the growing power of the end user and an expansion beyond its security roots. Racz, Genetec’s president and CEO, started the company in his basement and officially launched Genetec about four years later in 1997. The company has since grown into a leading video management software company that employs about 500 people globally. He spoke recently at a two-day media event held at the company’s Montreal headquarters. The company’s new mantra is a “mission control” approach, building on its unified platform Security Center, which encompasses its three main lines of business: surveillance systems, access control and licence plate recognition. The next phase of that development is a broader control environment that would Pierre Racz, Genetec allow an end user — like an airport or municipality — to manage not only security but other aspects of its operations from a single dashboard. The company is seeking significant user input into future product design in an effort to meet their evolving requirements, says Alain Côté, Genetec executive vice-president. That approach is several years out, but Racz says that hybridization, or “the seamless unification of on-premise systems with the Cloud” is a large part of what is driving the company’s current and development goals. He likens the impact of the Cloud to the release of Microsoft’s landmark operating system Windows 3.1 in the early 1990s and the rise of object-oriented programming. “The things that we were dreaming of doing in the 1980s are now becoming a reality,” he says. The idea that data can be stored and managed from an off-site location has democratized IT systems, he says. “People have lost faith in their IT departments. They don’t ask them to provision their devices. The IT department has lost that battle. Users are provisioning [their devices] themselves in the Cloud. . . . People are doing this not in spite of the IT department but because of the way that they’re structured,” he says. Genetec’s entry into Cloud-based security management, Stratocast, was introduced in 2013. Powered by Microsoft’s Windows Azure platform, Stratocast is a Video Surveillance as a Service (VSaaS) solution for the small to medium-sized

SP&T News • www.sptnews.ca

Genetec’s Montreal headquarters

business market. At launch, one Canadian user commented it allowed him to store four weeks of video off-site where his old DVR could only store one week. Users can choose to store in the Cloud or manage their own data locally at the camera with an SD card or buy their own storage drive. Genetec has to compete with several other major security vendors in this space — Axis offers its own AVHS service and Sony launched a Cloudbased security product last year in partnership with Next Level Security Systems — and the adoption of Stratocast has been slower in North America than Europe. Jonathan Doyon, director of product technologies and employee No. 4 at Genetec, says that may be due to sluggish Internet speeds here. According to broadband research company Ookla, Canada ranks 55th in the world with upload speeds of 5.2 Mbps (the U.S. is 40th with 6.5 Mbps; Iceland is 10th with 26.6 and Hong Kong is first with 60.4). Doyon also says that the Snowden NSA leak has had a chill effect on Cloud-based storage, with customers concerned about how their data might be viewed or intercepted, but the market is adjusting. As reported in the Financial Times and Engadget, Microsoft recently said it will allow overseas customers to store personal data on non-U.S. servers.

Genetec currently offers data hosting in the U.S., Europe and Hong Kong with a fourth centre coming online in Australia soon. Doyon says there is “more to come” from Genetec in terms of addressing issues of Cloudbased surveillance. While largely still a small and medium-sized business market, the Cloud is growing in popularity as a solution for enterprise storage needs — particularly as a redundant back-up to on-site storage options. Doyon also says that Cloud-based hosting is drawing more interest from IT providers than physical security integrators, since they are able to bundle surveillance with a mix of other data management options. “The most — Pierre Racz successful [integrators] we have are in IT,” he says. In an effort to move with the times, Genetec currently releases new versions of Stratocast every two months, says Racz, but the aim is to accelerate the release cycle to once every three weeks. Genetec also recently adopted a Cloud-based architecture for its own IT systems. Keeping servers on site proved to be unnecessarily and prohibitively expensive, he says — almost half the cost of keeping servers on Genetec premises would have been devoted to cooling. “Compute power was only 20 per cent of the cost. For a couple of years now, all of our corporate IT is run in a data centre that is far, far away from here,” he says.

“The things that we were dreaming of doing in the 1980s are now becoming a reality.”

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LINE CARD ADI names CDVI vendor of the year

The ADI Vendor Awards were presented during the Vendor Symposium at ADI’s 2014 Kickoff Meeting held January in Amelia Island, Fla. More than 500 people representing 150-plus manufacturers attended the symposium. Vendors were given the opportunity to attend presentations by ADI’s executive leadership team including Michael Flink, president, John Sullivan, senior vice president of sales, and Andy Morra, vice president of marketing. CDVI was named as ADI’s vendor of the year for Canada. The Canadian award for best sales support went to Aiphone. “Congratulations to all the ADI 2013 Vendor Award winners. Each of these vendors helps us deliver value to our dealers every day,” said Flink. “Our vendor relationships are extremely important to ADI’s success, and we are pleased to have the opportunity to recognize their commitment, dedication and achievements.”

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Graybar Canada signs agreement with 2GIG

raybar Canada recently signed a distribution agreement with Linear to distribute its 2GIG product line. According to Graybar Canada, 2GIG products help fill the “home automation gap” in its security portfolio. 2GIG’s Go!Control platform includes a system CPU, touchscreen interface, Z-Wave radio for automation, cellular radio for communications with a central station, and narrow-band RF for commu-

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LINE CARD Axis undergoing U.S. expansion

xis Communications is in the midst of a reorto be announced for a total of six “Business Areas,” ganization of its U.S. operations — a plan each of which will include field sales, engineerpartly inspired by the success the ing, local event marketing and Axis company has achieved in its Canadian Communications’ Academy training. office. The offices will be staffed by a busiAxis first opened a dedicated office ness area manager responsible for local here in 2010 in Mississauga, Ont. That operations and will report directly facility has functioned as showcase for to North American director of sales the company’s IP surveillance products. Larry Newman. “We’ve used it as a meeting space for Those promoted to the position customers and partners as well as using thus far include Karl Radke (Midwest), it for a training space. We’re mimicking Bill Wendlandt (West) and Ted that for the U.S.,” says Fredrik Nilsson, Wilkinson (Northeast). Nilsson stresses general manager at Axis. that organizational changes won’t have Fredrik Nilsson, Axis Axis opened an office in Mexico City Communications any impact on the company’s relationin 2011 and a new U.S. headquarters ships with its channel partners. “Axis in Chelmsford, Mass., in 2012. The company will has had the same business model selling through a provide added coverage across the U.S. with offices two-tier channel with distributors and integrators for in Chicago and Los Angeles and another three yet almost the life of the company. We have no intention of making any changes there,” he says. Axis will continue to add staff as its needs dictate, he adds. In 2013, the company hired more than 60 new employees for its North American operations and currently has almost 30 positions available in the U.S., Canada and Mexico. “It’s always tough to hire yco Security Products is hosting a people in general [but] there is definitely lots and lots series of “Inspiration on the Road” of talent out there,” says Nilsson, adding that the main events this year to showcase interoperingredient Axis is looking for is qualified personnel ability between some of its key brands. who mesh well with the company’s culture. Two stops have been planned so far for Canada — Toronto on March 25 and Laval, Que. on March 27 — with more to be announced. Kantech, American Dynamics, Software House and Exacq Technologies will be the major brands showcased by the company for local integrators, end users and distribution partners. ID Global began 2014 with a pair of high profile acquisitions: biometrics firm Lumidigm and IdenTrust, a digital identities solution provider. IdenTrust is a provider of digital identities for the U.S. Department of Defense’s External Certification Authority (ECA) program and the General Services Administration, an independent agency of the U.S. government. IdenTrust also A recent “Inspiration on the Road” event held in Orlando, Fla. provides identity management solutions for more “From a content standpoint, we’re there to than 20 financial institutions globally. showcase each brand’s ability to fill a need from According to HID spokesperson Jeremy an end user and an integrator standpoint. Tyco Hyatt, IdenTrust will remain an independent has made some bold moves in terms of acquisicompany within HID. The company “provides tions as of late and we’re proud to show where HID Global with PKI technology for key manwe’re going with that. We’re creating product agement,” he says, “which improves SDI security synergies within the brands that are allowing us while extending our ability to deliver mobile keys to really differentiate ourselves from our comfor device management.” petition,” says Yanik Brunet, director of sales for Lumidigm, a biometrics specialist, makes the Kantech brand. technology that authenticates a user’s identity via Tyco closed the purchase of Exacq multispectral imaging technology and fingerprint Technologies, a developer of open architecture sensors. video management systems, in July of last year. HID says its goal for the technology is to A focal point for the events will be how the extend it beyond finger- and hand-applications products address the user experience — particinto other areas of identity management such as ularly mobility. iris, facial and gesture recognition. “This is a work “End users can be in touch with their sysin process. You can expect combined products in tems whether they’re in the office or the home; the near future,” says Hyatt. whether they’re carrying their tablet or their cell According to the company, Lumidigm will phone,” explains Brunet. maintain its current operations in Albuquerque,

Tyco hits the road

Sonitrol marks half a century

onitrol is celebrating its 50th anniversary this year. According to the company, Robert Baxter and Al Cronk, a veteran of the Anderson Police Department in Indiana, co-founded Sonitrol in 1964 when they began to use technology from Baxter’s pest extermination company to detect humans. The acoustic device used to determine the location of termites in walls was modified to become an early model of modern-day impact-activated audio alarm verification technology. “When Al Cronk walked into Bob Baxter’s office 50 years ago, and told him that, as a police officer, he had never actually caught a burglar in-progress because of an alarm system — but he had an idea of how to do it — Sonitrol and verified security alarms were born,” says Bill McNabney, founder of Sonitrol U and Sonitrol’s first employee, in a company statement. “That was the inception of verified alarms. They were created by a police officer — for police officers.” Today, the company’s alarm verification products are available from more than 125 Sonitrol dealers operating in the U.S., Canada and the U.K.

New acquisitions, new HQ for HID Global

10 SP&T News • www.sptnews.ca

Lumidigm’s M-Series fingerprint authentication solution

NM, and its management staff will report in to HID’s CTO, Selva Selvaratnam. HID Global has also been busy managing its own operations. The company has opened a new global headquarters in Austin, Tex., which will consolidate many of its many corporate functions as well as manufacturing, product assembly, test operations, distribution and sales. The facility is now in “phase one” and will be fully operational by the third quarter of 2015. HID is still filling positions to staff the new centre and expects to employ almost 400 people. HID anticipates the changes will help it realize operational efficiencies, reduce costs, minimize its environmental impact and improve security.

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LINE CARD Meet the Players Sharon Ferguson, national business development manager, Counterforce SP&T News: How long have you worked in the security industry? Sharon Ferguson: I have enjoyed 22 years with this evolving industry, for which I have a passion. I have gained knowledge and, through the application of that knowledge, some wisdom. Starting as an alarm operator, I worked my way through to managing an Underwriters Laboratories of Canada (ULC)-listed monitoring station and managing a ULC-listed installation company before achieving my goal of owning my own company. I focused on closed-circuit TV, access control and ULC fire. After 10 years, I sold that business, became a manufacturers’ rep, then accepted a position with Counterforce as a western Canadian representative — and now I serve as the national business development manager for Counterforce. SP&T: How has the security industry changed since you first entered the market? SF: There have been substantial changes since I entered the market. The security industry has gone from DOS to analogue to digital. It went from hardwired to networks. These changes have caused a demand for more technical expertise than ever before, which means labour costs more. Equipment and sales pricing has gone down, which means that

you now need more sales volume to maintain the profits to which you were once accustomed. The bright side is that the sales are out there, as is an abundance of educational opportunities and knowledge. Technology has absolutely become more sophisticated and is keeping up with customers’ changing demands. Because of the evolution of technology, we can solve problems in ways that were not available 22 years ago. SP&T: What technology, solution, or practice is going to take the industry to the next stage of its evolution? SF: With technology rapidly changing, there is often a gap in the compatibility of operating systems or platforms. Sometimes a simple update in operating or recording software can cause a substantial loss of time and resources, due to the newer version or update not being compatible with the current platform. Trying to pinpoint and then fix the issue can cause a loss of time and revenue. The fact is that there are many platforms and operating systems from which to choose. These available platforms do not always play very well together. The next stage of industry evolution will consist of a convergence of platforms. Camera analytics will be better and more sophisticated, and IT plat-

SECURITY STATS The global smart home and buildings market revenue of US$4.8

billion in 2012 is expected to grow up to US$35.3 billion by 2020.

Source: Allied Market Research

The mobile hardware security market is estimated to

reach $1 billion by the end of 2014. Source: ABI Research

Where is video storage having the biggest impact on the physical security market? Allowing more and more data to be retained and examined

Creating a demand for higher megapixel cameras

30.8%

Turning video into just another network application

30.8%

38.5%

Source: Poll conducted on www.sptnews.ca in Jan/Feb 2014

12 SP&T News • www.sptnews.ca

forms will increasingly converge, which could equate to a reduction in false alarms and more accurate video alarm monitoring options. SP&T: Are there any hurdles that the security industry still needs to overcome? SF: I believe that, aside from the obvious challenges of technical training and knowledge in the industry, there must be a better attempt made at strengthening the security industry’s reputation, and reducing the current fragmentation of market requirements and standards. With implementation of quality control, mandatory classifications, licensing and standards, we could raise the bar and set a standard of quality and knowledge that could bring the industry to a new harmonized standard, benefiting the industry’s reputation and improving customer satisfaction. SP&T: What are some of your hobbies and interests outside of work? SF: Scotch, wine and cigars. I also appreciate snowshoeing, travel and almost any time outdoors. SP&T: What is your favourite movie? SF: Without question, my favourite movie is “The Pursuit of Happyness.”

market watch Company (ticker) Price (Feb. 13) 52-week low 52-week high ADT (ADT) $31.30 AlarmForce Ind. (AF.TO) $10.80 Allegion (ALLE) $50.12 Avante Logixx (XX) $0.38 Avigilon Corp. (AVO.TO) $29.95 Checkpoint Systems (CKP) $13.10 Cisco Systems Inc. (CSCO) $22.27 Diebold (DBD) $36.31 Flir (FLIR) $30.95 Gentex (GNTX) $32.02 Honeywell (HON) $94.53 Johnson Controls (JCI) $48.95 Mace Security (MACE) $0.37 Napco (NSSC) $7.33 Richardson Elec. (RELL) $11.27 ScanSource Inc. (SCSC) $37.87 Stanley (SWK) $80.59 Tyco Int. (TYC) $41.74 United Technologies Corp. (UTX) $113.30 Verint Systems Inc. (VRNT) $45.82 Vicon Industries (VII) $3.60 Viscount Systems (VSYS) $0.10

$28.65 $8.66 $40.24 $0.05 $10.75 $10.50 $19.98 $27.59 $23.00 $18.36 $68.84 $30.58 $0.23 $3.51 $10.67 $25.83 $73.77 $30.62 $88.37 $32.25 $2.43 $0.04

$50.37 $12.50 $51.00 $0.44 $34.50 $18.25 $26.49 $36.53 $34.19 $34.41 $94.87 $52.50 $0.59 $7.70 $12.30 $43.65 $92.76 $42.08 $118.20 $48.99 $4.35 $0.15

LINE CARD Allegion adds CDVI as alliance partner

SIA membership in helping guide the future of the market,” says Mike Scirica, vice-president of marketing and sales.

Verint closes KANA Software deal Verint Systems marked its 20th anniversary in February as well as the closAllegion has added CDVI Americas to its roster of alliance partners for its AD-series locks. CDVI’s end user customer base, consisting mainly of commercial and industrial property owners, can incorporate Schlage AD-Series networked locks and potential prox, smart and multi-technology credentials in an access control solution using CDVI’s ATRIUM software. CDVI’s IP-based door control panel is network-ready and contains an embedded web server which eliminates the need for a dedicated PC. Users can perform tasks like: user/card management, lock/unlock doors, and view system events. The embedded web server provides results using any recent web browser, smart phone or iPad.

MicroPower integrated with Infinova VMS

ing of its acquisition of KANA Software for US$514 million. “We believe that acquiring KANA would allow Verint to offer a holistic customer engagement strategy powered by Actionable Intelligence, providing significant value

for our customers and partners. Our complementary solutions represent a comprehensive offering to help optimize customer engagement,” says Dan Bodner, CEO, Verint. When the deal was first announced, Verint said it had agreed to acquire KANA for approximately US$514 million in cash, subject to certain closing adjustments.

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@SecurityEd • March 2014 13 2014-02-21 10:07 AM

LINE CARD Calendar

Applications Danish condo complex improves security

Ellemarken Condominiums, located in Køge, Denmark, have deployed a combined IQinVision and Milestone IP video surveillance system to improve safety and reduce vandalism. Danish integrator Smartguard is in charge of project installation. The Ellemarken complex, which is comprised of more than 1,125 units, has deployed 248 IQeye cameras throughout all its buildings, locating them in every stairwell entrance. The majority of the cameras are IQeye Alliance-mx models. Video is recorded at eight frames per second and is viewed mainly for postincident investigation. All camera data is managed by Milestone XProtect Corporate IP video management software.

German museum adopts video storage system The ‘Militärhistorische Museum’ in Dresden is the German army’s principal museum. Re-opened in 2011 after extensive modernization and the addition of a contrasting extension designed by American architect Daniel Libeskind, it is one of the three largest museums in Germany. The original armoury building, dating from 1877, is now ‘cut through’ by a stark modern wedge-shaped addition. Its permanent exhibition of approximately 10,000 exhibits is displayed in an area of 13,000 square meters and is divided thematically. To manage its surveillance needs, the museum is using Geutebruck IP cameras and a digital video system platform for storing and transmitting data.

Seed company manages quality control with IP

April 1-4, 2014 ISC West Las Vegas, Nev. www.iscwest.com April 8-9, 2014 Axis Communications’ Academy Network Video Fundamentals Montreal, QC www.axis.com/academy/ca/index.htm

Salinas, Calif.-based Seed Dynamics specializes in the treatment of a range of seed crops. The company wanted to install a video surveillance system not for premise security or theft protection, but for monitoring every step of its seed treatment process — from receiving raw product through final shipment. Seed Dynamics approached Toshiba system integrator SOAV for a solution. “Their goal was to monitor the entire manufacturing process in real time, both locally and remotely, and to save unique events for future reference,” explains Stan Overweser, owner of SOAV. A total of 47 Toshiba IP cameras were mounted and configured by SOAV in order to achieve 100 per cent coverage of the production operation.

April 22-23, 2014 Axis Communications’ AcademyNetwork Video Fundamentals Vancouver, B.C. www.axis.com/academy/ca/index.htm April 23, 2014 Security Canada East Laval, Que. www.securitycanadaexpo.com April 27-30, 2014 BICSI Canadian Conference & Exhibition Vancouver, B.C. www.bicsi.org/canadian April 28-May 2, 2014 Axis Communications’ Academy Axis Boot Camp Toronto, Ont. www.axis.com/academy/ca/index.htm May 8, 2014 Security Canada Alberta Calgary, Alta. www.securitycanadaexpo.com May 29, 2014 Anixter Showcase Montreal, Que. www.anixter.ca June 4, 2014 Security Canada Ottawa Ottawa, Ont. www.securitycanadaexpo.com

Appointments

June 19, 2014 Canadian Security’s Focus On Series: Retail Security Richmond Hill, Ont. www.focusonseries.ca June 23-26, 2014 Electronic Security Expo Nashville, Tenn. www.esxweb.com Jeremy Krinitt

•

Jim Pauley

Jeremy Krinitt assumes the role of general manager of Frontier for Matrix Systems. In this role, he will lead all sales, and research and development efforts. Other appointments include: Ron Kandcer as vice-president of business development; Jeff Stout as vice-president of channel development; Dan Piening as program manager; and Gayle Adair as inside sales manager. The National Fire Protection Association (NFPA) Board of Directors voted unanimously to name Jim Pauley of as the next president of NFPA. Pauley is currently senior vice-president of external affairs and government

14 SP&T News • www.sptnews.ca

David Almasi

Melissa Valenti

relations for Schneider Electric and will assume his new role in July. • Aimetis has named David Almasi to serve as vice-president of global sales. Most recently, he was regional vice-president at Stanley Security Canada, Prior to Stanley, Almasi held sales leadership positions with GE Security and Ericsson. • OnSSI has appointed Melissa Valenti as its distribution manager. Valenti will manage and direct national promotions and marketing activities. Her industry experience includes channel management positions at Pivot3, GVI Security, JVC and Panasonic.

Gary Martin

•

Greg Brazas

Camden Door Controls has appointed Gary Martin as its new business development manager for electrified hardware. Martin was U.S. consultant and North American sales manager for Eff Eff, a German manufacturer of electrified door hardware before coming to Camden. Greg Brazas has joined Diebold as account manager for electronic security. He comes to the role with 14 years experience in the security industry with a specialty in the commercial security market and a focus on managed access control, intrusion detection, IP video solutions and monitoring.

June 25, 2014 Security Canada West Richmond, B.C. www.securitycanadaexpo.com Sept. 16, 2014 Canadian Security’s Focus On Series: Commercial/Property Management Richmond Hill, Ont. www.focusonseries.ca Sept. 18, 2014 Security Canada Atlantic Moncton, N.B. www.securitycanadaexpo.com Sept. 18, 2014 Anixter Showcase Mississauga, Ont. www.anixter.ca Oct. 22-23, 2014 Security Canada Central Toronto, Ont. www.securitycanadaexpo.com

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LINE CARD ADI to offer LifeSafety Power solutions

ADI has expanded its offering to include power products from LifeSafety Power for security, video surveillance, access and mass notification. Dealers across North America will have access to the full line of solutions, including the FlexPower product family. “As IP installations become more widespread across the industry, it is our responsibility to ensure that dealers have access to the solutions they need,” says Andy Morra, vice-president of marketing at ADI.

a.p.i. adds support for Bosch IP

SDDP driver support for two brands of NVRs and more than 1,500 models of surveillance cameras, Control4 has developed new IP camera driver-creation tools designed to simplify dealer installation and provide new features to deliver a remote security monitoring experience for homeowners and commercial facility managers.

OnSSI offers education discount

OnSSI is offering a 30 per cent discount for schools, universities and other edu-

cational institutions. Effective Feb. 1 to Sept. 31, 2014 the discount is applicable to the latest version of Ocularis video surveillance and security software. “A safe learning environment is essential for all students,” says Ken LaMarca, vice-president, sales and marketing. Details are available at www.onssi.com/ education-promotion.

Leading the Way in Megapixel Video. Cutting-edge Innovations

a.p.i. Monitoring has recently installed a CONETTIX D6100IPv6 Communications Receiver/Gateway to add support for IP communications from Bosch intrusion systems. Serving 300,000 customers in the U.S. and Canada from its seven central stations and one disaster recovery centre, the company has offered monitoring for Bosch systems using public switched telephone network communications for more than a decade.

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Mission 500 to stage annual security run Protect Your Business While Increasing ROI Mission 500 will mark the 5th anniversary of the Security 5K/2K run/walk at ISC West. Present at the 2014 event will be Dr. Diego Alejandro Garcia, Director of the Colombian Ministry of Health Vaccination Program. Dr. Garcia, a pediatrician, was sponsored at the age of three through World Vision. He will speak at the event on his personal experience with Mission 500 and discuss how it helps to create brighter futures for young people around the world.

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Control4 enhances interoperability Control4 has announced enhanced interoperability with surveillance cameras due to the increased implementation of its Simple Device Discovery Protocol (SDDP). In addition to new

Arecont_SPT_March.indd 1

@SecurityEd • March 2014 17 2014-02-21 10:15 AM

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CANASA UPDATE

By JF Champagne

Fight the good fight Why the security industry has reason to be proud of the false alarm rate

like to say that our industry has won the battle against false alarms. Let’s look at the facts. Infrared motion detectors and glassbreak detectors have benefited from technological advances, greatly improving their capacity to reduce the incidence of false detection. Alarm panel manufacturers have adopted the CP-01 industry standard which enabled product features and programming design aimed solely at reducing false alarms. Monitoring stations are also levering better automation software and dispatch processes including enhanced call verification. And I am convinced that we have become better at training end users on the operation of their security systems. Ask your local municipality how many false dispatches they had in the last year. I’ll bet it is less than previous years, despite the fact that the number of installed systems continues to grow. Manufacturers, dealers and monitoring stations are doing their part. CANASA is one of four industry associations that founded the Security Industry Alarm Coalition in 2002 to advocate on behalf of the

industry on alarm management issues. But all our efforts and successes are not enough in the face of the paradigm shift that continues to affect the funding of local and regional governments. I believe that the cost of policing has passed a breaking point. Most of the costs of policing are tied to salary and benefits which are secured through collective agreements and provincial guidelines for the minimum number of police officers, leaving no room to play.

“Let’s not penalize the 90 per cent of alarm users who do not cause false dispatches.” SIAC’s executive director Stan Martin recently noted a resurgence of activity from various municipalities across Canada and the U.S. In fact, in recent weeks, we have seen activity on alarm management programs in Peel Region, Hamilton and Guelph in Ontario, as well as Quebec City. I must add that the police culture makes it hard

to build relationships and work in a true collaborative environment. I remember a comment I heard at a Canadian Association of Chief of Police meeting: “It’s hard for police departments to collaborate with the private sector when they do not collaborate between themselves!” This explains why we continue to see new rules being imposed without much consultation. It is a lot easier to blame and to fine our members directly for “cost recovery” rather than add new user fees for home and business owners. I believe chronic offenders are key to the problem, and the solution, for municipalities. They cause much of the drain on resources and can offer a great source of revenues through fines. Let’s not penalize the 90 per cent of alarm users who do not cause false dispatches and allow them to receive service when they need it most. We need our members and front line volunteers to be aware of the issues now more than ever. JF Champagne is the executive director of CANASA (www. canasa.org).

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@SecurityEd • March 2014 19 2014-02-24 10:17 AM

LESSONS LEARNED

By Victor Harding

Southern hospitality Why does the U.S. offer so much more than Canada for alarm dealers?

have just returned from the annual BarnesBuchanan alarm conference, held in Palm Beach, Fla., in February. For medium (2,000 accounts and up) and large-sized alarm companies in Canada, this is a conference to consider going to — not just because of the content but also for the networking. Many of the largest U.S. alarm companies are there, along with their monitoring stations, their bankers, their brokers and even their lawyers. The conference is centered mainly on recurring monthly revenue — how to grow it, how to manage it, how to monitor it, what it is worth and how to sell it. Not everything said and done in the U.S. alarm industry applies to Canada but the conference is useful to me because I work with RMR all the time and comparing notes with U.S. owners, buyers and brokers is important. In my opinion, we do not have nearly enough opportunities to learn from others in the Canadian industry. Our trade shows do not provide the same kind of educational sessions as shows like Barnes-

BRAND BUILDING

Buchanan, ISC West, ESX, Securing New Ground, or the Annual General Meeting attached to the Central Station Alarm Association (CSAA). Why should I or any other Canadian in the alarm industry have to rely on U.S. trade shows to learn more about our industry?

“We do not have enough opportunities to learn from others.” But it is not just the lack of education that bothers me. What is perhaps more frustrating is the lack of financing available in Canada to small and mediumsized alarm companies. Almost universally what I hear in Canada is that banks do not lend to Canadian alarm companies in any meaningful way despite the fact that most of these companies have the same RMR that their American counterparts use to attract loans in the U.S. There are divisions of U.S. banks set up just to cater to the alarm industry that offer everything

from small lines of credit to loans in the tens of millions of dollars, all done on the value the borrower’s RMR. Why is this? My view is it is because the U.S. banking system is much more competitive. Canada basically has an oligarchy of six banks. The U.S. has thousands of banks competing and supporting various U.S. industries. One U.S. banker who has been quite successful at bringing in lots of business from the alarm industry told me that his Canadian associates think he is a “cowboy” because of his loans based on RMR. How completely ridiculous is that? I have been trying to persuade one or two of these U.S. banks to come to Canada. So the experience of going to Barnes-Buchanan is bittersweet for me. On the one hand, it is both energizing and necessary for me to do (particularly as I am expanding down into the U.S.). On the other, I wish that Canada offered the alarm industry the same opportunities. Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

By David J. Atkins

First contact How to effectively reach decision-makers through research and successful navigation of the corporate hierarchy

hen targeting large corporations, you may run into the person (or people) responsible for deflecting salespeople. They are there for a reason: to screen and restrict all suitors from reaching the key decision makers — an off-limits area known as the C-suite. This is where the true decision makers hang their hats. The CEO, COO and CFO have the authority to drive and approve a project if it appeals to their mandate. The trick is however, getting face time with them to begin building your case. Google will become your best friend. Discover the organizational chart, hierarchy, top bosses. Despite what you think, it’s much easier drilling down than up. Start with basic contact information via their website such as the address, phone number and most importantly, someone’s e-mail address. Now craft an introductory e-mail that speaks the contact’s language. Everyone at the top of the food chain has shareholders to answer to. The CEO on down has immense pressure to maintain and grow

20 SP&T News • www.sptnews.ca

the organization in the most efficient way. If you can appeal to their needs by mitigating risk and a fair ROI, you will get that meeting. Less is more here. Your sole purpose is to sell the meeting. Be prepared to send a follow-up e-mail requesting the appropriate contact to help their company meet objectives. If required, call and speak with the contact regarding the previous emails (not with voice mail). They may refer you above or below to someone like the chief operating officer or director of operations. Either way, you now have the authority to venture further. The next contact’s perception may be that their boss or colleague asked them to look into your offerings — especially when an email is shared to both of you from the guy upstairs. The difference here is this person will pay attention, knowing their cohorts are involved versus wasting company time and money just doing their job and not really listening. That’s the sticky part. Many people that we need to actually do the discovery work see this as

potential work for themselves and do not have the authority to issue approval. Sometimes it’s perceived as a threat — exposing deficiencies in their area of responsibility. But you have an opportunity to work with them and ask for help — for which they can take credit. Relate to this person’s position and experience by asking for required information while explaining why it’s important you have their input. You may find they become your change agent that drives the project. These people know the facility and can endorse the need for your products and services. You now have an accurate assessment to create and deliver a compelling business case, driven by numbers that the upper management understand and aspects that excite the operations people. Remember, everyone has their objectives and area of expertise. Work with all parties to implement the solution as a trusted partner. David J. Atkins is the principal of David J. Atkins Consulting (www.davidjatkins.com).

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@SecurityEd â€˘ March 2014 21

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PEOPLE SKILLS

By Scherri Olivella

Canvassing for candidates Make the most of internal and external resources to find the best fit for job openings

t’s a war out there; a war for talent. In order to make sure you are best equipped to find the best talent, take a moment to assess your organization’s practices with a Recruitment Scorecard.

The recruitment process Recruitment can be a reactionary task. Ideally you want to be as proactive as possible. The first matter to assess is speed. Does it take six months from start to finish? It’s level-dependent, but on average the ideal is four weeks. Is there a lengthy approval process to hire? Are interviews scheduled quickly? Do reference and background checks take less than 48 hours? Recruitment is a public relations exercise. How does your process take this into account? What will candidates say to their friends and peers? Is it easy to apply to your organization? How many interviews does a candidate have to go through in your process? A candidate will most likely be taking time off work to attend these meetings and it will greatly improve

DISPATCH DIGEST

their experience if the process moves swiftly and with regard for their current situation. Lastly, assess the legality of your process. At all stages in your recruitment process, are you asking for information that is legal and within your rights to obtain? Ensure that all staff involved in recruitment are trained. A best practice is to have interview guide templates to allow for a consistent and legal process.

or Indeed. There are also smaller niche-market job boards to consider like engineering or accounting associations. Would your target candidate look for a job on social media? Do the research to determine which source of hire has been successful in the past, fits your budget, and best targets your audience. A multipronged approach is key.

Sourcing candidates

Employment branding

Your first step should be to let your current employees know of the opening and ask them to refer qualified candidates through an employee referral program. You could award a certificate for a successful hire, offer a monetary reward to the employee or even give the money to charity — anything to ensure that the referral and the employee are recognized. You may need to advertise for your opening. Be prepared and know as much as you can about your target audience. Ask recent hires where they found out about the job. Was it an online job board? Some examples of the larger ones are Workopolis

If the opening is deemed “hard to fill,” you may need to source passive candidates. Passive candidates are in such high demand in their industry that they don’t seek out jobs — employers seek them out. This is where your employment brand is crucial. Your message must be compelling and credible. Assess why your organization is unique or appealing. Having a strong brand will result in attracting high quality and high volume applicants. Scherri Olivella is Practice Leader - Recruitment Solutions with HirePower (www.hirepower.ca).

By Ron Walters

Alarm reduction 101: Working With abusers How to address “problem customers” in a manner that works best for everyone

here can be no discussion of alarm reduction without recognizing that a small percentage of all alarm users create the vast majority of all false alarms and false dispatches. Yes, there is a difference between the two. A false alarm is a signal that is resolved in the central station without having to dispatch a third party. A false dispatch is a signal that is not resolved in the central station and requires the dispatch of a third party who, upon response, finds no criminal activity either completed or attempted.

the importance of reducing dispatches. Offer to do a free service evaluation. This inspection will more often than not generate service income. Finally, if a customer refuses to repair the system, suggest taking them off of dispatch or arrange for a private response. When addressing these abusers, make certain that anyone who has contact with the customer, including the service technician, has a copy of all alarm activity. This allows them to effectively see where all potential problems are and to address them with the customer.

Addressing false alarms Addressing false dispatches There is no more effective method to deal with alarms that frequently trip than to work them one at a time. In order to do this you need to monitor your central station activity by requesting a monthly report of all dispatches. This report should have, at a minimum, your worst 12 customers. If customers are reluctant to spend money to repair a system, call or meet with the responsible person and explain

As with false dispatches addressing false alarms begins with your central station. This step can be labour intensive for a few weeks but the results are well worth the effort. On a daily basis, call every customer whose alarm has tripped, with or without a dispatch. Explain that you are calling because their system went off and ask if they know why the event occurred. Offer service or training.

You will find that, each week, the number of calls that need to be made are fewer and fewer. When I applied this to my company, we had roughly 7,000 accounts. In the first weeks, we couldn’t get through the entire list. By the end of the third month, we were finished in a few hours every morning. The reason: for the most part, they are the same customers every day and once you have addressed them one at a time, they go away. Having an effective outreach program improves customer relations. After installation, almost all of our contact with our customers is sending them a monitoring invoice. By calling every time they set their alarm off and asking why the alarm was activated, we are showing that we are there and we care. These calls also provide an opportunity to do a brief customer survey and ask for referrals. Most important, it will lower your attrition rate and build customer loyalty. Ron Walters is the director of the Security Industry Alarm Coalition (www.siacinc.org).

@SecurityEd • March 2014 23

BRIGHT IDEAS

FOR OUTREACH Continued from front page

Social media or Google ads may be an effective strategy for some. For others, it’s handshakes and phone calls. Integrators share what works for them.

24 SP&T News • www.sptnews.ca

market and its products and services. The goal of a marketing strategy is still about creating and maintaining an image that will help the company rise above the competition, attract new clients and grow the business. At Reed Security, they try to set themselves apart by stressing superior customer service and a pricing offer for new monitoring customers. “Nobody else that I know of offers wholesale rates for the first year to be different and create some awareness. A lot of people contact us once they find out,” Reed says. Online, they also highlight recent projects. The stories go first on to their blog. They’re then posted, sometimes with photos, on to Google+, Twitter and Facebook, where Reed pays to have the post targeted to Saskatchewan business owners, and on to LinkedIn, where the company is connected to several thousand profiles. “So, I know the influencers I’m trying to target will at least know about our latest successful security project,” he says. The stories also go out to their 3,000-plus customers through its database of client email addresses. In place of the large Yellow Pages advertisement they used to have, they put the money into Google Ad Words, which allows them to target specific areas, Reed says. On their YouTube channel, demo videos show their high-def cameras capturing licence plate numbers. “People have said, ‘We found your YouTube channel and we saw the video, and then we contacted you for a proposal,’” he says. While social media is a cost-effective way to grow a business, he adds, you should not overdo it. “If we did

system or service, and each of these areas is highly competitive. In contrast, they highlight their ability to do it all. “We use words like ‘one source,’ ” he says. “We’ve repositioned our brand to find a niche market — which is that we can help you with your fire alarms, your access systems, your building management systems and so on.” Behind the company’s rebranding was a drive for new customers, Borges says, and the Internet is the hub of their marketing strategy. They introduced a new website and try to be as active as possible online, aiming always to appear in the top Google search results. “If you’re not on social media, not being visited, not getting ‘likes,’ then Google doesn’t rank you favourably,” he says. Over the years, they’ve found broadcast marketing — for example, sending out thousands of emails or faxes — to be inefficient and wasteful, Borges says. Today, they focus on targeted databases. In addition to their file of existing customers, they purchase databases and acquire directories as members of boards of trade. They also advertise in trade publications join associations, such as CANASA, and attend networking events. At Vancouver-based BMS Integrated Services, the sell focuses on the delivery and technical skills of its employees, says Brady Carthy, vice-president of sales. The market has always been competitive, he explains, but the delivery of large integrated systems is becoming far more complex, requiring a level of networking and IT skills not found in a traditional integration company.

“Anybody who’s trying to repeat what someone else has done without being innovative is probably not going to last too long.” — Adam Buschkiel, Energy Security and Audio

it daily, people would get annoyed. We want to create awareness; we don’t want to be annoying.”

“I know the influencers I’m trying to target will at least know about our latest successful security project.” — Virgil Reed, Reed Security When Mississauga, Ont.-based Canatech One launched its new marketing campaign last fall, one of its chief goals was to rebrand the company as an “umbrella” security provider, says Anthony Borges, director of marketing. Many companies focus on one

“You have to think and act almost like an IT services company. It’s become so technical. So there’s an emerging gap between a traditional security integrator and somebody who’s delivering an IT-driven, IP-based system at a large site,” he says. “That actually reduces competition because there are only a handful of companies that deliver such projects. If you can successfully complete those projects, that’s how you market the company and grow.” Most BMS customers are enterprise class, Carthy says, so mass marketing doesn’t work well. New clients are usually acquired through word of mouth and referrals from customers and industry contacts. They also have business development and sales engineers who go out and work with clients. “But it is targeted to specific clients and verticals.” The company has a limited social media presence, he says, because many clients — which include health-care providers, airports and utilities — don’t want information about their security systems publicized. “Their trust and confidentiality is paramount. So, we’re exploring what the right balance is, between

putting information out there and engaging clients like that,” he says. “There is a right balance, but we don’t know what that balance is yet.” They aren’t currently concerned about social media at Ottawa-based Sunotech Canada, either. General manager John Gillen says it is a small company and promotes a “direct contact” approach. “You can talk to us. We allow our customers to contact us directly and get answers on the spot,” he says. “And I think that sets us apart from others.” Gillen says new business comes mostly through word of mouth and referrals from clients and suppliers. They also do some magazine advertising, mostly in client-based publications. The company, which does a lot of government and policing projects, has a website but has stayed clear of social media.

“You can talk to us. We allow our customers to contact us directly and get answers on the spot.” — John Gillen, Sunotech Canada “Most of the agencies we deal with frown on our using it because we deal with a lot with high-security organizations. They don’t say, ‘don’t use it,’ but we read between the lines,” he says. The industry has become more competitive, Gillen says, as a result of the economic downturn. Until about five years ago, organizations issuing requests for proposals would often indicate the lowest bid would not necessarily win. In the last few years, that line has been omitted. Edmonton-based Energy Security and Audio Ltd. (ESAL) tries to rise above the competition by creating a strong community presence, says Adam Buschkiel, president and CEO. The company donates $20 to the YMCA for each new monitored agreement and gives a discount to customers who give them clothing for the Salvation Army and other charities. On Family Day, they throw an annual event with artists and singers to celebrate everyone’s efforts. “It’s unique. There are some 80 alarm companies in our area, so it’s a tough market,” he says. One effective way they’ve found to get new clients is partnerships, Buschkiel adds. They work with many homebuilders, who help promote their company. They’re also on social media sites, which can produce outstanding results. With one promotion on Facebook, he recalls, they sold 300 portable audio speakers in 45 minutes. Buschkiel says the market is extremely competitive, and the business is changing rapidly. “Products are improved, and the way we reach out to the public is different. So anybody who’s trying to repeat what someone else has done without being innovative or creative is probably not going to last too long,” he says. Borges agrees that companies must be willing to use a variety of marketing strategies. Recently, in fact, his marketing team was talking about doing a snailmail campaign. “You can’t discount that. If there’s an important customer you’re trying to woo, why not send him a letter, a professionally-written letter, with a nice signature on it?” he says. “It’s such a nice thing, if you think about it, to receive a letter.” Linda Johnson is a freelance writer based in Toronto.

@SecurityEd • March 2014 25

Loud and clear Utilizing public address systems to enhance mass notification capabilities By Michael Zuidema

reasonable argument could be made that the first public address systems were created by the Ancient Greeks, who constructed massive amphitheatres with acoustics that ensured the back rows could hear the action just as easily as the front. The technology of public address systems may have advanced considerably over the centuries, but the need for clear and effective communication with a large audience remains the same — especially during emergency situations. Public address systems continue to be a hot topic when it comes to safety and security. According to a 2013 study by IMS Research, the mass notification market is expected to expand by 30 per cent and pass the US$2 billion mark by 2017 in North America. Mass notification hardware includes giant voice systems, notification devices connected to fire and life safety systems, blue light emergency phones and, of course, public address systems. That research is buoyed by the growing number of public address speakers that can be found in places like college campuses, healthcare facilities, corporations, municipalities, parks, beaches, stadiums, airports, subways and bus terminals. McMaster University in Hamilton, Ont., for example, recently added more than a dozen blue light emergency phones with integrated public address speakers to its existing infrastructure. The move will strengthen the university’s ability to communicate with the campus community, both indoors and out, and they’re certainly not alone in making that kind of investment. When an emergency occurs, it’s vital to have a method in place that provides clear and effective contact with your intended audience. Not that long

ago, it might have been common to find a single, massive amplifier located in the centre of a campus setting that distributed messages over a large area and occasionally would be jokingly referred to as the “voice of God.” While there remain rare instances where that approach can work, it’s far from the best way to reach large groups of people. Common problems include volume that is loud but hard for people to understand and limited sound zones that arise due to differences in the landscape. Instead, there are a number of important factors that must be understood to guarantee that not only is your message understood, but it’s being disseminated in the most productive method possible. By putting in the requisite amount of time and research on these topics, you can be assured that you’ve implemented the right means of communication during an emergency.

Adopt a multilayered approach In order to establish the safest environment possible, a quality public address system should only be one piece of the security puzzle. It’s important to incorporate additional security measures for a complete mass notification plan, including blue light emergency phones, email and text message capabilities, social media (Facebook, Twitter) updates, RSS feeds, paging systems and intercoms. It’s the surest way to guarantee that all of the bases are covered and you’re providing a comprehensive emergency communication solution.

Intelligibility is essential What good is a message if no one can understand it? Alerts that contain too much static, sound tinny or are muffled have a major negative impact. According to the 2013 version of NFPA 72 Chapter 24, an important standard in mass notification, “it is important to provide a distributed sound level with minimal sound intensity variations to achieve an intelligible voice message.” Be sure to understand any national or local codes and regulations that may affect key factors such as intelligibility and installation. In an emergency, the message must be clearly understood by everyone. Time

“The technology may have advanced considerably, but the need for clear and effective communication with a large audience remains the same.” 26 SP&T News • www.sptnews.ca

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wasted trying to decipher directions can be confusing and frustrating, not to mention dangerous. Embrace integration Countless benefits will be reaped by integrating public address capabilities with security solutions like video surveillance, fire alarms, digital signs and more. It’s also extremely important to account for the hearing and vision impaired with extra alerting measures,

like strobe lights or loop telecoil systems. These inclusions also provide additional versatility for first responders regardless of whether it’s an emergency situation or not. Find the best location Be aware that certain formations (buildings, trees, hills, etc.) can impact the sound path. Work with architects and engineers to determine the difference in your indoor needs ver-

sus outdoor needs and how that will determine proper placement. What is required for a parking lot could differ wildly from a dormitory or door entry.

cy. It may even be beneficial to obtain feedback to get a better of understanding of how it’s working and whether or not it is serving your purposes.

Know your audience It’s vital that people know that a public address system exists, but it shouldn’t be overused to the point that important messages are ignored. Consider educating your audience on how the system is used and what to expect in an emergen-

Plan the message To avoid confusion and delays during an emergency, have guidelines in place that spell out who is authorized to write, deliver and send alerts. While events like active shooters and severe weather alerts will be impossible to predict, many others can be penned in advance. Be sure that a standard operating procedure is in place.

“In order to establish a safe environment, a quality public address system should only be one piece of the security puzzle.” Retrofit possibilities If existing hardware and software can be updated with current technology, you may be able to reap some cost savings. However, it’s important to know that decades-old equipment potentially could have a significant impact on a system’s reliability and consistency. If there is old equipment, it has to work when you need it, every time. Test frequently This will seem obvious, but at least once a semester the system should be checked to ensure that everything is in order and works when you need it. Obviously it’s a problem if something turns up faulty or damaged during an emergency. It’s also a good idea not to have volume knobs available for non-security personnel to eliminate the possibility of an alert going unheard. Explore your options A quality public address systems is more than just an intercom. It should provide multiple choices for speaker arrays, wattage, power sources, redundancy, ambient noise control and more. Take the time to discover what is available and what will be the right fit for your location. The times and technology may change, but the basic need to communicate effectively with others remains the same. By doing the requisite homework and studying up on all the options, you can ensure that you have obtained the right public address system. Michael Zuidema is the communications manager for Code Blue (www.codeblue. com).

28 SP&T News • www.sptnews.ca

Selling security to the

30 SP&T News • www.sptnews.ca

By Jackie Andersen

ll retail surveillance systems exist to answer questions. Where did the merchandise go? Was it scanned? Was it stolen? Is my cashier sweethearting? Does that person look suspicious? Was that slip-and-fall legit? These questions traditionally fall into three buckets: Loss Prevention (LP), theft and liability. Video is used in a forensic and reactionary way, except for those few-and-far-between retailers lucky enough to have the budget and staff for live monitoring. It’s been this way for decades, as retail has been entrenched in analogue CCTV. Yet, despite the fact that retail is one of the last vertical markets to shift from CCTV to digital IP video, retailers are pioneering the use of IP video analytics and cross-functional intelligence to deliver valuable video context to retail stakeholders. With IP video and analytics, technology can answer questions that were never asked before: How many people are in the store? Where’s

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the most trafficked part of my store? Was the item scanned the one that actually went in the cart? When is the right time to open more cash registers? Why are my sales so slow? The trick is to transform video surveillance into a proactive, rather than reactive, tool.

Business analytics Those same security-camera systems can also be used for business analytics, which is an automated process that looks at the behaviour of people in a space. We can see how people navigate the store, where they dwell, when there’s a spike in shoppers and so on, all in an effort to boost conversation rates — i.e. people in versus sales out. For the marketing department, this video data

can assess the effectiveness of signage, the attractiveness of specific promotions and even whether products are placed properly in a store. For example, end caps are always considered prime real estate, often leased to a brand. If a store can prove that a certain end cap is more trafficked than another using heat map analytics, it could charge the vendor more for that space. Areas represented in blue show little to no activity, while red means an area is well travelled. This generates hard data that can be used to assess the ROI of each area or display, and to build relationships with manufacturers based on performance. Conversely, using dwell-time analytics, if customers are pausing at the end cap but not buying, perhaps the space isn’t

Smarten T

he good news for many retailers is that adding advanced analytic capabilities doesn’t require wholesale replacement of existing cameras. The move from analogue to IP can be made in manageable and economical steps. All-IP systems with HDTV-quality, wide-angle, intelligent network cameras connected to sophisticated VMS and analytic software is the preferred choice in retail environments. However, dumping the analogue investment and going all-IP isn’t always feasible. This is where building a migration strategy can help smarten up a dumb analogue system while providing IP benefits in a cost-effective and practical approach. Video encoders and Ethernet-over-coax converters allow retailers to utilize existing analogue infrastructure and equipment. The trick is leading with the correct solution for your customer. Video encoders give analogue cameras a brain by digitizing the signal and then connecting it to a VMS software engine running on a new server. Today’s encoders can also improve image quality through de-interlacing and imaging technology. This is a great strategy for retailers who have working analogue cameras or cannot rewire their entire store, yet would like to add intelligence to their system. The analogue signal is digitized and intelligent analytics can run on a new

32 SP&T News • www.sptnews.ca

being used effectively or the product marketing is ineffective. The store can try a different product, price or promotion and assess whether more people pause at the display and pick up a product. These analytic programs — which come from a number of different software vendors on the market — can run on the server or, with today’s intelligent IP cameras, even inside the device itself, like an app on a smartphone. And while the marketing department may use analytic data to analyze patterns over the course of time, store managers could use similar apps in real time to manage staff levels. For example, a heavily travelled area full of small expensive items may require additional

server, setting them up for the future. And, as a bonus, they can now add new network cameras in places they haven’t had coverage before. While encoders are the gateway to intelligence, Ethernet-over-coax converters are the next step in migrating to IP. The same blade chassis used to house video encoders can be re-used with new converter blades. The new VMS server is connected to the blade converter, which then connects over coax to the secondary converter dongle, and then into a new IP camera which offers great image quality and intelligent features. Moving to intelligent IP isn’t all or nothing. Don’t always lead with an all-IP video solution, or you could lose the sale altogether. Examine the customer’s environment, listen to their needs and then present the proper technology solution.

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personnel to help move merchandise and ensure theft is reduced. It can also help set efficient schedules. For example, one big-box chain discovered that traffic was light from 2:00 p.m. to 5:00 p.m. during the week, yet peaked from 12:30 p.m. to 2:30 p.m. each weekend. By altering its employees’ hours, the chain actually reduced its costs while improving customer service.

Managing the shelves Video analytics can also help stores maintain product levels on shelves. The goal is to replenish low stock before it becomes out of stock, in real time. Consider the jean wall, a common feature in clothing stores. Analytics can monitor the size of the stack of jeans in each shelving bin, measuring the jean piles as a blob of pixels. If the stack containing size 28 Women’s Long jeans drops below a certain pre-defined height set by the store (representing three pairs, for example), a restocking alert can go out to store staff. Beyond customer satisfaction, restocking, stockouts, on-shelf availability, promotional compliance and planogram execution are all video context analytics merchandising teams would love to have. Using video content analytics in conjunction with heat mapping can then help store managers get inside the minds of their customers and design their stores to tell a story. Once the customer picks up a pair of jeans, does she typically head to the accessories table? This data could tell a retailer to place a mannequin beside the table wearing the perfect top to match the jeans and belt the customer just picked up. Adding analytics to a store staple such as the

SECURITY

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The omni-channel experience Analytics turn IP systems into a cross-functional tool that gives video context to what’s happening in the store. It can provide a living picture of the retail space. This allows retailers to curate their stores, creating a 360° view of the shopping experience.

“Using video content analytics in conjunction with heat mapping can help store managers get into the minds of their customers.” Even better, it opens up new retail models. For example, a customer walks into a store, sees something he or she likes, and scans the associated QR code with a smartphone to check online prices and reviews. This is called showrooming. To prevent the loss of that sale, video analytics can alert store staff that a customer is “dwelling” at a specific display and may require assistance (or might be thinking about stealing the item). The staffer then has a chance to close a sale that would otherwise have been lost — or stop a potential theft — all in an effort to reduce loss through exceptional customer service. This ability is the first step in creating an omni-channel environment. Omni-channel is the

promise of a retail future in which shopping is consistent across the store, website, social media platforms and marketing. The product, price, availability and shopping experience should be consistent for the customer. For example, if bricks-and mortar stores lose a sale, it is often because the product is out of stock. In a multichannel environment, an associate can source the item and fulfill it from another location. In the future, a video or online stock check with other stores could visually confirm that a product is, in fact, in stock at the store two towns over. Omnichannel retail helps reduce stock status as a bricks-and-mortar sales deterrent. Taken together, these measures can help stores understand the path to purchase. Essentially, this is assessing how many people entered a store, how many were converted to sales, and how they got from the door to the checkout. A grocer may put taco cheese and tomatoes close together as a point of inspiration in the hope that a busy parent will see the display and decide to make tacos that night. Or for Super Bowl Sunday, Doritos are placed next to the chicken wings, for obvious reasons. Analytics will determine if those retail inspirations paid off. The goal is for retailers to be strategic in their use of analytic camera technology. Utilizing data to supplement the customer experience is the best way to create a profitable shopping experience. And, if retailers were late to the party, they are certainly moving quickly now to enjoy the benefits of IP analytics. Jackie Andersen is the business development manager for retail, North America, at Axis Communications (www. axis.com).

SHINE THE SPOTLIGHT

on an integrator making a difference

Integrators are the engines that help drive the security industry forward. Help us recognize excellence, ingenuity and customer service and nominate a shining example for Integrator of the Year 2014. Full details are available at www.sptnews.ca/integrator-of-the-year.html www.sptnews.ca/integrator-ofor contact Neil Sutton at nsutton@annexweb.com

Security Products and Technology News

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How integrators can provide a full suite of security options to hotel operators p. 34

Q&A with Daniel Demers Reliance Protectron’s president on the impact of home automation on the residential alarm market and what he thinks about Rogers p. 62

Submission Deadline: June 27, 2014

Alan Dawes, facility general manager, Carillion; Dave Trudel, president, Marcomm Systems Group; and Geordie Seed, director of sales and marketing, Marcomm Systems Group help keep the security tight at Toronto’s Forensic Services and Coroner’s Complex.

Integrator of the Year 2013:

Marcomm Systems Group From autopsy suites to a ballistics lab, Marcomm installs a security system in the challenging and complex environment that is the new Forensic Services and Coroner’s Complex in Toronto

p.52

Product Previews The latest in security technology

p.59

By Neil Sutton

Sponsored by:

Physical Access Control – A Technology in Transition Anixter Canada

Physical Access Control Systems (PACS) are designed to restrict access to a specific area. PACS controls who goes where and when a secured area can be accessed. This market is now going through a transition. Anixter can help you by working with you to choose the right solution for your application. www.anixter.com/northamerica/us/en.html

Wireless Lock Technology

IP Appliance-Based System

Access Control Management Software

ASSA ABLOY Canada An innovative new approach to online access control provided by ASSA ABLOY Group brands ADAMS RITE, HES, MEDECO, SARGENT and SECURITRON, Aperio technology is a global wireless platform that utilizes local wireless communication between the lock and a communications hub to connect to an online electronic access control system. This offers facilities an easy, affordable way to expand the reach of existing access control systems and secure additional openings. www.assaabloy.ca

Interlogix – United Technologies

Keyscan

38 SP&T News • www.sptnews.ca

The award-winning TruPortal offers an IP appliance-based access control system integrated with the TruVision line of video products that is designed for small- to mediumsized commercial buildings. The easy-to-install system features a browser-based interface. An iPad app enables users to remotely monitor system activity and perform basic administrative tasks. www.interlogix.com

With a vision and focus on innovation Keyscan is proud to release Keyscan Aurora, the next generation of access control management software. Key benefits include: support for 45,000 credentials (with expansion to 90,000); 10 assigned groups to a single cardholder; multiple credentials assignable to a single user; unlimited user-definable fields; and a new multi-threaded communication structure. www.keyscan.ca/Aurora.html

Access Control System WatchNET

WatchNET Access answers the security industry’s call for an easy to install, user-friendly access control system. WatchNET Access Security Management System is flexible, easy to configure and easily customizable to meet every operator requirement. Event pop-ups on the software screen for specific events ensures that the operators are extremely comfortable using the system as per their job responsibilities. www.watchnetinc.com

Product Previews

The latest in security technology Airfield protection

Outdoor PTZ cameras

JETProtect

Videotec

EntraPass v6.01 features an integration with the cross-platform, open architecture exacqVision video management system (VMS) from Exacq. By integrating the exacqVision VMS with the EntraPass v6.01 access control system, customers can now view, manage and play back video linked to access control events, as well as perform traditional access control functions such as lock and unlock doors, through a single platform. Along with exacqVision, EntraPass v6.01 also integrates with American Dynamics DVRs and NVRs and DSC PowerSeries and MAXSYS intrusion alarm panels.

An automated safety and protection product, ActiveSentry is comprised of three layers to protect and take action against airfield threats: cSENTRY, part of the ‘ground’ layer, provides continuous monitoring of up to seven square miles by fusing radar and camera sensors to perform uninterrupted surveillance in day, night, smoke, fire, fog, rain or snow. Cortex site software, the second layer, is the brain of the operation and is hosted on a 1U Blade EDGE server. Cortex communicates with multiple cSENTRY’s and existing sensors at the airport to form an umbrella of surveillance. Alerts are triggered by Cortex under a set of rules that establish behaviour of detected persons or vehicles in and around the airfield. Lieutenant, the top layer, is the responder portal to receive instant alerts and pictures of the intruders.

These specialist PTZ cameras are designed to meet arduous external conditions, such as offshore/onshore marine applications, highly corrosive industrial atmospheres or road tunnels. The weatherproof rating IP66 offers a total protection against dust, high pressure jets of water from any direction and from the most severe atmospheric conditions. These PTZ cameras are available in analogue or IP versions. The flexibility of remote pan/tilt/zoom through operator control, makes it possible to transmit the images over the local area network or the Internet with H.264/AVC compression, compatible with ONVIF protocol, Profile S. The range includes models with Day/Night cameras, and dual vision solutions with thermal cameras, for optimal monitoring in total darkness, through fog, rain, smoke or in the far distance.

www.kantech.com

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Access control software Kantech

www.videotec.com

Call box for harsh environments Talkaphone

This hardened, NEMA 4X rated, call box with a handset is designed for noisy and harsh environments. Typically used at industrial complexes, transit facilities, bridges and similar outdoor locations, the unit features durable marine grade stainless steel construction and additional security with a latching door. The new call box offers extra room to accommodate Talkaphone’s handset emergency phone, which offers privacy during conversation and clarity with a noise-canceling microphone.

www.talkaphone.com

Video encoder

LEADING PROVIDER OF DEALER FINANCING MAJOR BANK AND SECUREX FINANCIAL ESTABLISH MULTI-MILLION DOLLAR FUND FOR ALARM COMPANY FINANCING March 1, 2014 – Calgary, Alberta – Securex Financial Corp (Securex), has established a fund for the purpose of providing capital to alarm dealers. “Securex was instrumental in providing the financing to allow me to buyout my partner. Their program allowed me to retain my independence and grow my business without having to sell accounts into a national competitor’s dealer program.”

“I required capital to grow my account base and fund some of our larger video installations. Securex’s funding program allowed me to do this. Securex has also assisted me with financing for the acquisition of a local dealer.”

Ray Abbas, Owner Supreme Security, Calgary, AB

Garry Posthumus, Owner Hometech Security, Edmonton, AB

“Securex allowed me and my partner to monetize the value of our business in order to establish our retirement fund while retaining the business and the ongoing customer relationships.” Peter McLean, Owner, Carleton Security, Ottawa, ON

Contact: Leonard Sudermann, President and CEO,

Securex Financial Corp.

Office: 403 299-2299 • Email: len@securex.ca

Siqura

EVE is a line-up of affordable click & go video encoders that upgrades an analogue CCTV system to an IP solution. EVE encoders are small, affordable and easy-touse devices that digitize analogue video signals and send them directly over any IP network. EVE supports 960H-enhanced video streams and includes features such as image quality enhancement (motion-adaptive deinterlacing, 3D noise filter, fog correction) and interoperability with third-party systems. EVE comes in three different flavours. EVE ONE lets you migrate to IP one camera at a time. EVE FOUR upgrades four analogue cameras to IP, while EVE 4x4, a 16-channel rack encoder acts as a replacement for a DVR or analogue video switcher.

www.eve.nl

High-speed PTZ cameras Axis Communications

The AXIS Q60 Series, which includes indoor, outdoor ready (-E) and active cooling enclosure (-C) models, now features nine new high-speed pan/tilt/zoom cameras for wide area surveillance in indoor, outdoor and desert-like environments: AXIS Q6042/-E/-C with Extended D1 resolution and 36x optical zoom; AXIS Q6044/-E/-C with HDTV 720p and 30x optical zoom; and AXIS Q6045/E/-C with HDTV 1080p and 20x optical zoom. Features include: 360° continuous pan for wide area surveillance with precision and high-speed panning/tilting of up to 450° per second; and high zoom in combination with high resolution enables detailed surveillance at far distances.

www.axis.com

40 SP&T News • www.sptnews.ca securex SPT April 201.indd 1

2014-03-04 3:11 PM

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Product Previews

The latest in security technology

Dual camera technology MOBOTIX

The Allround Dual M15 camera provides multi-faceted surveillance coverage through its integration of interchangeable sensor modules and dual camera technology. The camera platform itself consists of three units — housing, the front element, and up to two sensor modules — that layer to form a comprehensive solution. The housing includes VarioFlex mount and PT capabilities, spanning up to 360°, as well as weatherproof technology. The sensor modules, each five megapixels, offer increased day and/or night visibility through a wide range of lenses and come equipped with image sensors, microphones and status LEDs.

Duct detector

Potter Electric Signal Company The DDA Analog Addressable Duct Detector provides early detection of smoke and products of combustion present in air moving through HVAC ducts. The DDA is compatible with the PFC-6000 series addressable fire alarm control panels, the Potter Plus panels and any panel compatible with the Potter/Nohmi addressable protocol. The unit uses addressable sensors and control modules, utilizing the Potter/Nomi digital protocol to provide the flexibility needed to tackle demanding applications. This device is built to withstand and function within a wide array of conditions and duct systems.

www.mobotix.com

Single channel encoder Vicon Industries

The VN-901T single-channel encoder changes NTSC or PAL video from any analogue camera into an ONVIF-compliant video stream that can be integrated into most IP video management systems, including ViconNet VMS. The device transmits H.264 high-profile, MPEG-4 and M-JPEG video compression formats with dual streaming. All camera features are supported through the encoder, including PTZ. The device may be powered by either PoE or 12 VDC/24 VAC. Two alarm inputs, one relay control output, 1 PTZ port and a line-level microphone input are provided.

Server and network switch Sentry360

The UB-1 can be used as is or can be reconfigured for a specific application. This single-gang button has two sets of Form “C” contacts which covers almost all electrical combinations required. The faceplate is constructed of cast aluminum and is slightly oversized to cover old plate installation marks. The UL/cUL Listed button offers over 300 different combinations in one package for the price of a standard one configuration button. A Universal Pneumatic Button, Universal Touch Free Button with NoTouch Technology and a 2” Universal Button are also available.

SentryEdge is an ecosystem-driven appliance that allows for flexible video management software options as well as versatile storage options such as NAS, RAID, or other third-party systems. The units are designed for entry-level systems with the mini series, or enterprise class deployments with the pro series. All systems come with solid state drives, Intel processors, and high wattage PoE ports to allow for all camera types. Each system comes pre-installed with sentryView configuration software, which allows users to automatically assign IP addresses, gateway, subnet, image quality and motion detection settings.

www.sti-usa.com

www.sentry360.com

www.pottersignal/com

www.vicon-security.com

Universal button STI

Safety and security portfolio Xtralis

The Xtralis Everywhere (Xtralis-E) portfolio of converged safety and security solutions provides early detection and remote visual verification of smoke, gas and perimeter threats. Among the next-generation solutions are VESDA-E and VESDA Laser Quantum (VLQ) aspirating smoke detectors (ASD), and the ADPRO FastTrace 2E Remotely Managed Multi-service Gateway (RMG) security platform.

www.xtralis.com

Monitoring solution Matrix Systems

The ERWEN-12E 19-inch wall rack enclosure is designed for both form and functionality, especially with the installer in mind. It features adjustable four post rails, a removable hinged wall plate and a reversible glass front door. It works with all standard 19-inch rack equipment and accessories and includes 12 rack spaces, a vented top and bottom, cable routing knockouts, a removable hinged back panel, lockable and removable side panels and features a welded steel construction and a black power coat finish. Its load capacity is 120 pounds; product dimensions are 24.3in (W) x 21.9in (D) x 25.3in (H) and it weighs 61.6 lbs.

Frontier 2010 is a security solution that provides real-time monitoring of access doors and alarm points for local and remote locations of virtually any size. The latest version offers built-in interfaces for Schlage wireless lock solutions. A wizard-based import/export capability allows users to customize data formatting and quantity and is compatible with most popular personnel data software formats.

www.videomount.com

www.matrixsys.com

19-inch wall rack enclosure Video Mount Products

42 SP&T News • www.sptnews.ca

Superior IP Imaging

Choose Bosch for any-sized project with any environmental or lighting condition.

Our solutions

leverage the advanced features of Bosch IP video devices to deliver the best imaging and network performance. Embedded Intelligent Video Analysis provides early risk detection and forensic search capabilities. Content-Based Imaging Technology dynamically re-tunes imaging settings to enhance quality in important scene areas. And, Dynamic Transcoding breaks through the bandwidth barrier to deliver high resolution video playback on your iPadâ€”even within limited bandwidth connections. Learn more at www.boschsecurity.us

Product Previews

The latest in security technology Cable ties

Platinum Tools Bongo Ties are designed to work with cords and cables in applications, such as electronics, IT, hardware and houseware, outdoor sports, and office and industrial scenarios. They include a patented button-type design for a positive, secure closure. They are economical and lightweight and made entirely of environmentally-friendly materials (heavy gauge, natural rubber and bamboo). They are five inches long (127mm), weigh 0.11 oz (3.2g) and have a maximum stretch of approximately two feet.

Video management software WavestoreUSA

The newest version of the company’s video management software, V5.42, delivers new functionality. Surveillance users can leverage a new Quickfind timeline slider to easily access valuable video data for investigations. Customizable camera layouts allow video images to be configured and displayed in a variety of sizes, formats and positions. The client software provides the option to switch from a traditional layout to a free-form structure that enables each operator to configure their preferred camera layouts. V5.42 is ONVIF Profile S conformant and additional options are now supported.

www.platinumtools.com

Enterprise system manager Exacq Technologies

Enterprise System Manager (ESM) is a browser-based health monitoring system for exacqVision video security systems. The ESM server software monitors the health and status of exacqVision servers and cameras on the network. Users can monitor their exacqVision systems via the ESM dashboard interface through most web browsers running on a computer or mobile device. With the ESM application, exacqVision users instantly receive an email notification in the event of system errors or warnings, resulting in maximum uptime of servers and reduced software maintenance time.

www.wavestoreusa.com

www.exacq.com

Device ecosystem Genetec

Security Center (5.2 SR4) provides integration with more than 80 new video devices from 13 technology partners, including many new models from Arecont, Axis Communications, Samsung, Sony and Vivotek. The release follows the launch of new Security Center plugins for partner solutions including Software House C•CURE 9000 access control, Barco CMS video wall, Southwest MicroPoint perimeter detection devices and DSC PowerSeries intrusion panels. Security Center 5.2 SR4 provides support for a number of new encoders, including the Axis M7016 and P7216.

www.genetec.com

Your IP Surveillance Expert Major Features • 5-Megapixel Resolution

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44 SP&T News • www.sptnews.ca Vivotek_SPT_March.indd 1

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FYI

FOR YOUR INFORMATION

COMPANY Allegion Altronix Arecont Vision Assa Abloy Axis Communications Bosch Security CANASA Chubb Edwards CML Security Counterforce Digital Watchdog DSC Genetec Harding Security Services HID Global Honeywell Security J.C. Gury Company Keyscan Kwikset Maxwell Milestone OpenEye Optex Reliance Protectron Rutherford Controls Samsung Schneider Securex Speco Technologies TRI-ED Vivotek WatchNet

PAGE # 21 13 17 27 48 43 19 31 45 16 5 15 18 45 7 1 45 9 34 45 37 11 39 8 22 41 33 40 1, 2 47 44 29

PHONE #

818-937-0700 800-461-3007 800-444-AXIS 905-513-0622 800-668-2482 877-525-4109 866-446-3595 888-888-7838 416-925-7474 800-237-7769 800-467-5875 800-903-3385 888-KEYSCAN 800-472-7336 503-350-1100 888-542-1103 866-711-6111 877-213-1222

800-645-5516 800-398-7282 408-773-8686

WEB ADDRESS www.allegion.com www.altronix.com www.arecontvision.com www.assaabloy.ca www.axis.com www.boschsecurity.us www.canasa.org www.chubbedwards.com www.cmlsecurity.com www.counterforce.com www.digital-watchdog.com www.dsc.com www.genetec.com victor@hardingsecurity.ca www.hidglobal.com www.security.honeywell.com/canada www.jcgury.com www.keyscan.ca www.kwikset.com/wirelesslocks www.maxwellmfg.com www.milestonesys.com www.openeye.net www.optexamerica.com www.protectron.com/careers www.rutherfordcontrols.com www.samsung-security.com www.SEreply.com www.specotech.com www.tri-ed.com www.vivotek.com www.watchnetinc.com

@SecurityEd • March 2014 45 CGury_SPT_Feb.indd 1

12-01-20 9:59 AM

QA &

ICSI began its life, as many successful associations do, as a small group of individuals working together to solve

problems. When it eventually formalized that process in 1977, BICSI was founded as an organization dedicated to serving the information technology systems industry through standards, education, information and support. BICSI now operates in almost 100 countries and serves more than 23,000 professionals. SP&T News spoke to BICSI’s Canadian region director Peter Levoy about why the organization is important to the security industry and about its upcoming conference in Vancouver.

SP&T News: When did you first join BICSI? Peter Levoy: I joined BICSI in 1993 and it was based on a recommendation of a dear friend and co-worker. She told me that BICSI was the organization to be part of if I wanted to remain on top of our industry, both from an educational and networking prospective. She also told me that I needed to get this thing called RCDD which I did in 1994. SP&T News: What is the RCDD and why do you feel it’s important? PL: The Registered Communications Distribution Designer (RCDD) is a globally recognized credential that is awarded to those who have demonstrated knowledge in the design, integration and implementation of telecommunications and data communications technology systems and related infrastructure. That is a mouthful, but seriously, the RCDD credential is one of the highest credentials in the ICT industry. The RCDD is independently tested and there for demonstrating a thorough knowledge of ICT codes, standards and best practices. This credential is important because our industry needs individuals that we can rely on and be comfortable with to design and manage all levels of an information communications technology project. As a result, many government and private organizations require or are requesting that RCDD’s be on staff as part of the bidding criteria.

46 SP&T News • www.sptnews.ca

with Peter Levoy, Canadian region director, BICSI By Neil Sutton

SP&T News: What piqued your interest in the organization and lead to a leadership position? PL: Over the years, I have volunteered and served on several committees and during my time on these committees, I saw firsthand how one individual contributing his or her time could in fact make a difference. I thought that if I can make a difference as one volunteer on one committee, what can I do help guide BICSI through our ever-changing ICT industry if I were to represent the Canadian membership on the board of directors?

“I feel strongly that BICSI members can learn a lot from CANASA and vice-versa.” SP&T News: How has the organization evolved in recent years? PL: I would say that it has evolved in several areas. We have become more focused on our core products and services and as a result, this organization is much stronger financially while producing exceptional educational material. Again, focusing on our core, there has been increased relevance for the RCDD credential within our industry. One other area of evolution for me would be transparency. Over the past few years, there has been a conscious effort for this organization to be much more transparent to us as members and that will continue to evolve as BICSI further adopts methods of communication through social media. SP&T News: Why is BICSI important to security professionals? PL: BICSI has been the association for designers, project managers and technicians to become educated through various publications, best practices and standards that BICSI produces related to the information and communication technology (ICT) industry. With the move to “everything IP,” including video and access control, it is imperative for not only security but audio visual professionals as well to ensure that they are educated on current cabling

and wireless infrastructure design and installation standards. Where can they go for this education and receive a globally recognized credential? BICSI. SP&T News: Does the security industry have any misconceptions about BICSI? PL: I am not aware of any misconceptions but if there are any, it may be due to a lack of understanding of what the BICSI organization is all about. I feel strongly that BICSI members can learn a lot from organizations like the Canadian Security Association and vice-versa. That is why BICSI exhibits at CANASA and they are invited to participate in all of my region meetings. There is a great deal of value in knowledge transfer. SP&T News: How does BICSI collaborate with other organizations? PL: The BICSI board and staff understand that in order remain relevant to its members, they must remain at the forefront of emerging technology trends. One of the key ways to do this is through partnership, association and collaboration with other like-minded organizations. This is achieved through different avenues, attending each other’s conferences and seminars, credential credit sharing, BICSI members sit on various partners’ committees (and viceversa) as well as participating as subject matter experts in different industry publications. A list of partners can be found on the BICSI website and include Cisco, the Telecommunications Industry Association, the PSA Security Network, the Electronic Security Association and InfoComm, to name a few. SP&T News: Is BICSI doing more outreach? Notably, last year BICSI signed a memorandum of understanding with ASIS International. PL: By all means. If there are other likeminded organizations or associations where we are able to further offer opportunities to educate and grow each other’s membership, we will pursue that relationship in an effort to continually add value for the members. SP&T News: BICSI seems to have grown its presence in Canada recently. How have you helped spearhead that change? PL: One of the promises that I made when I was voted in as the Canadian region director was to bring more information

to more members locally. I am happy to say that, with region meeting stops in Vancouver, Calgary, Niagara Falls, Toronto, Ottawa, Moncton and Halifax, BICSI is reaching more of its members with quality presenters speaking on key topics. Other important avenues to grow our presence have been e-newsletters, LinkedIn and Canadian magazine articles. SP&T News: What can attendees expect from the Vancouver conference (held April 27-30)? PL: This conference will bring the best in technical presentations to further their education, state-of-the-art exhibits displaying new products and services as well as providing an environment for excellent networking opportunities. I am really looking forward to the conference and of course, beautiful Vancouver. SP&T News: Has the security industry’s participation in BICSI grown? PL: Yes, security professionals are realizing that they need to better understand IP communication, cabling infrastructure and how it now relates to the security world. As a result, BICSI has many new members that classify themselves as security integrators. Another indicator of the increase in participation is the fact that we are seeing a growing list of security product manufacturers exhibit at the BICSI conferences and there are more and more presentations and breakout sessions related to physical security installation issues. SP&T News: Education has been an important component of what BICSI can offer. What are the biggest drivers of this education and how is it evolving to reflect changes in technology? PL: Education and knowledge transfer is what the BICSI organization is all about. With newer networks like Distributed Antenna Systems (DAS), Passive Optical Networks (PON), and increasing speeds like 40 and 100 Gig, etc., our members rely on the standards, best practices and training publications produced by BICSI in order to remain current in our ever changing industry. These publications, combined with more and more webinars and an ever growing list of available on-line courses are in constant review and revisions and updates are released in a timely manner.

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