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A new start for Allegion

Freshly separated from Ingersoll Rand, the company is ready for business p. 6

Selling security to the small business

How to design and market solutions that meet the needs of today’s SMB p. 24

Q&A with Philippe Bouchard

CANASA’s new president talks about education and accreditation p. 30

Advice for 2014

Product Previews

Leading access control, surveillance and security software companies tackle the questions that will affect integrators in the year ahead

The latest in security technology

By Neil Sutton

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The responses range from practical o get constructive answers, the advice to encouragement to caveats that there starting point is always to ask the are some actions integrators should be taking right questions. — if they’re not already — in order to stay At the beginning of each year, SP&T profitable and relevant. From the responses News forecasts the year ahead by asking the it is clear that a watchword is connectivity physical and electronic security communi— whether it’s through IP-based systems, ty to share their thoughts and predictions. staying in touch with customers and their This year, SP&T asked five companies the evolving needs and expectations, or keeping same three questions, soliciting their advice tabs on a security market that continues to for installers and integrators on challenges, undergo rapid change. opportunities and changes in the market they L_6100CNA_D_key tomight success_SPT_BannerFIN_Canada experience in the year ahead.1/8/14 3:33 PM Page 1 Continued on p.20

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Contents JANUARY/FEBRUARY 2014

www.sptnews.ca Departments

Cover Story 20 Advice for 2014

4 Editor’s Letter 6 Line Card 30 Q&A

PPM, Pivot3, March Networks, Allegion and FLIR outline their predictions for what to expect this year and offer some practical advice for installers and integrators

Philippe Bouchard, president, CANASA

Columns 14 Dispatch Digest

A graduate degree in alarm reduction

By Ron Walters

16 Lessons Learned Selling the integrator

Features

By Victor Harding

16 Fast Forward

24 Big solutions for small business

Unlocking options with IP

By Steve Bocking

How to meet the security needs of today’s SMB

19 CANASA Update

Making the most of home automation

By Scott McNulty

By JF Champagne

26 Network video recorder Toshiba’s ESV4 four-channel embedded network video recorder (NVR) is designed for convenience stores and smaller retail outlets and includes new features and advanced technologies like HDMI output in 1080p high-definition video.

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Mobile incident reporting D3 Security’s D3 Mobile fuses incident reporting, guard tour, dispatch and procedures software with the Apple iPhone, iPad and iPod Nano.

www.sptnews.ca

Keyscan at Security Canada Central Keyscan’s Dave Scott discusses the company’s new Aurora platform 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

http://www.sptnews.ca/Videos

@ www.twitter.com/SecurityEd

Pelco at Security Canada Central Clark Northcott discusses Pelco’s Mobile Product Showcase at the annual SCC show hosted by CANASA

http://www.sptnews.ca/Videos @SecurityEd • January/February 2014 3

EDITOR’S LETTER

By Neil Sutton

Welcome to the Google home A major acquisition by the search giant may have ramifications for the security industry

here were whispers in the late 1990s that a revolutionary search company was coming and it had developed algorithms that blew everything else out of the water. Google, a company not known for its lack of foresight, has since expanded its interests beyond search and browsers into apps, social networking, devices, netbooks, wearable computers, renewal energy, and more. It was therefore only a matter of time before home automation would enter into the picture. It stands to reason that a company that not only wants you to use its search engine, but store information on its servers, wear its technology, watch YouTube (which it owns) and use smart phones powered by its Android operating system may also want to have a hand in how you manage your home. Google announced in January that it would acquire Nest Labs, a Palo Alto, Calif.-based maker of thermostats and smoker detectors for US$3.2 billion in cash. The deal is expected to close in the next month or two. It remains to be seen what Google plans to do with Nest, which was originally started by two ex-Apple employees in 2010. With two major building blocks of home automation already in place, it’s not hard to imagine that home security might be next. In the official press release, Google’s CEO Larry Page says, “We’re excited to bring great experiences to more homes in more countries.” (It’s worth noting that Nest has made its thermostats available in Canada since 2012.) The release also states that “Nest’s mission is to reinvent unloved but important devices in the home.”

Home automation, and more specifically home security, has gone through major change in recent years. Rogers Communications began offering its own home security solution in 2011, bundling it with a raft of other services like cable, phone and Internet. The reaction from the security establishment was initially mixed, but I think the prevailing sentiment has been that the presence of a major communications provider in home security has only served to bolster the market and create greater public awareness. When I interviewed Daniel Demers, president of Reliance Protection, for a Q&A in our October 2013 issue, he said that the entrance of players like Rogers is “certainly more of a plus than a minus.” Likewise, I think that having the Google name attached to home security, even tenuously, is likely to have the same kind of impact. And where Google goes, others are sure to follow. In a recent blog post, Forrester analyst Frank Gillett noted that “Apple, Microsoft and Amazon will want to play a role in the Connected Home. Carriers and telcos have already expanded from competing with security monitoring companies such as ADT into smart home offerings such as Comcast Xfinity Home.” Of course, no one truly understands Google’s intentions other than Google. It tends to invest in products, concepts and industries that may bear the greatest fruit years later. But if you’re searching for a home automation solution, it’s a safe bet that Google will provide an answer.

“Where Google goes, others are sure to follow.”

@SecurityEd

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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.

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Avigilon acquires video analytics firm

technology, Fernandes says the decision had to be ancouver-based Avigilon capped a busy made as to whether Avigilon would develop its own 2013 with a Dec. 31 announcement that it technology or acquire another company’s. VideoIQ would acquire video analytics firm VideoIQ stood out from the pack as a viable for US$32 million. acquisition target, having the right mix The deal is designed to take advanof revenue, robustness and technology, tage of what Avigilon president and according to Fernandes. CEO Alexander Fernandes says is the VideoIQ is headquartered in growing importance of analytics techBillerica, Mass. Its sales and support nology in the surveillance world. team will be absorbed into the Avigilon Fernandes says he anticipates furorganization, which employs more than ther growth in the HD surveillance 400 people globally. “We pretty much market, along with a decline in anahave a home for everybody that’s there,” logue technology — a trend that will Alexander Fernandes, says Fernandes. continue for the next five or six years. Avigilon Initially it will be “business as usual” “Beyond that, I see the next real wave of for VideoIQ, says Fernandes, but over time its techtechnological innovation to be in the area of video nology will be integrated into Avigilon’s. Avigilon analytics,” he says. “One of the major fundamental most often sells directly to integrators whereas problems in video surveillance today is the lack of VideoIQ made its product available through distriquality of data.” bution. The company will examine those channel In order to capitalize on a rising tide of analytics

Huronia Alarms buys nearby locksmith

(From left): Roger Gagne and Kim Gagne of Blue Mountain Lock, Key & Safe with Rob Thorburn Jr., executive vice-president, Huronia Alarm & Fire Security Inc.

idland, Ont.-based Huronia Alarms has acquired Blue Mountain Lock, Key & Safe, a locksmith company located in nearby Collingwood. “We are very pleased that Roger and Kim Gagne have agreed to join the Huronia family,” says Kevin Leonard, president of Huronia Alarms, in a company statement. “The locksmithing services they provide for residential, commercial, industrial and property management customers was a natural extension of our security, fire and safety, and home theatre wiring and installation businesses.” “Our relationship with Huronia started many years ago,” says Roger Gagne, president of Blue Mountain Lock, Key & Safe, established in 1977. “So having worked with them we knew that they had the same business philosophy and values as we do.”

SP&T News • www.sptnews.ca

relationships and “if there are any channel conflicts or redundancies, we’ll make some adjustments as we go, but we’re not really looking to make any radical changes out of the gate,” explains Fernandes. Fernandes says that most of Avigilon’s growth will continue to come organically “but we don’t want to become so myopic that we ignore potential strategic acquisitions.” In November of last year, Avigilon announced it had closed an equity financing deal that provided the company with approximately $69 million for “general corporate purposes” and “potential strategic acquisitions.” Avigilon also recently unveiled a new partner program available to its global network of resellers and systems integrators. The program is structured in a tiered system (silver, gold and platinum) with partners categorized in terms of average annual sales volume, credit history and training certifications.

Allegion completes spin-off from Ingersoll Rand

little less noise from other entities inside a larger conim Eckersley, president of the Americas glomerate.” region for Allegion, says the company will hit Ingersoll Rand operates a number of the ground running following its businesses, including HVAC, temperature separation from Ingersoll Rand. control systems for the transportation The spin-off of Ingersoll Rand’s secuindustry and golf carts. rity business was first announced in Dec. Little will change from the customer 2012 and was officially completed a year perspective in terms of the relationships later on Dec. 2, 2013 with the first day of they had with Ingersoll Rand personnel, he trading under the new name Allegion. adds. “Those business cards are going to Overall, Eckersley says that an immechange to Allegion business cards but our diate advantage of the spin-off is the ability people are going to stay the same, our stratto control and allocate resources outside egy, for the most part, is going to stay the the confines of a large corporate parent. Tim Eckersley, Allegion same, with the exception of the opportunity “Obviously we are now a focused security to accelerate some of our growth initiatives.” company,” says Eckersley. “It’s a focused effort with a

Videofied forges partnerships with Canadian providers

ideofied’s MotionViewer wireless PIR motion sensor is now available in Canada through Tri-Ed Distribution. According to the company, the battery-powered MotionViewer installs like a typical wireless PIR with a 500 foot RF range to the alarm panel with no power wires or Ethernet cables. Videofied also provides smartphone interactivity with remote arm/disarm and look-in to the cameras. The company states that its preferred indoor monitoring partners will monitor an indoor Videofied alarm for the same price as a traditional blind alarm system — dealers do not pay a premium for video verification. Videofied’s partners in Canada include Lanvac, API, SecurTek, Security Response Center (SRC), DSI and Huronia.

Videofied has also partnered with Telular to provide cell communications for the Videofied 630 IP alarm panel. The Videofied 630 panel has two communications paths: Ethernet and/or the cell network using the Telular SIM card. The dealer cost of the indoor cell plan from Telular is approximately $6.00 per month. Telular’s new SIM card provides pan Canadian coverage on all of the major carriers including Rogers, SaskTel, Bell and Telus. In addition, the new Videofied smartphone app allows property owners to use their smartphone to arm/disarm and provides remote viewing through the MotionViewer cameras. Videofied states that it is “now mainstream, providing greater value and faster police response at the same cost to dealers as a traditional burglar alarm.”

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LINE CARD ADI offers AV project registration to dealers

According to ADI, participating vendors include DI recently announced it is offering AV project BenQ, Speco Technologies, Aiphone, Middle Atlantic registration to its U.S. and Canadian dealer Products and more than half a dozen others. partners in order to help them generate more Registration has been available since last business in the arena. October and so far the feedback has been “very “We have been doing project registration positive,” says Sturgess. for IP projects for a while — IP and networkADI also recently announced it is now ing — and we’ve had tremendous success,” distributing D-Link products in Canada — the says Scott Sturgess, vice-president of business distributor has made them available in the development for ADI. “It’s something where U.S. since 2012. “One of our goals is, whatever we feel we can help our dealers grow in the we’re doing in the States, we want to make sure commercial AV space.” our Canadian customers have access to that When a dealer is preparing for an AV Scott Sturgess, ADI [as well]. That doesn’t always happen because project on behalf of a client, that dealer can some vendors treat Canada and the U.S. differently, but now reach out to ADI who will help them with the our goal is to look at this as a North American opporturegistration process. Vendor discounts are based on the nity to partner with our vendors,” explains Sturgess. size of the project.

MOBOTIX inks deal with Ingram Micro Canada

“We are excited about the opportunity to expand OBOTIX has announced its full prodour relationship with Ingram Micro,” says Steve uct line is now available through Ingram Gorski, general manager, MOBOTIX, in a Micro Canada. statement. “Ingram Micro offers the business The entire MOBOTIX product suite, resources, geographic reach and advanced including the new M15 with exchangeable technical support needed to further enable camera modules, Q24 Hemispheric Camera, our channel partners to capitalize on the the D15 DualDome Camera, the S15 Double growing demand for our video surveillance Hemispheric Camera and the T24 IP Video solutions in the Canadian market, as well as Door Station, will be available through Steve Gorski, MOBOTIX the U.S.” Ingram Micro’s branches.

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Convergint acquires Ottawa security firm

onvergint Technologies announced late last year that it has acquired FSC, an Ottawa-based provider of physical security systems and services. “We continue to evolve our capabilities to service customers on a worldwide basis, and the addition of FSC’s 38 colleagues strengthens our position in Eastern Canada,” says Dan Moceri, CEO of Convergint Technologies, in a statement issued by the company. FSC was founded in 1982 by Sam Shalaby, the company’s CEO. “Convergint and FSC have partnered together over the past several years supporting each other’s delivery of services across Canada,” says Shalaby in a statement. According to the company, it has a strong federal government customer base, and a ULC listed certified monitoring centre, aspects that complement Convergint’s long-term growth strategies. Schaumburg, Ill.-based Convergint currently operates seven offices in Canada: Vancouver, Mississauga, Ont., as well as five across Alberta.

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Most read stories of 2013

project management capacities. They ode Blue, a Holland, Mich.augment the staff of the dealer and based provider of intercoms really facilitate the overall sale,” he and emergency communicaexplains. tions solutions, is now distributing its There will be some adjustments products in Canada through Anixter. along the way as a result This is the first time of the change, says Cook. Code Blue has made its Dealers may have enjoyed products available in some exclusivity by being Canada through a disone of a handful that cartributor. Previously, ried Code Blue products. they were only available By having a major distribthrough a number of utor carry the line, that dealers and manufacturexclusivity evaporates. ers’ representatives. “That’s a big deal to us, so By aligning with this will be handled very a known quantity like David Cook, Code Blue delicately,” he says. “Some Anixter, Code Blue of our bigger dealers in should be able to extend Canada . . . have worked with us in this its reach in Canada, says David Cook, transition. It’s going to be a big change chief operating officer at Code Blue. but in the end, who wins is the end user.” “Anixter’s name is recognized globCode Blue also recently announced ally, so Code Blue sees that as an a partnership with OnSSI and inteadvantage. We can reach markets that gration of its Help Point emergency we weren’t traditionally able to do communications devices with OnSSI’s through our multi-line selling model. Ocularis video management software, It brings additional exposure,” he says. allowing users to manage video surAnixter’s appeal also lies in its veillance images, access control data, added level of service, says Cook. “We fire alerts and emergency communiheard about how Anixter engages its cation. dealers, how they’re often involved in

SECURITY STATS Security industry mergers and acquisition activity is forecast to grow at a compound annual growth rate of eight per cent to 2017 Source: Memoori, “The Physical Security Business in 2013”

The global market for intelligent devices in perimeter security applications is expected to exceed US$200 million in 2013. Source: IHS

Where did the most interesting security technology developments come from in 2013? Mobile applications

Home automation

16.7%

Analytics

12.5%

Integration/ interoperability

45.8%

Biometrics

8.3%

Source: Conducted in Nov./Dec. 2013 on www.sptnews.ca

10 SP&T News • www.sptnews.ca

P&T News via our web portal, www.sptnews.ca, features news and information about the physical and electronic security industry on a daily basis. These are among the most popular stories posted on the site in 2013 based on the number of visitors they drew. • Marcomm Systems Group awarded Integrator of the Year Posted: Oct. 2, 2013 SP&T News announces that Ottawa-based Marcomm Systems Group is the recipient of the Integrator of the Year award, sponsored by Anixter Canada. • Lanvac buys Maritime monitoring station Posted: May 15, 2013 Lanvac purchases Safe Harbour Security, which operates a monitoring station in Sydney, N.S., in a deal worth approximately $3 million.

• Ingersoll Rand unveils name of new security company Posted: June 18, 2013 Ingersoll Rand announces the spin-off company that will handle its commercial and residential security businesses will be called Allegion. • Polaroid to enter commercial security market Posted: April 16, 2013 Polaroid says it will enter the commercial security video industry and is looking for personnel support as well as integrators to manage their own protected territories. • Rogers to roll out home security in Ontario’s Golden Horseshoe Posted: March 13, 2013 Rogers Communications says it will offer its Smart Home Monitoring product in Ontario’s Golden Horseshoe, increasing its security presence in the province.

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ADT (ADT) $40.20 AlarmForce Ind. (AF.TO) $9.64 Allegion (ALLE) $43.87 Avante Logixx (XX) $0.40 Avigilon Corp. (AVO.TO) $32.00 Checkpoint Systems (CKP) $14.98 Cisco Systems Inc. (CSCO) $22.31 Diebold (DBD) $33.22 Flir (FLIR) $31.81 Gentex (GNTX) $32.76 Honeywell (HON) $90.80 Johnson Controls (JCI) $50.61 Mace Security (MACE) $0.44 Napco (NSSC) $6.31 Richardson Elec. (RELL) $11.56 ScanSource Inc. (SCSC) $41.34 Stanley (SWK) $79.98 Tyco Int. (TYC) $40.97 United Technologies Corp. (UTX) $113.51 Verint Systems Inc. (VRNT) $46.30 Vicon Industries (VII) $3.20 Viscount Systems (VSYS) $0.12

$38.09 $8.66 $40.24 $0.04 $10.75 $10.50 $19.98 $27.59 $22.86 $18.11 $65.54 $30.30 $0.23 $3.31 $10.67 $25.83 $73.77 $29.58 $83.25 $29.67 $2.39 $0.04

$50.37 $12.60 $50.00 $0.42 $32.87 $18.25 $26.49 $35.40 $33.81 $34.15 $91.56 $51.90 $0.59 $6.56 $12.48 $43.65 $92.76 $41.65 $113.97 $46.97 $3.54 $0.15

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Applications Swiss parking lots use virtualized video

Iowa schools migrate to IP video North Tama Community Schools in Traer, Iowa, serve more than 500 students ranging from kindergarten through high school. The North Tama school board recently made the decision to migrate from an older analogue CCTV system to IP video surveillance. Toshiba dealer American Business Phones was hired to move in stages towards a final goal of an all-IP video surveillance solution. The first stage, completed in 2013, called for ABP to only install Toshiba IP cameras in the areas currently unmonitored by the analogue cameras. In the initial phase, ABP installed a total of 24 Toshiba IK-WD14A indoor mini-dome IP cameras in the unmonitored hallways, multipurpose room, cafeteria, and entryways. The IK-WD14A was specified in part because of its wide dynamic range.

Parking Zürich AG operates six parking lots in the Zurich area of Switzerland. Recently it equipped two of its facilities, Hohe Promenade and Hauptbahnhof, with a Geutebruck virtualized video system. The Hohe Promenade parking lot near the old town is a five-storey underground parking facility with 500-plus parking spaces. It has a pedestrian tunnel connection to Stadelhofen railway station and a 24-hour control centre. The multistorey Hauptbahnhof is frequented round the clock by rail users as well as those dropping off or collecting passengers at the nearby long distance coach terminus. A direct link between the two sites enables the video system to be run from both control centres, independently and in parallel, while giving each full access to the other’s systems. The solution runs on five Geutebruck virtual servers on the Hohe Promenade site.

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Feb 24-28, 2014 RSA Conference Moscone Center San Francisco, Calif. www.rsaconference.com March 18, 2014 APA Ottawa Roadshow 2014 Ottawa Conference Event Centre 200 Coventry Road Ottawa, Ont. www.apainc.ca

EET Europarts a distributor of IT products and parts to more than 24 countries in Europe, is using an IQinVision-Milestone advanced IP video surveillance solution to document all transactions, improve customer service, and enhance overall productivity. Its 113,000 sq.-ft. Logistics Center is located in Ballerup, Denmark, where the vast majority of shipments originate, and ships an average of 3,000 packages daily. The company chose to optimize its logistics processes with IQeye network cameras. To view, record and export the video from the cameras, EET Europarts chose XProtect from Milestone Systems. To date, more than 110 cameras are installed and managed by Milestone XProtect at the Logistics Center, with plans for approximately 200 total cameras to be deployed.

Appointments

March 20, 2014 APA Montreal Roadshow 2014 Crowne Plaza Airport Hotel 6600 Côte de Liesse Montreal, Qué. www.apainc.ca March 27, 2014 Canadian Security’s Focus On Series: Financial Security Sheraton Parkway Richmond Hill, Ont. www.focusonseries.ca April 1-4, 2014 ISC West Sands Expo & Convention Center Las Vegas, NV www.iscwest.com April 23, 2014 Security Canada East Sheraton Laval Laval, Que. www.securitycanadaexpo.com May 8, 2014 Security Canada Alberta Deerfoot Inn & Casino Calgary, Alta. www.securitycanadaexpo.com May 13-15, 2014 Port Secure Ottawa Convention Centre Ottawa, Ont. www.portsecure.ca May 29, 2014 Anixter Showcase Montreal Airport Marriott Montreal, Que. www.anixter.ca

John Plooster

•

Sam Belbina

Code Blue, manufacturer of emergency communication solutions, has promoted John Plooster to director of sales and David Fleming to director of marketing and design. Both report directly to chief operating officer David Cook. Plooster joined Code Blue in October 2012, as the regional sales manager for Central North America. Fleming came to Code Blue in July 2012 as marketing manager. G4S Technology LLC has appointed Sam Belbina to the role of president and Ed Pedersen as senior vicepresident of sales and marketing. Belbina joined G4S Technology

12 SP&T News • www.sptnews.ca

Frank Frederiksen

•

Brian Rowe

in February 2013 as the executive vice-president overseeing business development, marketing and communications. Pedersen was previously at Stanley Security Solutions, ADS Security, and SecurityLink by Ameritech. IP audio and control specialist Barix has promoted Frank Frederiksen to COO following 15 months as vice-president of product marketing and strategy. He reports directly to Barix CEO Ronni Guggenheim. Integrated Microwave Technologies, a business unit within the Vitec Group’s Videocom Division, has appointed Brian Rowe as business development manager

Kevin Ward

•

Jennifer Hughes

for its Intelligence, Surveillance and Reconnaissance (ISR) programs. Linear has appointed Kevin Ward as product line manager in charge of garage door operators, gate operators, and telephone entry systems. Ward is a 15year veteran of Linear, having previously served as engineering manager in the company’s Grand Rapids, Mich., location. Jennifer Hughes has joined Keyscan Access Control Systems as marketing manager - distribution. Her focus will be to manage strategic marketing, branding, communications and positioning initiatives toward the distribution channel.

June 4, 2014 Security Canada Ottawa Ottawa Conference and Event Centre Ottawa, Ont. www.securitycanadaexpo.com June 15-18, 2014 World Conference on Disaster Management Metro Toronto Convention Centre Toronto, Ont. www.wcdm.org June 19, 2014 Canadian Security’s Focus On Series: Retail Security Sheraton Parkway Richmond Hill, Ont. www.focusonseries.ca June 25, 2014 Security Canada West River Rock Casino Resort Richmond, B.C. www.securitycanadaexpo.com Sept. 18, 2014 Security Canada Atlantic Moncton, NB www.securitycanadaexpo.com

LINE CARD March Networks certified by Lenel

March Networks has received factory certification from Lenel Systems International for OnGuard 2013 and 2012 on the latest release of its Command video management system (VMS) software and new 8000 Series Hybrid Network Video Recorders (NVRs). Customers accessing the Command VMS in their OnGuard interface will be able to take advantage of capabilities including live and recorded video display, dual video display on alarm, and complete video playback and pan-tilt-zoom control.

Latitude integrates with Symmetry

Video surveillance solutions provider DVTEL, announces integration of its Latitude enterprise-class network video management system (NVMS) with the Symmetry security management platform by AMAG Technology, an access control, IP video and intrusion detection system provider. The companies say that joint customers will benefit from the integration of IP video surveillance and access control and gain new levels of situational awareness. AMAG’s Symmetry access control system permits users to view live and recorded video from Latitude-managed cameras within Symmetry’s client software, based on events or manual requests.

Rogers opens data centre unit Rogers Communications has announced the expansion of its data centre business in Western Canada and a new operating unit, Rogers Data Centres. Rogers Data Centres has launched with a newly expanded data

centre in Edmonton and confirmed plans to open a Western Canada flagship data centre in Calgary in January 2014. Rogers Data Centres now operates in 14 locations across the country,

servicing more than 870 small, medium, government and enterprise clients. The expanded Edmonton facility adds approximately 6,000 sq.-ft. of newly-constructed raised floor space. In 2013, Rogers acquired BLACKIRON Data, Pivot Data Centres and Granite Networks to expand its data centre and Cloud-based business solutions.

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Tyco Security Products has announced a new global partnership with Alarm. com. Alarm.com will be available in early 2014 on DSC’s IMPASSA series followed by select other hybrid systems for global markets later in the year. The partnership includes a close engineering collaboration to ensure the full range of current and future Alarm.com services are supported. “We look for best-of-breed technology partners, and pairing Alarm.com’s interactive service with Tyco Security Product’s hardware creates a highly attractive package,” says Alarm.com’s senior vice-president of marketing Jay Kenny.

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@SecurityEd • January/February 2014 13 2014-01-23 12:37 PM

LINE CARD Meet the Players David Steele, director of sales, ASSA ABLOY SP&T News: How long have you worked in the security industry? David Steele: On leaving school I apprenticed as an electrician with a security company, which was close to 40 years ago. Working in service and installation I pretty much worked on every type of system there was at the time in fire, intrusion, access control and CCTV. Realizing that my financial future would be better served by getting off the “tools,” I moved into selling security systems and from there I spent the next 20 years in security distribution, owning and managing various companies selling the full range of products across the Americas and Europe. SP&T: How has the security industry changed since you first entered the market? DS: Obviously technology has been a driver with huge changes taking place. The pace of that change was slower than other industries but when it came it happened quickly. With it came a big improvement in aesthetics and, in some aspects, a lowering of the skill level needed to install systems. Conversely, it increased the skill levels needed to install systems properly, making installation a bit of a double-edged sword.

DISPATCH DIGEST

Convergence of technologies has also occurred. In the past it was separate systems for different applications – intrusion, fire, access. Now a variety of technologies are available on most control systems. Perhaps a bigger factor, though, has been in the reduction in cost of the equipment. The other side of the cost reduction was the drastic reduction in profitability of many jobs — you have to sell more now to take home the same amount of dollars than you did before! SP&T: What technology, solution or practice is going to take the industry to the next stage of its evolution? DS: The integration of technology into standard door hardware is a game changer. Consolidating the discrete technologies that were spread around an opening into one unit is the way of the future. Aesthetics, serviceability and labour savings will all be achieved in the future using these type of devices. That translates into more dollars of profitability. You will be able to take that a stage further and add wireless technology with the highest levels of security to these units. This will allow solution providers to expand the systems throughout the facility at a much

lower cost per opening than was previously available. SP&T: Are there any hurdles that the security industry still needs to overcome? DS: Education and improvement of skills levels are a must and a number of the companies and associations within the industry obviously have made this a high priority. I am not in favour of imposing barriers to entry, but there has to be some basic qualifications needed to help the industry perform to a minimum professional standard. SP&T: What are some of your hobbies and interests outside of work? DS: I was very proud to represent Canada at an international sporting level on many occasions as a rugby referee. Nowadays, I enjoy raising animals on the farm I own north of Toronto. SP&T: What is your favourite movie? DS: I can’t say I am a big movie fan. I prefer the HBO docu-drama types or series like Sons of Anarchy. I’m still a big fan of British comedy.

By Ron Walters

A graduate degree in alarm reduction How SIAC is helping the industry to not only reduce dispatches but increase revenue

n the coming issues, this column will serve to educate you on the issues of false alarms and false dispatch reduction. The processes that will be introduced to you, when followed, may reduce your dispatches by up to 90 per cent and at the same time make your service department more efficient. In fact, they even have the potential to increase your revenue and reduce your attrition. However, prior to addressing these effective techniques and processes, you need to understand how they were developed and how the Security Industry Alarm Coalition has the authority to speak to them. In 2002 the four major industry associations came together to form a dedicated organization that would work on the false dispatch issue. These organizations include the Canadian Security Association (CANASA), which has held two seats on SIAC’s board of directors since day one. The other three organizations are CSAA, ESA and SIA. SIAC’s mission statement — “One voice for the alarm industry on alarm management issues” — has

14 SP&T News • www.sptnews.ca

remained valid through its 11 years of existence. SIAC is a unique effort in our industry. It is completely funded by donations from the alarm industry. It is a 501 (c) (6) not for profit corporation, and has no individual or company memberships. What is most special is that we don’t charge the industry, law enforcement or the public for our services. Our staff is made up of former industry professionals who have owned alarm companies and been volunteers in the alarm association arena. In addition, we have retired law enforcement executives to co-ordinate and improve our relationships with all branches of law enforcement. SIAC is an active participant in law enforcement associations such as the International Association of Chief’s of Police, the National Association of Sheriff’s, the State Associations of Chief’s of Police, the Association of Police Communication Officers and others. On the industry side. SIAC works with CANASA, ESA, CSAA and SIA. These four associations each hold two seats on SIAC’s Board of Directors. In addi-

tion SIAC has the ability to respond rapidly to serious issues that threatens a law enforcement response to alarms. SIAC is able to respond as quickly as 24 hours to work with the local industry on how best to educate the police, the industry and the public. SIAC was never conceived to be defensive. Our original mission was to study the false dispatch issue, identify the causes and cures and then to educate all parties on the best solution. While most people’s impression of SIAC is that we fight non-response issues, and we have taken on that mission, but we also continue to study the issues of false alarms and have a strong presence in the education process. So, over the course of 2014 this column will educate you on how to address these issues in your own company. We believe that those that take the time to read all of these columns and apply these proven solutions can reduce their dispatch footprint and will benefit not only financially, but also professionally. Ron Walters is the director of the Security Industry Alarm Coalition (www.siacinc.org).

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LESSONS LEARNED

By Victor Harding

Selling the integrator How to value security businesses with non-recurring revenue streams

have recently become involved in selling more small “integration” businesses. I characterize an integration company as one where 60-70 per cent of the annual revenues of the business are non-recurring revenue items, in particular installation and service revenue. The owner here is not chasing the monitoring revenue as much as the installation revenue. Accordingly, the recurring monitoring revenue (RMR) is a much smaller piece of the business. They exist partly because relying on selling alarm systems alone does not make financial sense any more and partly because commercial jobs can produce good margins. The challenge comes when the owner wants to sell such a business. The owners rightly think their business is worth more than just the alarm accounts in it but getting buyers to pay full value for installation and service revenue is very tough. If you break down the company’s total revenues into its various divisions (i.e. installation, service and monitoring) and apply all the relevant operating costs to each division including the overhead, the monitor-

FAST FORWARD

ing division often comes up as the division making money. Why would a buyer pay good money for a section of the business that is not making money? I recommend that owners get their accountants to do such a divisional breakdown to see how the different elements of their business are really doing. Secondly, installation revenue by its nature is not recurring and depends in many cases on the connections and skills of the owner (not on any key salesman). This is one reason why it is easier for the seller of a small integration company to sell the business if they are prepared to stay on for a couple of years. My experience is that the big national players will not attribute value to the integration or installation part of a business. Buyers for smaller integration firms are usually other small, integration firms looking to grow or a regional or national commercial player that is looking for a new office location. The problem is there are fewer of these buyers, they are harder to find and there is still a valuation to be agreed upon. Integration businesses do sell, and sometimes at

good prices, but the ones that we hear most about are the larger commercial businesses. Securadyne and Convergint in the U.S. have recently bought other integration businesses but the businesses they buy are substantial — $10 million of annual revenue and up. Here are some tips I would give to owners of smaller integration businesses: • Try to do business in a market niche that the buyer can exploit further after he buys the company. • Get help — a broker or advisor. There is valuation expertise required and knowledge of who the buyers in this market are. • Be prepared to end up selling to one of your competitors. • Be prepared to be paid out over two to three years after you sell. • Give yourself lots of time (eight to 10 months) to sell the business. It will take time. Victor Harding is the principal of Harding Security Services (www.hardingsecurity.ca).

By Steve Bocking

Unlocking options with IP How networked systems are radically altering access control design

he era of securing a business with locks and keys is slowly but surely dwindling away. Not only are businesses looking for ways to leverage their corporate networks, but they also see tremendous value in moving to an IP access control system for easier day-to-day management. On top of all the obvious advantages over locks and keys such as addressing lost keys, automating unlocking schedules and tracking door activity, it is now very common for IP access control solutions to be integrated with other management systems — the most common being a video management system (VMS). In fact, there are a few companies now offering combined software platforms for video surveillance and access control, which is commonly termed “unified solutions.” These unified solutions are changing the way property managers control access to their buildings by extending control beyond the typical reception desk. Many once high-end features are now accessible to even small property manag-

16 SP&T News • www.sptnews.ca

ers, such as having system control through mobile smart phones and tablets, visitor kiosks and human resource management systems (HRMS). Mobile access control management: A growing number of facility managers don’t want to be tethered to a desktop PC or laptop to access their security system. Instead, they appreciate the convenience of using apps via their smartphones or tablets when they need immediate access. For the facility manager or security guard who is not always at their desk, a mobile client becomes a powerful tool that lets them interact with the access control system from anywhere. Self-check-in kiosk automation: Visitor management and self-serve visitor management applications are becoming much more cost effective, and thus accessible to a larger customer base. While the pad and paper sign-in process might still be very common, visitor management software offers greater automation and improved tracking by registering all info (often including a photo) from a simple driver’s license or passport scan. Some visitor management

software are even integrated with email applications. Active Directory integration with HR systems: Many organizations have Active Directory as the central access point of their logical business data, but it can also be used to help manage physical access. For example, adding a new employee in the human resource software could automatically create a Windows user account in Active Directory and a cardholder account in the access control system. And the inverse is also possible. Disabling or removing a Windows user account will guarantee the equivalent deactivation or deletion of the cardholder account, thereby ensuring consistency. Ultimately, this integration helps to lower the risks of physical and logical security breaches. These three examples only scratch the surface of how IP access control systems can operate beyond the security desk, but all contribute to greater efficiency and automation. Steve Bocking is the business development manager at Genetec (www.genetec.com).

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CANASA UPDATE

By JF Champagne

Making the most of home automation Cutting edge technologies revealed at CES can tell us about the future of security

wrote a column on home automation in 2011 at a time when I though the technology was about to become mainstream. I believed our industry was well positioned to be a major player in home automation as long as the solutions offered were easy to use, intuitive and leverage smart devices. Quite frankly, I am astonished we have taken this long to get to where we are now. Yes, we have heard a lot of buzz about home automation, and despite growth in this area, our members are telling me that, for the most part, it is still a small percentage of their business. Meanwhile, as I write this, the Consumer Electronics Show (CES) is in full swing in Las Vegas, bringing with it a wave of new innovations. This year’s show brings together a flow of new devices such as smart thermostats, smart light bulbs, and door locks and appliances with intuitive interfaces that not only use smartphones but voice and gesture recognition. Siri and the like are really improving on the voice

recognition front while Kinect on the Xbox360 has shown everyone what we can do with motion sensors. The real question is, where does this leave our industry, both from the perspective of selling and installing products as well as providing services such as monitoring and remote access?

“I continue to define our industry as one that provides peace of mind.” On the sales and installation front, we can be reassured by looking at the trend of self-installed alarm systems. Yes, you can buy an alarm system at Home Depot and install it yourself but people still prefer to have someone else do the installation. Likewise, you can design and buy your home theatre system at FutureShop but there is still a niche market in our industry for custom home entertainment. The margins have shrunk but that should be expected once a technology becomes mainstream.

As for the services aspects of our industry that drive RMR, I am concerned that home automation might not bring the new sources of recurring revenues that we might have hoped for. Yes, Cloud services to control lights and thermostats can bring recurring revenues but it will be increasingly difficult to compete with big consumer brands that provide for remote access to devices out-of-the-box. I am more optimistic that managed services for video, access control and integrated home automation will create new opportunities for recurring revenues. Our existing monitoring stations will be able to leverage their infrastructure and expertise to provide these services as a unique offering. I continue to define our industry as one that provides peace of mind to consumers. We have developed an expertise in this area and we will leverage these new technologies to suit our unique value proposition. JF Champagne is the executive director of CANASA (www.canasa.org).

CMY

Canasa_SPT_Feb.indd 1

@SecurityEd • January/February 2014 19 2014-01-22 11:11 AM

2 0 1 4

Thoughts, tips and trends from the C-suite PPM, Pivot3, March Networks, Allegion and FLIR tackle the questions that will affect integrators in the year ahead Continued from front page

Brian McIlravey, Co-CEO, PPM

What is currently the biggest challenge facing the installer/integrator community? In old style integrations there is typically a simple connection made from one system to another to exchange data or controls. In new age integrations

there is a lattice structure more like a complex molecule with interactions and data flowing simultaneously in a number of directions. Understanding that vendor systems today expect to go beyond A to B connections, integrators need to realize the concept of Interact, Communicate and Integrate. It is beyond running wire and putting up cameras; it’s making systems work intelligently.

What advice do you have for security dealers and integrators for 2014? Understand new age technology. You can’t escape it and we will only become more entrenched and dependent on technology to drive operations and efficiencies. Devices talk. Systems talk. Controls and data are aggregated. Information is intelligently proactively analyzed, interaction, communication and integration is expected. Those that keep up with the curve will drive better business for themselves.

What do you anticipate will have the biggest impact on the security community in 2014? The Internet of things. It seems simplistic to say “the Internet,” however, “the Internet of things” is a concept related to the pervasive use of Internet connected items like computers, tablets, mobile phones and watches, all the way up to refrigerators, cars, buildings, road signs … Basically anything with an

“Systems are no longer A to B. They need to interact.” — Brian McIlravey, PPM

IP address. Obviously, there is an impact on how security systems will act, react, interact, communicate and integrate. There are bold predictions regarding the growth of these Internet-connected things. The Wall Street Journal says that in just over two years, more than 23 million cars will have Internet access and Cisco Systems projects that the average person will have seven Internet connected devices. The main point of this “Internet of things” is to give people and organizations and objects the ability to get at data and to share data. Overall, systems are no longer A to B, they need to interact and communicate beyond simply integrate.

Ron Nash, CEO, Pivot3

“IT professionals look at security solutions as another application to be managed.”

“There’s no doubt that IP video expertise is a must-have for installers/integrators.”

— Ron Nash, Pivot3

— Net Payne, March Networks

as another application to be managed rather than a standalone solution. This trend favours companies that are built to the design, reliability and operability standards of IT professionals rather than older generation security solutions.

technicians with that knowledge costs a bit more and some installers/integrators still do not see the value. At the same time, developing the same proficiency with an existing team of technicians requires training and time spent out of the field. There’s no question, though, that IP video expertise is a musthave for installers/integrators intent on growing their business in 2014 and beyond. End-user customers also continue to push margins lower and lower, which of course constitutes another set of challenges for our partner community. Installers/integrators need to avoid getting caught in “lowest price always wins” scenarios, where they might win the business but lose on margins and make no money.

What advice do you have for security dealers and integrators for 2014? Be ready for growth. Add IT professionals to your support staff. Make sure your partners are providing enterprise IT level solutions. Expect to have a great year.

What do you anticipate will have the biggest impact on the security community in 2014? Overall growth of the segment is the biggest driver of change. Whenever there is rapid growth, there are winners and losers. The opportunity is out there for all of the players to have a piece of the action but they have to step up their game. When they do, they will be handsomely rewarded for doing so.

Net Payne, Chief Marketing Officer, March Networks

What advice do you have for security dealers and integrators for 2014? Our advice to security integrators in 2014 would be based on what we’re seeing our most successful partners focusing on now and into the New Year. • Getting trained up on IP video networking, as it’s clearly the future of video surveillance installations. • Establishing equitable service terms with end user customers. While we might all remember a time when integrators would dedicate any amount of resources to please a customer, and in turn that customer would remain loyal to your business, that’s no longer always the case. Getting terms clear up front will avoid issues down the line. • Limiting the number of product lines your company carries, which allows you to develop in-depth expertise on those products and stay current with upgrades and updates.

What is currently the biggest challenge facing the installer/integrator community?

What do you anticipate will have the biggest impact on the security community in 2014?

The security industry is very healthy since so many organizations see the pressing need for better security. That is putting pressure on the industry to respond. Also, there is a significant technology change going on that merges the security industry products, which historically has been point solutions, with the larger information technology product set. This means the products are more sophisticated and offer higher performance, plus the buyers are increasingly IT professionals in addition to or in place of security industry professionals. The IT professionals look at the security solutions

Increasingly, customers expect their video security will run over their corporate IT network and be managed by their IT department like any other networked application. This obviously impacts both vendors and integrators, and requires that the products we provide are open (not proprietary), can be easily managed, and are easily accessible via mobile devices. There’s also pressure from customers for on-demand integrator services versus the all-inclusive SLAs of the past. This will definitely continue to impact our partners’ business. Customers have

What is currently the biggest challenge facing the installer/integrator community? One of the biggest challenges facing installers/integrators today continues to be their ability to amass technical expertise in IP video networking. Hiring

@SecurityEd • January/February 2014 21

“Users will expect similar experiences from our products as they see from consumer electronic products.”

“Don’t just default to traditional technologies. Look for what provides a unique level of performance.”

— Rick White, Allegion

reduced or even eliminated in-house security administrators/technicians for cost-savings, which puts more pressure on integrators to quickly address and resolve system issues. At the same time, on-demand services have to be handled carefully to avoid frustrations around response times, purchase orders, invoicing, etc. Savvy integrators are using technology — and particularly smartphone technology — to navigate through this successfully. They are also looking to vendors to assist. At March Networks, we’ve responded with applications like our GURU smartphone app, which enables technicians to use their mobile phones or tablets to check product warranty status, do express RMAs, access videos, and use interactive utilities to troubleshoot and resolve system issues much more conveniently and efficiently.

Rick White, vice-president, product business leader, electronics, Allegion

managed, just think how easy it would be to add two to four more doors per job by promoting electronic solutions. That could generate between a 15-20 per cent increase in revenue without installing any more projects than before, without finding and winning any more customers and without driving to any additional sites.

I think the greatest opportunity is expanding electronic access control beyond the standard applications of the perimeter. For instance, consider the president’s office, the data room, the utilities room, labs and others. With wireless access control, you can connect elevators and parking gates. Since 90 per cent of the openings in the market are still purely mechanically

22 SP&T News • www.sptnews.ca

Bill Klink, vice-president, security & surveillance, FLIR Commercial Systems

What advice do you have for security dealers and integrators for 2014? Embrace new technologies like wireless to expand the options for your customers with the ultimate goal of adding new openings to the scope of your projects. With wireless savings, integrators can help facility professionals extend the reach of their card-based systems at a cost that used to include extra materials and increased labour. Wireless helps migrate the present access control system so that it can be used for more doors as well as mobile mustering, remote areas, gates, elevators and other unique applications that have been heretofore impracticable to install or too expensive. In addition to providing a system that is easy to administrate, wireless solves the many installation restrictions one has in medical, education and historic buildings, including limitations on where you can drill and lay wire. It’s so easy to use wireless in such facilities plus new applications can be added as budgets become available.

What do you anticipate will have the biggest impact on the security community in 2014?

What is currently the biggest challenge facing the installer/integrator community?

— Bill Klink, FLIR

End-user customers will be more demanding about the solutions we provide as an industry. Advances in consumer electronics and ease of use platforms will become a growing requirement. Security will always be the key driver, by definition, but users will expect similar experiences from our products and systems as they see from consumer electronic products. The technical IQ of customers is increasing as we see the proliferation of connected products in all areas of our lives. The customer will demand the same connectivity and convenience from our industry. In a related issue, more security system decisions are being made with input from the IT department, creating desire for the convergence of physical and logical security access control. IT wants strong authentication credentials. Contrary to proximity and magnetic stripe, smartcards go through a challenge and response sequence to initiate conversations with the network. Communications are encrypted using industry standard encryption techniques.

What is currently the biggest challenge facing the installer/integrator community? How to maintain or increase profits in a quickly changing industry. As technologies mature, they become more widely available, through alternate channels and generally for lower cost. The installer/ integrator must create more value by offering services and products that are more unique.

What advice do you have for security dealers and integrators for 2014? Work with your manufacturer partners more closely. They can help give you an edge. Don’t just default to traditional technologies or solutions — look for what provides a unique level of performance while also being more reliable.

What do you anticipate will have the biggest impact on the security community in 2014? Cloud service is a hot topic now. The consumer market is seeing big benefits from this, and if done right it can bring those same benefits of simplicity and lower cost/management of ownership to the larger commercial customer.

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for small business

With so many Canadians working for small and medium-sized enterprises, it makes sense to tailor security solutions to their needs By Scott McNulty

hen it comes to crime, size doesn’t matter. Criminals seek opportunity, and that is just as likely to present itself at a small to mid-size retail or commercial enterprise, as it is with a larger one. Small businesses can be especially vulnerable because they don’t typically have the resources to guard against crime. Research from the U.S. Small Business Administration (SBA) found that less than half (48 per cent) of approximately 400 small businesses surveyed had any security measures in place, nor did they report some crimes, such as employee theft. Crime can be an expensive proposition for a small business. On average, burglaries cost businesses nearly $2,000, while shoplifting weighs in at more than $20 per incident. Small and medium businesses make up the lion’s share of operations worldwide. According to a recent report from Industry Canada, small businesses employed more than 7.7 million Canadians in 2012 — about 70 per cent of the overall private labour workforce. Moreover, 98 per cent of Canadian businesses have less than 100 employees. So in reality, small business is big business and runs the likelihood of encountering many of the same security-related issues. The headlines are filled with tales of smaller businesses that have fallen victim to opportunistic criminals. In a recent theft spree in two U.S. states, thieves targeted car dealerships, stealing wheels and rims from dozens of vehicles. In response, businesses such as these will often look to install a combination of video, intruder alarm and maybe even access control systems that can provide them with the ability to react in real time or at least respond after the fact with video that the police can use to identify the criminals or help make the case when the thieves are apprehended. The drawback, however, has been that small businesses often don’t have a dedicated individual on staff to monitor video, respond to alarms and stay on top of the latest developments with the system themselves, let alone be responsible for training others. The same person who may be responsible for security may also be the one who is selling the cars, greeting customers, writing up loan agreements or even managing the business. And when a business does invest in security — installing a few analogue cameras aimed at the lot filled with new cars, alarming the doors or putting in an access control system so employees can swipe a card to enter the building — the systems often aren’t integrated, so if there is a problem, someone would likely have to sit down and manually view the video, then access the card-based system data or the alarm information separately, comparing the time stamp to see where it all fits together. Another problem has been that all of this information is often stored on a PC that is vulnerable to viruses and hacking. It could also be the same machine subject to every day use by employees who

24 SP&T News • www.sptnews.ca

may not be trained on or understand the nuances of the security software that is also housed there. So what alternatives do small to medium business operators have? One option is to invest in the same enterprise-level security solution that larger businesses have adopted. But systems integrators who regularly serve this market know that this is usually overkill for the individual car dealership, the threestore pharmacy chain or even a small town with two or three school buildings in need of protection. These organizations aren’t managing hundreds of cameras or arming thousands of doors or granting access privileges to an army of workers. So the investment could be out of line with current or even future needs. In listening to the needs of small and mid-size businesses, integrators are looking to solve a set of key concerns for their clients: Ease of use, minimal training and the ability of the security system to grow and evolve with the business. While these core requirements change little from a small shop to a large enterprise, the advent of new integrated technology platforms designed for this market offers a robust, yet easy to deploy and manage solution that was traditionally available on a larger scale. Looking again at the car dealership model, the main requirements are a way to monitor the premises, respond to alarms as they happen or after the fact and provide access to employees — ideally all from a single platform. With one platform for the control of video, intrusion and access control, there is just one system to learn and one main apparatus to deal with that isn’t a PC, but rather a dedicated appliance for security. Although they are bringing together three diverse systems, the individual or individuals responsible for security can customize a dashboard so they can move among the different software applications easily, viewing cameras or recorded video or locking and unlocking doors or requesting reports as needed.

And because the software is accessible via a phone or tablet-based app, these individuals don’t need to be on-site, sitting at a particular desktop or laptop to perform these tasks. If an alarm goes off in the middle of the night, the car dealership owner doesn’t need to hurry to his office to see what is happening. Rather, he can sign on to his mobile device and manage the situation in real time. What if it’s after hours but a worker needs to get back into the building? The owner can unlock the door. Or what if a new employee needs an access card created for her? That can also be handled remotely so the manager doesn’t have to be on site to perform the task. And how do you handle an event such as a door being forced open, triggering an alarm? He is able to attach the event to the associated video and quickly play it back to see just what occurred and take the appropriate action. While initial training is needed to get a true understanding of how such an integrated system works, the focus in developing these new products for small to mid-size businesses has been on keeping training minimal and operations simple. And a business, such as the car dealership, need not invest in all levels of security to reap the benefits of this type of system. Initially, the user may want to focus on building a video surveillance solution for his business, but with this integrated product he knows he can also move into access control or intrusion alarms when the time is right. And if he builds an addition to his car lot to house more vehicles, additional cameras can be added with minimal effort. The need for security among all levels of businesses is growing, and now there are solutions on the market that can allow these enterprises to build an integrated system that is just right for them. Scott McNulty is senior product manager at Kantech, part of Tyco Security Products (www.kantech.com).

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IP Video

Fixed network cameras Axis Communications

AXIS Q1614 and AXIS Q1614-E Network Cameras are designed for identification of people and objects in high movement scenes and demanding lighting conditions. With high video performance and innovative installation features, these new fixed IP cameras are suggested for traffic monitoring, city surveillance and industrial applications. The indoor AXIS Q1614 and outdoor-ready AXIS Q1614-E can capture quick movements in HDTV 720p clarity by recording up to 60 frames per second. The cameras also feature Axis’ Wide Dynamic Range (WDR) – Dynamic Capture technology to handle complex environments with extensive lighting contrasts such as when sunlight creates both very bright and dark shadowy areas in the same scene.

NVRs

FLIR Systems DNR300 Series NVRs feature eight integrated Power over Ethernet (PoE) ports, greater bandwidth for turbo processing speed, and a more sophisticated CMS application. Available in eight and 16 channel configurations, DNR300 Series NVRs include an internal eight port PoE switch for quick and simple connection. With a recording bit rate of 80 Mbps, the system supports real-time recording (30 fps per channel) at full HD 1080p resolution in 8 channel mode (240fps @ 1080p). A wide range of the industry’s IP cameras of up to 5MP are fully compatible and automatically discovered by the ONVIF 2.0 NVR with no configuration required.

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5K fixed camera IndigoVision

The Ultra 5K Fixed Camera has an ultra-high resolution of 5,000 horizontal pixels, delivering image detail and wider scene coverage from a single camera. Operators can get an extreme close up through the Ultra 5K’s powerful digital zoom. The IndigoVision Ultra 5K has a cutting edge CMOS sensor with Global Shutter and Wide Dynamic Range. Outstanding image processing performance of 120 Megapixels per second gives six frames per second of video. Fully ONVIF compliant, the Ultra 5K is optimized to work with IndigoVision’s Control Center.

IP cameras

American Dynamics

The new D25, M25 and Q25 5-megapixel IP camera models deliver high-contrast images without motion blur, even in poorly illuminated scenes thanks to a low-light optimization feature. As a result, they are more light sensitive than predecessor models and have twice as many pixels as Full HD. All models feature motion detection. Whether large objects in the foreground or small ones in the background, the integrated MxActivitySensor only records video or triggers an alarm if an important event actually occurs. The motion sensor configures itself automatically; if necessary, it is possible to select the image region and direction of motion of the objects. The three models are weatherproof and operate at temperatures -30°C to +50°C.

The Illustra Flex Series of IP cameras, provide high-definition 1MP and 3MP video with quality low light performance. The high-resolution Illustra Flex box, bullet and mini-domes (indoor and outdoor) include features such as true day/ night, 3D dynamic noise reduction (3D DNR), varifocal lenses and triple video streaming to provide high quality video at all light levels while reducing low light storage requirements. Illustra Flex cameras reduce storage costs by consuming 25 to 75 per cent less storage than many competing models.

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Megapixel IP cameras MOBOTIX

Network video recorder

Toshiba Surveillance & IP Video Products Group The ESV4 four-channel embedded network video recorder (NVR) is designed for convenience stores and smaller retail outlets and includes new features and advanced technologies like HDMI output in 1080p high-definition video, simultaneous recording of four megapixel IP cameras, mobile app support (iPhone, iPad, Android), and free Video Management Software. It is compatible with Toshiba IP cameras and more than 500 other ONVIF compliant IP cameras up to five megapixels.

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Sensor lenses Tamron

The VIDEOJET decoder 3000 and VIDEOJET decoder 7000 are new solutions for streaming video from IP cameras in high quality HD onto large flat-screen monitors or monitor walls. While providing various display options, both decoders are designed for operation without the need for an additional PC or software. The VIDEOJET decoder 3000 enables the display of H.264-encoded video at up to 60 images per second from PAL, NTSC, or HD sources over IP networks. The VIDEOJET decoder 7000 displays high and standard definition video from cameras and encoders.

The company has released seven models of machine vision 2.5 pitch sensor lenses. Designed to match pixel pitch 2.5 sensors, the series realizes high resolution from the centre to the periphery (image height 90 per cent). Six iris blades maintain the same performance as eight blades through a unique iris blade design. The lenses are designed for high durability with optimized focus lock screws for each focal length design.

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26 SP&T News • www.sptnews.ca

Gem’s Transmit/Receive Wireless CCTV Kit Smart Wireless Video 2400-DACWRS

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Product Previews

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Mobile incident reporting

D3 Security Management Systems Based on the Apple iOS platform, D3 Mobile fuses incident reporting, guard tour, dispatch and procedures software with the Apple iPhone, iPad and iPod Nano. D3 customers can extend the suite of security and safety software right to the front-lines, where it can be used for mobile incident reporting and to optimize a physical security operation from the ground-up. Dispatches sent to D3 Mobile, for example, can include footage from nearby surveillance cameras, or information about banned persons who may be in the area.

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These smart analogue PTZ domes (DS-2AF7268 and DS-2AF7264) incorporate a 960H image sensor to capture superior images at a horizontal resolution of 700TVL. The cameras provide enhanced IR illuminators and offer up-to 150m clear visibility in low or zero lighting conditions. Digital WDR and 3D DNR are also supported to improve image sharpness, and provide a more accurate colour reproduction in variable lighting environments. Engineered with a smart tracking function, both domes are able to detect a moving object and track it within the camera’s area of coverage.

Power supply/charger Altronix

The miniature H.264 1-CH video server VS8100 is compact and designed for frontend installations and discreet surveillance applications, such as homes, offices, retail stores, banks, and city surveillance, allowing for migration from an analogue to digital surveillance system. Through VIVOTEK’s video servers, data received from analogue cameras can be encoded by VIVOTEK’s self-developed advanced codec system and broadcast via an IP network for monitoring and recording. The VS8100’s compact size, no larger than a human finger, means that minimal footprint is required to deploy the technology in a variety of applications. The high-performance H.264 compression format is able to reduce video file sizes, enabling bandwidth efficiency maximization and storage capacity optimization.

eFlow power supply/chargers are available with four, eight and 16 outputs. These new models add to the company’s growing line of eFlow enhanced power solutions with more features designed for security, fire and access control applications. These models, via their multiple outputs, can accommodate a broader range of system designs. Key features include built-in fire alarm disconnect, over voltage protection to help prevent equipment damage, low power cutoff to protect stand-by batteries, and more. eFlow is UListed in the U.S. for access control, burglar alarm and fire protective signaling systems, and in Canada for burglar and access control systems.

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@SecurityEd • January/February 2014 29 CGury_SPT_Feb.indd 1

12-01-20 9:59 AM

QA &

hilippe Bouchard is a familiar face in the Canadian security industry, having worked with distributor ADI for almost

20 years. For the next two years, Bouchard will also be recognized as the president of the Canadian Security Association (CANASA) — a position he has earned through active involvement in the organization, both at the regional and national level, for well over a decade. He took over from previous president Don Budden at the organization’s annual general meeting, held during its Security Canada Central conference and exhibition held this past October in Toronto. SP&T News recently sat down with Bouchard to discuss the future of CANASA and how he plans to tackle issues like education, partnerships with other associations and the latest hot-button topic, accreditation through its CASC program.

SP&T News: What are your goals for CANASA during your tenure as president? Philippe Bouchard: My main goal is to listen to the voice of our members. That being said, our goals would be to provide our members with benefits through education and providing more affinity partners. [For example,] we’re working on a deal with a major car provider for our members. (Editor’s Note: the car company has since been announced as Chrysler Canada.) SP&T: What do you bring to the role of president? PB: I’ve been in the security business for 21 years. I’ve always been in distribution. I started with solid training in the SSI 2000 world with the Villeneuve family. After that I moved on to ADI where I’ve been a district manager for 18 years now. For the last 14 years I’ve been part of CANASA and part of the Quebec chapter. For the past six years, I’ve been on the executive and a CANASA board member. I’ve been able to learn at the chapter level, the national level and after that the executive level. But where my skills lie is in customer service. My experience will bring CANASA closer to our members.

30 SP&T News • www.sptnews.ca

with Philippe Bouchard, president, CANASA By Neil Sutton

SP&T: How has the organization changed since you became involved? PB: CANASA has a strong relationship with its members, coast to coast. Our staff at the head office has really, really stepped up compared to 10 to 15 years ago. We’re more people but [we’re also] more qualified. I think our financial resources are a lot stronger than where they were years ago. Also, our new computer system and software, which we invested in over the last two years, really changed the way we are able to get information to our members and provide them a better experience with CANASA.

who are able to give their time as volunteers for the association.

“We need to go back to the basics — to customer service, to provide incentive programs.”

SP&T: In what areas, in your opinion, is CANASA truly excelling? PB: I think our No. 1 success is our expos. We’re expanding into Ottawa [for 2014]. People want CANASA to expand into different regions. If we’re doing great shows, that means we’re very good at networking. CANASA, for me, means networking. So if we’re able to bring vendors, suppliers, distributors, engineers, sales people, alarm companies and integrators to one big event, the word for me is networking. I want people to know that CANASA is good at shows, but behind that is networking where we build relationships and partnerships.

We’re also in discussions with a couple of associations. We’re able to professionally manage CANASA, and other associations want to join with us — it could be locksmiths or other associations that don’t have the manpower or resources to manage their own association.

SP&T: You mentioned the networking industry. Does that necessitate CANASA building bridges with associations that operate in that business? PB: Yes. To give you an idea, we’re going to grow out the Toronto show in 2014 — almost by 20 per cent. The main reason for that is to attract new vendors — companies like Dell, Cisco or D-Link. [We also plan] to have more network training, more data training, more network solutions. That’s part of our plan.

SP&T: What are the challenges facing CANASA? PB: Our biggest issue is, we have a bit of a disconnect with our members. We need to go back to the basics, to customer service, to provide incentive programs. There is especially a disconnect with our education programs — education is part of our plan for 2014. One of our challenges is, there is less time is provided by our volunteers. We have to find a solution and find good volunteers with knowledge of our industry who can truly help us be a better association.

SP&T: What are your growth plans and future goals for the CASC program? PB: CASC is very important to me and CANASA for many reasons. I would like to see faster growth, big time. But those things take time. I truly think the pricepoint was too high — that’s my personal opinion. But in the end, it’s not up to me. It’s a CASC council decision and the CASC governing bodies. They’re already aware of the pricepoint issue. I truly think, with improvements we discussed at our last meeting, we’ll have more members in 2014. I think we’ll have great success with it.

SP&T: Is it difficult to find people with time to spare or to find people who are willing to make that kind of a commitment? PB: Both. I think because of the crunch of margins in the security industry, it means less profit, which means more competition and more work to earn the same money. With the network industry coming into our security world, it means lower margins. You have fewer people

SP&T: If CANASA can make CASC a success, will the organization be able to achieve selfgovernance for the industry? PB: For sure. In Quebec, we have the Bureau de la Sécurité privée. The nice thing is that CANASA is part of it. We sit on the government board, so that’s a big thing. There are some regulations in B.C. and Nova Scotia. I wouldn’t call that self-regulation but I think we’re on our

way up. For CASC in Ontario and the rest of Canada, we’re only in our second year. We’ve got a long road ahead but I think we can achieve self-regulation. SP&T: How does CANASA plan to improve its education component? PB: Right now, we have a full committee of about four or five people that are in the distribution world and manufacturing world. We’re hoping to be ready to launch a program in 2014 by making arrangements with distributors, manufacturers and sister associations. We’re not trying to recreate what’s already out there, but use our partners to make a better education program. That’s where we are at today. SP&T: So CANASA would endorse third-party training? PB: All the larger distributors have their training systems. We’re going to able to partner with those people. Instead of us recreating training, it’s easier for me to ask a member of CANASA, if they do have training to provide that to our other members. That would be more up to date than having an association managing courses because the technology moves so fast. I also truly believe more of our education should be online. The more flexible we can make it for our members, the better, especially considering the Canadian geography. This way we can reach out to our members from Newfoundland to B.C. to Saskatoon. SP&T: CANASA’s monitoring committee held a successful symposium immediately before Security Canada Central. Are we likely to see more events like that in 2014? PB: For sure. The monitoring committee was very active and engaged in 2013. It was an amazing symposium. Close to 70 people showed up. I see more and more activities being provided to our members that way. Don’t forget, these people are volunteers and it was volunteers who created that symposium. Hats off to those guys. At the end of the day, what I want to do is make sure that when people come up to me and ask what’s going on, I want everyone to able to go to www.canasa.org and have it be portal for our members: you’ll get education, information about symposiums, bylaws, contracts. It’s a onestop shop.

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