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What to expect from JCI/Tyco

2016-02-17

Why the merged company may create smarter buildings p. 6

business

ADT to merge with Protection 1 Apollo pays almost US$7 billion for home security leader p. 7

For new security companies and the well-established, itâ€™s grow or risk irrelevance

Q&A with CSAA president Pam Petrow on ASAP to PSAP possibilities for Canada p. 16

p. 26

Product Previews PM# 40065710

The latest in security technology

p. 28

V.20 i.2 march 2016

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

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Contents March 2016

www.sptnews.ca www.sptnews.ca

Departments

Cover Story 18 Dial it up

Security businesses need to persevere to stay relevant today. This means taking every opportunity to engage effectively with customers through multiple channels

By Linda Johnson

4 Editor’s Letter 6 Line Card

• JCI/Tyco could open new doors in smart buildings • Protection 1 parent to buy ADT • FLIR ready to lift off with drone deal • LANVAC partners with Resolution Products

16 Q&A

Pam Petrow, president CSAA International

Features

26 Archive Smarten up

22 Campus communicators

Be an expert in mass notification deployment and help keep your end users well informed

By Mike MacLeod

Columns 11 Camera Corner Store outside the core By Colin Bodbyl

12 Lessons Learned Get with the program By Victor Harding

visit www.sptnews.ca/video

14 20 Years and Counting

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

Never lose sight of the issues By Ivan Spector

15 Integrator Perspective Open your mind to social media By Richard McMullen

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EDITOR’S LETTER

By Neil Sutton Your Partner in Securing Canada

Deals in the making Major buyouts could ultimately create better security solutions

very journalist wonders when they’ll get their “stop the presses” moment — that almost mythical situational where a story is so massive that it causes a newsroom to stop dead in its tracks. Current front-page story be damned. Stop the presses. Hang the cost. This is history in the making. But the presses don’t stop. The news comes out too fast for that to even be a consideration. Someone will Tweet it, mention it on LinkedIn or post it as a rumour long before it’s ever confirmed. It’s tough to go more than a week or two in the security industry without a major deal being announced. Mostly they follow the same script. The security business is over ripe with companies, particularly on the product side. I don’t know what it says about the participants other than they’re seeing value either in buying or selling their assets. The timing is right, this is the time to get out, this is the time to get in, this is the time to consolidate, this is the right product, this is the competitor we’ve had our eye on, this is what our shareholders want, this is what our board recommends. It is going to happen over and over and it doesn’t surprise me. But I can’t pretend I saw the deal between Johnson Controls and Tyco coming. Tyco itself has been a healthy acquirer over the years, amassing an impressive portfolio of brands, including DSC, Software House and Exacq Technologies, to name but a few. The deal has made almost as many headlines for its tax implications as it has for the creative futures of both companies. With a relocation to Tyco’s HQ in Ireland, the merged company stands to save an estimat-

ed US$150M a year. While no one expects to attend a parade thanking them for this decision, I tend to agree with Kevin O’Marah’s column in Forbes: if you don’t want companies to take advantage of potential offshore tax savings, it’s time to close all the loopholes. When I was talking to some respected analysts for their take on what JCI’s and Tyco’s merger will mean specifically for the security industry, some ideas immediately bubbled to the surface. Both these companies have deep resources, a lot of smart people and some products that could be mutually beneficial. In short, there is a lot of potential that may finally be realized. If there’s one thing all the recent consolidation has taught us it’s that security systems are part of a much larger ecosystem. Whether it’s HVAC, lighting, elevators, access control, fire or security, there are mutual efficiencies that can be realized by tying them together in an effective manner. The hardest part, of course, isn’t going to be networking them all into a cohesive system but making sure they can’t be penetrated by an enterprising hacker. With deals as colossal as Tyco and JCI (and now, of course, ADT and Apollo/Protection 1) there are so many moving parts, it can be difficult to envision how (or how quickly) they can begin to shape the future of the industry. What’s for sure is that the presses will keep rolling. A well-managed facility knows how to keep its systems operational 24x7.

“There is a lot of potential that may finally be realized.”

@SecurityEd

Are you receiving

Security Products & Technology News is published 8 times in 2016 by Annex Business Media. Its primary purpose is to serve as an information resource to installers, resellers and integrators working within the security and/or related industries. Editorial information is reported in a concise, accurate and unbiased manner on security products, systems and services, as well as on product areas related to the security industry.

Group Publisher, Paul Grossinger pgrossinger@annexweb.com Publisher, Peter Young pyoung@annexweb.com Editor, Neil Sutton nsutton@annexweb.com Online Editor, Cindy Macdonald Art Director, Graham Jeffrey gjeffrey@annexweb.com Account Coordinator,Trish Ramsay tramsay@annexweb.com Circulation Manager, Barb Adelt badelt@annexbizmedia.com Director of Soul/COO, Sue Fredericks

EDITORIAL ADVISORY BOARD Carlo Di Leo, Double Vision Group Colin Doe, Veridin Systems Canada Anna Duplicki, Lanvac Travis Firth, Tyco Security Products Mike Jagger, Provident Security Carl Jorgensen, Titan Products Group Bob Moore, Axis Communications Tom Richards, Lionsafe Security Paul Swan, Tri-Ed Distribution Josh Weidman, Medeco Head Office: 222 Edward Street Aurora, Ont. L4G 1W6 Canada T: 905-727-0077 F: 905-727-0017 PUBLICATION MAIL AGREEMENT #40065710 Printed in Canada ISSN 1482-3217 CIRCULATION e-mail: asingh@annexbizmedia.com Tel: 416-510-5189 Fax: 416-510-5170 Mail: 80 Valleybrook Drive, Toronto, ON M3B 2S9 SUBSCRIPTION RATES: Canada: $40.95 + HST/yr, USA: $71.95/yr and International: $82.00/yr Published 8 times a year Occasionally, SP&T News will mail information on behalf of industry-related groups whose products and services we believe may be of interest to you. If you prefer not to receive this information, please contact our circulation department in any of the four ways listed above. Annex Privacy Officer privacy@annexbizmedia.com Tel: 800-668-2374 No part of the editorial content of this publication may be reprinted without the publisher’s written permission. ©2016 Annex Publishing & Printing Inc. All rights reserved.

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JCI/Tyco could open new doors in smart buildings

he merger of Tyco with Johnson Controls (JCI) may be one of the biggest security deals on record in recent years, but the joint company’s true value may lie in what it can do for building automation.

“Products are becoming more commoditized, so the focus then is on services.” — Katie Brink, The Freedonia Group The deal, which was announced on Jan. 25, will see the companies come together with JCI shareholders taking a 56 per cent stake. The Johnson Controls name will be retained for the combined entity and it will relocate its headquarters to Cork, Ireland, (currently the home of Tyco). As a result, it stands to save an estimated US$150 million annually in corporate taxes. (Johnson Controls will maintain its Milwaukee location as its North American headquarters.) In a statement jointly issued by both companies, Alex Molinaroli, chairman and chief executive officer, Johnson Controls, says, “The proposed combination of Johnson Controls and Tyco represents the next phase of our transformation to become a leading global multi-industrial company. With its world-

Johnson Controls U.S. headquarters in Wisconsin

SP&T News • www.sptnews.ca

class fire and security businesses, Tyco aligns with and enhances the Johnson Controls buildings platform and further positions all of our businesses for global growth.” “We feel this is a win-win,” Johnson Controls spokesperson Fraser Engerman told SP&T News. “This is a great combination of two world-class companies that are coming together to deliver increased growth, revenue as well as opportunities for shareholders. “We’re systems and controls and HVAC,” he adds. “Obviously (Tyco’s) strength is in fire and security systems. It’s a great fit because there’s a lot of potential integration there.” According to Katie Brink, analyst with The Freedonia Group, Johnson Controls should be able to capitalize on Tyco’s deep expertise and portfolio of security products, potentially taking building automation to the next level. “What I think we might be seeing going forward is more interaction between wider range of systems and leveraging information from HVAC for security, or between any of the systems that this large company is going to offer.” Brink adds that the recent rise of useful analytics tools, particularly on the video side, could help this synergy take place. A “smart building,” for example, would be able to accurately count its number of occupants and any given time and know whether or not a person is present in a room. This data may be useful not only for

Alex Molinaroli, Johnson Controls

security purposes but for lighting and climate control. “I think we’re going to see a lot more connecting these systems that have, up till now been more independent,” says Brink. IHS analyst Blake Kozak agrees that the merger could potentially have a dramatic impact on what building automation systems may be capable of in the near future, with Johnson Controls taking advantage of Tyco’s product set in fire, video surveillance, access control and intrusion. “It’s always been a trend — with building automation, everyone wants to integrate all these different systems, but when you actually drill down and find out what percentage of your projects actually have this type of integration, it’s not very much,” says Kozak. “It’s a very, very small proportion of the overall projects for a given year. So this could definitely have an impact on that.” The merger is scheduled to close in fiscal 2016, subject to conditions and approvals. It’s too early to say how the deal will ultimately affect how the company will operate

in certain geographies like Canada, says Engerman. “We’re just not ready to speculate on what this will mean to specific locations. We’re both global companies; we operate globally, so we really see this as an opportunity to increase our market share opportunities worldwide.” While mega-deals are becoming more common in the security industry, in some cases between direct competitors, this one between Tyco and Johnson Controls does present some clear opportunities, says Brink, particular on the services end. “The products themselves are becoming more commoditized,” says Brink, “so the focus then is on the services that you can provide [such as] outsourcing the management of your access control system — that type of thing.” Where products are experiencing higher value is when they are tied to an analytics solution, she adds, which also requires a high level of service and maintenance to ensure that the systems are communicating properly and set up correctly in the first place. — Neil Sutton

Protection 1 parent to buy ADT

DT has agreed to be acquired by private equity firm Apollo Global Management in a deal worth almost US$7 billion. Apollo will subsequently merge ADT with Protection 1 and move forward with ADT as the principal customer-facing brand. Protection 1’s president and CEO Timothy J. Whall will be the CEO of the newly combined businesses. Apollo purchased Protection 1, as well as ASG Security, in 2015. David Stang, founder and president of Chicago-based Stang Capital Advisory, says the timing was right for the ADT acquisition given the company’s market value. Apollo agreed to pay a 56 per cent premium on the ADT’s stock price on Feb. 12, but Stang characterized the amount as quite reasonable given that the company “was significantly under valued in the public markets.... I think the acquirer is getting the largest company in the industry for a very fair price.”

“I think there absolutely will be more transactions.”

nities associated with security companies, says Stang. “So I think any time there is an opportunity to make an acquisition at a fair price . . . there are people very actively watching the companies in the industry on a regular basis,” he says. “I think there absolutely will be more transactions.”

The deal is expected to close in June 2016 pending customary approvals in both the U.S. and Canada where ADT operates. The merger also includes a 40-day “go-shop” period allowing ADT and its board to solicit alternative proposals from other parties. With some of the larger home

security providers now potentially operating as one, there could be room for smaller companies to reap some benefits, particularly in the short term as the providers come together, says Stang. Smaller firms may be able “make a difference and gain additional market share immediately.”

— Neil Sutton

Monitor, control and report power from anywhere

— David Stang, Stang Capital Advisory

“This transaction represents a highly attractive premium for ADT’s shareholders,” says Naren Gursahaney, president and CEO of ADT, in a statement. “By combining Protection 1 with ADT, we will be better positioned to expand the breadth and depth of the services we offer to our customers throughout the United States and Canada.” The fact that the industry is drawing the attention of large private equity firms is an indicator that it there are other potential deals to be had, adds Stang. With recent deals like Apollo’s acquisition of Protection 1 and ASG Security last year, as well as Torontobased Imperial Capital Group’s investment in Ackerman Security Systems, investors are paying attention to the value and RMR opportu-

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LINE CARD Applications Kansas community fights back against vandalism

Sherwood Lake Club, a private residential community in Southwest Topeka, Kan., has been challenged with acts of vandalism. Neighbourhood watch is active in the area and one of its residents, Tom Thomas, has installed surveillance cameras on his premises. Originally just a four-camera system, Thomas upgraded to include high-definition analogue cameras, but still faced issues capturing facial and night-time images. The homeowner installed new infrastructure allowing him to deploy IP megapixel cameras, including Arecont Vision AV-3226PMIR MegaView 3-megapixel cameras. The cameras provide 360-degree high-resolution coverage of Thomas’s one-acre lot, including shoreline, boat and lift, and walkways. Since the system was installed, police have been able to use the images to identify suspects and make arrests.

Calendar Florida city manages surveillance with wireless infrastructure The City of Fort Myers, Fla., has deployed a video surveillance solution in response to a shooting incident that occurred during a zombie-themed street festival in October 2015. IPVideo Corp.’s SentryVMS is currently being used to connect 49 ultra-high definition IP cameras deployed throughout the city to monitor pedestrian and vehicular traffic. The system was deployed in a matter of only three weeks, allowing it to be ready in time for the city’s New Year’s Eve celebrations. Cameras deployed include 33 megapixel 180-degree models from Axis Communications. Four 72 TB Enterprise servers are running the VMS in order to provide redundancy and sufficient video storage. A bi-directional wireless gigabit infrastructure supported by Siklu technology allows the city to wirelessly monitor the cameras from a command centre at police headquarters.

Memphis Police set-up handles real-time crime The Memphis Police Department (MPD) has been using Hikvision cameras and recorders since 2007, resulting in an increase in criminal cases before the courts. Memphis has built a real-time crime centre (RTCC) in order to view live video feeds and provide updates to officers in the field. Kenneth Shackleford, former technology manager at MPD (now retired) developed a surveillance program to monitor Memphis’ critical infrastructure. He is now vice-president of sales at SkyCop, a local integrator that specializes in law enforcement, military, and private industry installations. Skycop and MPD are using different camera configurations: mobile trailers and cameras attached to poles or buildings. The MPD’s network of cameras is currently about 600. “We have a video wall with dozens of monitors and we can pull up any camera feed in the city,” says Sergeant Joseph Patty, who succeeded Shackleford as the video surveillance manager for MPD.

Appointments

March 30, 2016 Focus On Cyber Security Toronto, Ont. www.focusonseries.ca April 6-8, 2016 ISC West Las Vegas, Nev. www.iscwest.com April 19, 2016 ADI Expo Edmonton, Alta. www.adiglobal.ca April 20, 2016 Security Canada East Laval, Que. www.securitycanadaexpo.com May 1-5, 2016 BICSI Canadian Conference & Exhibition Niagara Falls, Ont. www.bicsi.org May 10-12, 2016 Internet of Things World Santa Clara, Calif. www.iotworldevent.com May 11, 2016 Security Canada Alberta Edmonton, Alta. www.securitycanadaexpo.com June 1, 2016 Security Canada Ottawa Ottawa, Ont. www.securitycanadaexpo.com June 7, 2016 Focus On Drones Toronto, Ont. www.focusonseries.ca June 15, 2016 Security Canada West River Rock Casino Resort Richmond, B.C. www.securitycanadaexpo.com

Stephen Passwaters

David Herbert

• Video Mount Products has named Stephen G. Passwaters national sales manager. Passwaters comes to VMP from KDX America LLC. • David Herbert has joined the Calgary sales team of Tri-Ed. Herbert has knowledge of access control and video system design and has 20 years of industry experience as an IP

SP&T News • www.sptnews.ca

Michael Zuidema

Janet Fenner

trainer and project manager. • Code Blue Corp. has promoted Michael Zuidema to the role of marketing operations manager and hired Michelle Wong as communications manager. Zuidema joined in April 2013. • The Security Industry Association has appointed Janet Fenner, director of

Kevin Strikwerda

Kirsten Hoejland

marketing North America for Samsung Techwin America, to the position of Chair, SIA Marketing Committee. • Platinum Tools has appointed Kevin Strikwerda regional sales manager. • Milestone Systems announces Kirsten Hoejland as the new vice-president, global marketing.

September 21, 2016 Security Canada Atlantic Moncton, N.B. www.securitycanadaexpo.com October 6, 2016 Focus On Government Security Ottawa, Ont. www.focusonseries.ca October 19–20, 2016 Security Canada Central Toronto, Ont. www.securitycanadaexpo.com

FLIR ready to lift off with drone deal

Honeywell to acquire Xtralis

LIR recently announced a partnership with Shenzhen, Chinabased DJI Innovations which will ultimately result in a joint product called DJI Zenmuse XT — a stabilized camera combining FLIR’s thermal imaging with DJI’s Inspire 1 and Matrice aerial platforms. This is not FLIR’s first venture into drone technology — the company has two existing thermal cameras for drones, the Vue and Vue Pro — but the partnership does open up new opportunities, says Andrew Saxton, vertical marketing director, surveillance, emerging & outdoors. “Our use of thermal imaging

The Zenmuse XT combines FLIR camera technology with DJI’s stabilizing technology

systems in military and law enforcement applications is well known, but we see tremendous potential in the value proposition of thermal imaging for commercial, industrial, and consumer usage,” says Saxton via an email interview, adding that drones offer the ability to “secure a perimeter or respond to alerts without stepping a foot outside.”

oneywell announced video analytics software compleit has entered into an ment our growing Security and Fire agreement to buy Xtralis business, and show our commitfor US$480 million. Xtralis is a ment to making the world safer and provider of smoke more secure.” detection equipment Following the as well as perimeter acquisition, which is security and video expected to close in Q2 analytics software. 2016 pending approv“This acquisition als, Xtralis will become fits perfectly with part of Honeywell Honeywell’s techSecurity and Fire, Xtralis’s VESDA E addressable smoke detector a unit that operates nology innovation and leadership,” says within the company’s Alex Ismail, president and CEO Automation and Control Solutions of Honeywell Automation and business. Control Solutions, in a statement. Xtralis is headquartered in “Xtralis’ early smoke detection and Dublin, Ireland, and employs 500 advanced security technologies and people globally.

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2016-02-22 3:20 PM

LINE CARD market watch

Lanvac partners with Resolution Products

anvac recently hosted an open house event at its Scarborough, Ont., location to introduce Resolution Products’ Helix platform to its dealers. “We decided that every year around this time we wanted to have a big event to bring our dealers in,” says Anna de Jager, Lanvac’s vice-president of business development. De Jager says that a Lanvac dealer based in Calgary has been using products from Resolution for about two years, which helped to bring the companies together. “There’s where the relationship started. We were ready to launch

Company (ticker)

here. We feel the timing couldn’t be better.” Resolution’s Helix panel is a wireless system that the company says can be installed anywhere in the home. “We find a lot of our dealers are struggling with keeping up with today’s ever changing technology and we really want keep them ahead of the digital curve and give them lots of choice when it comes to product,” says de Jager. The session, which was attended by approximately 75 dealers, was held by Lanvac, Resolution Products and SecureNet Technologies, as well as distributors Aartech and Graybar.

— Neil Sutton

Price (Feb 16) 52-week low 52-week high

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

$27.40 $9.95 $14.77 $54.28 $38.77 $0.22 $11.93 $6.10 $22.65 $25.88 $28.76 $13.52 $102.72 $35.33 $0.45 $5.41 $31.30 $90.63 $34.65 $87.24 $31.60 $1.32 $0.01

$24.22 $9.87 $10.26 $52.95 $38.18 $0.17 $11.20 $5.07 $22.46 $23.95 $25.12 $12.93 $87.00 $33.62 $0.31 $4.83 $27.46 $89.01 $28.94 $83.39 $31.17 $1.13 $0.01

$42.88 $11.97 $20.25 $68.08 $79.88 $0.44 $25.62 $13.90 $30.31 $38.94 $33.79 $18.80 $107.41 $54.52 $0.50 $7.60 $41.95 $111.18 $44.00 $124.45 $66.45 $2.55 $0.06

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CAMERA CORNER

By Colin Bodbyl

Store outside the core Remote and edge-based technologies have increased surveillance storage options

he last major change in CCTV storage technology was when recording moved from VCRs to NVRs with hard drive disks, but now new storage techniques are fighting for market share. While hard drive disks in a local NVR are still the most popular choice for storage, two other techniques are quickly gaining popularity, Cloud storage and SD card or “edge” storage.

“Streaming video to the Cloud is a reliable back up for critical cameras or events.” Cloud storage has rapidly gained popularity over the last few years for storing everything from family photos to company documents. Cloud storage has many things working in its favour including that it is constantly backed up so redundancy is standard. Up time on cloud storage is typically over 99.9 per cent and video can easily be accessed from anywhere in the world. As storage needs increase, end users can also add more Cloud storage with the click of a mouse, opposed to adding hardware, which would be necessary when adding storage to a local NVR. For video surveillance however, Cloud storage has other unique challenges, the largest one being that HD video surveillance systems stream an enormous amount of data. For single camera systems that only store video on motion, Cloud storage is an acceptable choice. However, for commercial systems that either need constant recording, or have dozens of HD cameras, the Cloud often cannot handle the bandwidth. While streaming HD movies into a home

is now commonplace, this type of streaming relies on download bandwidth. Storing video in the Cloud relies on the upload speed of your Internet connection, which is typically far slower than download speeds. For Cloud storage providers in the video surveillance space the challenges are obvious. The best solution these companies can provide is a hybrid version of Cloud storage, where traditional storage is still used onsite with only the most critical video being backed up to the Cloud. On the opposite end of the spectrum is SD card storage, also known as edge storage. Integrators had mixed responses when manufacturers first introduced edge storage. Some thought it a brilliant method for reducing the cost of expensive NVRs. Others were concerned about the security of storing video on the camera. After all, what if someone destroyed the camera? All the recorded video would be lost. The truth is, edge storage is near perfect on paper. Storing video on each device significantly reduces the costs of the NVR and in some cases means users do not need an NVR at all. Storing video at the edge also means that there is no load on the network or bandwidth usage unless someone is actually viewing video from the camera. The challenges with SD card storage stem from their intended use. SD cards were not designed to read and write video 24/7 for years on end. At best SD cards are designed for short intense bursts of use followed by hours or days of downtime. When SD cards are used as a storage method for constant video recording their lifespan is drastically reduced, and users risk SD card failure where recordings are completely lost. While neither Cloud nor SD

card storage works well as a primary means of storage for medium and large video surveillance systems, both technologies are excellent choices for redundancy or fail-over storage. Streaming video to the Cloud is a reliable backup for critical cameras or events. SD cards offer an excellent method for failover recording, should a camera lose connection with the NVR. Both technologies are also well suited for very small systems of less than four cameras. Rather than forcing homeowners to purchase an NVR to record a single camera, manufacturers can provide cost effective SD or Cloud

storage options. Local NVRs with hard disk drives will remain the dominant form of storage for video surveillance in the near future. However, it is a refreshing change to have both inexpensive options for small systems as well as alternative solutions for creating redundancy in larger systems. For an industry that has historically been tied to VCRs and more recently NVRs any new storage options are a welcome change. Colin Bodbyl is the director of technology for UCIT Online (www. ucitonline.com).

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LESSONS LEARNED

By Victor Harding

Get with the program Why authorized dealer programs are sometimes misunderstood and often under-valued

ost of us working in security know something about “authorized dealer

programs.” Some in the industry think dealer programs have had a negative influence on the industry and that they are associated with stupidly low installation prices and in some cases unprofessional selling practices. As for the low prices, I look at this way. Dealer programs have helped to create a “mass market” for security systems in Canada and the U.S. instead of just a service for the well to do.

“Dealer programs are an ingenious marriage of two players.” There are fewer dealer programs operating in Canada now than there were 10 years because of consolidation. The three main programs in Canada today that I know are ADT, Counterforce and SecurTek. I know that a couple of others are coming. There is room for more dealer programs in Canada. Ten years ago there at least three more national programs — VOXCOM, Protectron and Microtec — and everybody did quite well. In reality, there are only about 300 truly active authorized dealers in Canada today. This is out of a total of probably 2,000-2,500 alarm dealers. But they put on a disportionate share of new alarm accounts. It is hard to find them because many of these dealers do not play an active role in industry events and generally are not members of CANASA. This is unfortunate. I think those running the dealer programs don’t do enough to encourage their dealers to go CANASA trade shows

12 SP&T News • www.sptnews.ca

and events and generally take part in the industry. Let’s define what we are talking about. By authorized dealer program, I mean a program whereby an alarm dealer contracts with a “mother ship” to sell a portion or all of their new monitored alarm accounts to that mother ship. The dealer is paid a multiple on the rate on the account that varies from 24 to 36 months. Part of the reason why they work is that dealer programs are an ingenious marriage of two players — the independent dealer and the mother ship, both of which need each other to carry on business. The mother ship is looking for ways to replace their attrition and grow their account base other using a direct sales force or doing bulk acquisitions. The dealer is first and foremost looking for financing to be able to operate in the very competitive residential/small commercial market today. These dealer programs work. Tens of thousands of alarm accounts have been created using them over the last 20 years in Canada alone. What’s more, given the geography of Canada with its huge land mass, they allow the large national companies a way to gain market share in the small towns and cities that they might not otherwise be able to penetrate. There are very good reasons for these programs to exist. First and foremost, it is tough for an independent alarm dealer to compete in the residential/small commercial space today without financial help. It simply costs too much to sell and install an average residential/small commercial system today particularly in the big city markets. Other authorized dealers, the larger companies like Rogers and the door-knockers are offering lots of equipment for

free. The average Cost to Create a new residential system has climbed from about 20X RMR back in the late 90’s to more than 30X RMR now and on top of that the average RMR on new accounts is much higher than it used to be. From the standpoint of the larger companies wanting to build their RMR and increase market share, setting up an authorized dealer network is in many ways easier to do than building a direct sales force across the country, particularly in smaller towns. Your Cost to Create a new account may be slightly higher with a dealer program but most of your costs are variable and a dealer program gives you volume. The results speak for themselves. Most of the large alarm companies in Canada and the U.S. are using a dealer program today to build volume. But there are benefits to the authorized dealer beyond financing. The mother ship not only provides ULC monitoring, which every dealer needs, but also billing and collecting services along with being the front line in customer and tech-

nical support, relieving the dealer of these time-consuming duties. There is more. A good dealer program also helps the dealer get equipment at much better prices and should also vet new products as they come on the market. Most dealer programs will also provide technical and even some sales training for its dealers along with an array of free branded materials such as contracts, decals and marketing pieces. And finally they provide their brand and this can be a powerful aid to a small alarm dealer. So the question is, if you are an alarm dealer today, do you want to be on an authorized dealer program or not? If you want to play in the competitive market for residential/small commercial alarms, I would certainly consider an authorized dealer program for at least some of your accounts unless you want to sink tens of thousands of dollars into building your account base. Victor Harding is the principal of Harding Security Services (www. hardingsecurity.ca).

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20 YEARS AND COUNTING

By Ivan Spector

Never lose sight of the issues Much has changed in the last two decades but some challenges continue to test the security industry

et’s look back and see just how many things have really changed. I have compiled issues that 20 years ago were of paramount importance and guess what? Continue to be so!

“Many of today’s systems require skill sets that we could not even think of years ago.” False Alarms They are still just as much of an issue as they have always been. More and more municipalities have jumped on the “fining the monitoring station bandwagon” because after all, it is a lot easier to send one bill to the station than to bill all of those home and business owners. Add the advantage of putting the onus on the monitoring station to collect so the police departments don’t necessarily feel the heat from a dissatisfied taxpayer and it is a great recipe — for the police. How exactly the MIY (Monitor It Yourself) systems will be treated when a citizen calls for response from their cell phone when their DIY system has created an alarm condition has not yet been fully figured out.

Training The three T’s: Training, Training, Training (thank you, Dennis). Yes, systems have become much easier to use, and yes the equipment is much more reliable than ever before – when installed by a qualified and trained technician and operated by an authorized individual (who has a pass number). Still, even with YouTube videos, better user manu-

14 SP&T News • www.sptnews.ca

als and more intuitive systems, we still need to do a better job.

Education Many of today’s systems require skill sets that we could not even think of years ago. While wireless technology has given rise to a new ease of installation, the communication path options are varied and require new skill sets, challenges and most importantly, training and education. Education and skill development are key components of employee satisfaction, customer referrals and minimizing repeat service calls and post installation comebacks. Regrettably many of us have chosen to go south for training, as it is simply not available here.

Free Alarms Irv Fisher almost caused a riot when he started educating CANASA show goers about free alarms. Well today it is very prevalent, as we all know. Our business models have changed dramatically, although the high-end custom design market still remains strong and vibrant for those who understand that you get what you pay for. Still we have mostly adopted a hybrid approach towards giving systems away, and at least the RMR component has risen with new, interactive services.

Competition Remember the RBOCs (Regional Bell Operating Companies)? Yes, they came, and went, and sometimes came and went again. Some of them are still here. And new competitors are also here — Google via their acquisition of Nest, Tyco, with a level of vertical industry services that are hard to avoid, Johnson Controls, G4S, Securitas, Lowes’, Direct TV, the list goes on and on — all attracted to RMR and

Ivan Spector’s first column for SP&T News, on the future of security systems, appeared in the very first issue in 1996.

customer entanglement, and sometimes both.

New Technologies With IP connectivity and the Internet of Things, this is no longer simply a security alarm system but a lifestyle enabler. It also allows users to validate their smartphone addictions, being able to control virtually everything to do with their security systems. Need to disarm the system and unlock the door? No problem. See and interact with who is at the front door? No problem. Raise and lower heat? No problem. And this will only continue. Is there anyone that could have foreseen this new world? I highly doubt it to the extent to which it has grown and continues to grow. Clearly it is a new world. And if you think there has been a lot of change over the past 20 years, just wait and see what the next few years will bring. As a final note I want to acknowledge some of the people that

I have been fortunate enough to know and call my friends over the past years of industry and CANASA involvement: The late Curtis Gray whom I miss every day; Marc Mineau who was a great mentor and is a great friend; George and Francois Villeneuve; Dave Currie; Rick Snook; Irv Fisher; Sandy Hislop; Dennis Hollingshead; Don Nelder; Kim Caron; Frank Pietrobono; Jim Preece; Norm Cheeseman; Tracy Cannata; Paul Grossinger; Gary Armstrong; Ed Fitchett; Allen Nutik; the team at Sentinelle; CANASA staff, my family, and of course the readers of SP&T News. My apologies to those not mentioned but dear to my heart! Here is to the next 20 years! Ivan Spector is the president of Montreal-based Alarme Sentinelle (www.alarmesentinelle.com) and a past-president of CANASA (www. canasa.org). Spector’s first column for SP&T News appeared in the premiere issue in October 1996.

integrator perspective

By Richard McMullen

Open your mind to social media There is almost limitless potential out there for those willing to explore the options

ike many of you, I find myself reading a number of articles related to our industry. Traditional media, including television news and newsprint was a daily ritual that I enjoyed. I have also become a fan of Twitter and find myself engaged in this social media outlet that provides me with timely information on current affairs, news events and a variety of chatter on wide ranging subjects.

“Jump in and begin following others, tweeting and retweeting.” About two years ago, while I was attending a dinner event in Toronto, conversation turned to social media and the impact social media has on society. Our tablemate recounted a story on the positive impact social media had on the retirement announcement of one of his colleagues. A Twitter post was shared about the retirement of a Toronto Police officer and suddenly news began to spread. Well-wishers helped celebrate the occasion that included several local traditional media outlets covering the event. Somewhat fascinated, I began to explore the benefits, that social media could have with our business and my volunteer engagements. Social media was instrumental in the safe return of a newborn baby abducted from a Trois-Rivières hospital in 2014. A group of four young people had seen the posting detailing information about the suspect and video surveillance images captured from the hospital’s surveillance system.

All of this occurred within the first few hours of the abduction. The suspect was recognized and identified to police from a Facebook posting. Every share and view pushed this vital information to the public. The public responded by alerting authorities to the suspect. Police were able to return the child to the anxious parents and arrest the suspect responsible for the abduction. That’s a pretty powerful example of social media aiding in the solving of a crime. Crime Stoppers has been using social media for a number of years to help raise awareness about crime and engage the assistance of the public. I can tell you that this works well and helps contribute to successful outcomes. So, somewhat reluctantly, I signed on with Twitter in May 2014. Since then, I have tweeted and retweeted over 2,500 messages. Twitter has been an amazing forum for acknowledging the efforts and accomplishments of others. I had some coaching along the way and stumbled through the initial months as I built followers and a better understanding. Don’t kid yourself — this takes work and effort. I also discovered that many of the traditional media sources that I enjoy reading and watching have a Twitter presence. Often, Twitter had the reports of the latest news events as the news unfolded. Links to more complete stories and other media provided more than the 140 character posting limit allow. Images and videos also provide information for viewing. Twitter continues to be a great platform to share information. My question was: how can we use this as a business tool? Can it beneficial and rewarding? Yes, it can be all those things and more. You have to be cautious and consider

the messages, interpretations and privacy concerns. Jump in and begin following others, tweeting and retweeting. Our supply partners, clients and industry embrace social media. Almost every supplier we deal with uses Twitter to promote products and services. Twitter can be a tremendous tool to show off your business to a wider community. Highlight milestone achievements of staff, good work and other interesting events. Take advantage of the connection you can have with potential clients. Some organizations run advertising campaigns and promotions on

social media. Showcasing your attributes and differentiation to an audience that may include your next segment of clients is not just trendy, it may be helpful for business. Follow similar organizations from across the country and learn more about how they go to market. Follow organizations like CANASA and SP&T News to see the latest industry news. There are limitless amounts of information you can explore and share. Richard McMullen (@Richard_FCi) is partner, security solutions, FCi (www.fci. ca), and national president of CANASA (www.canasa.org).

LEADING PROVIDER OF DEALER FINANCING MAJOR BANK AND SECUREX FINANCIAL ESTABLISH MULTI-MILLION DOLLAR FUND FOR ALARM COMPANY FINANCING March 1, 2015 – 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.” Doug Henderson, Owner, Henderson Security, Ottawa, ON

Contact: Leonard Sudermann, President and CEO,

Securex Financial Corp.

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

@SecurityEd • March 2016 15 Securex_SPT_March.indd 1

2016-02-22 10:11 AM

QA &

INTERNATIONAL CENTRAL STATION ALARM ASSOCIATION

s the current president of CSAA International and CEO of Vector Security, Pam Petrow is almost uniquely qualified to talk about the current state of monitoring. Case in point, the CSAA has recognized that the industry is evolving, acknowledging that even the term “central station” may have lost its usefulness. The organization is in the midst of its own transition that will likely see it adopt a new name later this year — one that better reflects what is going on in the industry and one that should have more resonance with the end user. SP&T News spoke with Petrow recently about the proposed change for the 66-year-old organization, plus the rollout of ASAP to PSAP in the U.S. and when we may see the technology come to Canada. SP&T News: You mentioned at CANASA’s most recent monitoring symposium that the CSAA is looking at some important changes, including the possibility of a new name for the organization. Where does that now stand? Pam Petrow: We’re the Central Station Alarm Association, but other than the alarm industry, how many consumers know what a central station is? Probably none. When people want to look up online professional monitoring services, whether it’s alarms or it could be for something else, when you put in the words “central station” all of a sudden, you really lose your market visibility because it’s not a term that is known or relevant. The other part is, it tends to be related strictly to alarms. We’ve found that many of our member companies are no longer just

16 SP&T News • www.sptnews.ca

With Pam Petrow president, Central Station Alarm Association International By Neil Sutton

monitoring alarms... they’re doing PERS, they’re doing anything that needs to be monitored. We can broaden our market in terms of the services we supply if we look at ourselves as providing professional monitoring as opposed to that central station term. SP&T: How much does the CSAA interface directly with the public? PP: Actually a lot. We get a lot of calls from consumers in reference to member companies. We also think that we need to do more of that. We want to make sure it’s not only with the public but also first responders. We need to be defining who all those different audiences are and make sure that we’re speaking to all of them. Do they know that our service is very different from a DIY service? Do they know about all the different things that we do? It’s still part of our core mission: professional monitoring is where CSAA started. We have always been about — and will continue to be about — raising the standard on monitoring. Our strength will continue to be this professional level of validated alarm response. SP&T: How has the increased presence of cablecos and telcos, as well as DIY tools, in home security changed the equation? PP: In my head, we’ve already moved beyond the cableco/telecom piece because they’re already participating in our membership, they participate in our standards, they participate at many different levels within the CSAA. The DIY is a very different business proposition. You have people doing their own self installs. The question is, what are they installing, what’s the quality of the equipment? Are they installing it correctly? Are they putting a smoke detector where it should

be? Do they know where to put devices? The real next question is, if they’re not installing it correctly, is it increasing the number of false alarms? Is there going to be an increased strain on resources? What’s the impact of that? It’s really too early to make that determination. But I think the reality of it is, more and more people are doing these things themselves. They getting cameras at Costco or Best Buy and they’re monitoring them on apps. More and more we will continue to see that and how we co-exist will play out in the coming years. SP&T: How is the progress of ASAP to PSAP in the U.S. going? PP: We have seen great growth. I think nine of the top 10 alarm companies [in the U.S.] are now participating and transmitting signals electronically over the ASAP protocol. We’re getting requests all the time from new PSAPs that want to make sure that when they get their next CAD (computer-aided dispatching) system they’re putting the right language in there in order to make sure they have this technology available to them. It’s just the natural progression of technology. Why are you picking up the phone and calling people when you have the ability to transmit electronically? The speed is better, the accuracy is 100 per cent. You don’t have to worry about communications problems. It’s just so much more efficient. And you have a two-way dialogue. If you need something, you can ping back the alarm company and say, “What’s going on? What’s the ETA?” It really is taking advantage of current technology to make sure we’re providing the best service to our customers. And that we’re properly using the resources that [911 centres] are allocating and making their jobs easier.

SP&T: What are the next steps for ASAP to PSAP? PP: We are working on Canada. You need to have the infrastructure. That’s the first step that we did in the U.S. We established a relationship with Nlets [the interstate justice and public safety network] who’s the party here that has the connectivity here into all the 911 centres. Our process for ASAP was, first you need to have the infrastructure then we had to go to every state to get access to have our information transmitted. It’s a multi-step process. Then we had to start petitioning the states to say, “Are you willing to accept our data over your network?” Then they would sign off. Then we can go to the 911 centres and say, “Would you be interested in receiving this information electronically?” It’s a multi-phase process. If you put the cart ahead of the horse and you get the alarm companies all excited and there’s no place for them to move data, it can be a little bit heart-breaking for them. We’ve been really fortunate to have a group of about 100 alarm companies to help fund during the start-up phase of this for the ongoing costs of the network and putting it in place as we build it. SP&T: Who is your point of contact in Canada for possible rollout here? PP: The RCMP. We have opened the discussions to talk about [this] and make sure there’s a chance for us to expand the network. SP&T: With the groundwork laid in the U.S., does it make it any easier to roll out in Canada is it a different ball game? PP: It’s a different political infrastructure, so it’s a different ball game. But the good part is, we learn every time we do one. Everybody that we’ve added has added to our strength and our ability to transition much quicker.

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Take it to the next level Whether it’s an improved marketing posture, better customer relations, or simply a better understanding of the market than the next guy, an active and positive outlook is essential to growth By Linda Johnson

hether a security company is just starting out or has been around for a while, it can be difficult to know how to build the business. That goal is particularly challenging today — in the face of growing competition, shrinking margins, the rise of DIY and the presence of the telcos and other huge players such as Google. Entrepreneurs need to identify the best ways to raise their company’s profile and connect with potential new clients. They also need an ability to adapt. For not only have the ways to reach new customers changed

18 SP&T News • www.sptnews.ca

but customers’ expectations of security have also changed. Dominic Burns, president and CEO at Whitby, Ont.-based AC Technical Systems, says most of their new business comes by word of mouth and referrals. They do little social media marketing. “We still follow the old fashioned way. I think people buy from people: that’s my philosophy, not a Blackberry or an iPhone.” Instead, one strategy they use to expand their customer base is educational Lunch and Learns. Held at consulting companies once or twice a year, these events aim to help architects or consultants understand more about new technology. “You have a captive audience, and you’ve been invited in by the senior management team.

That gives you a certain amount of credibility. We’ve done three of these in the last two years, and with all three, we’ve ended up with customers,” he says. “We do the same for large property management companies. Over the last three years we’ve started to focus on the commercial property management market. We did a couple recently. From a marketing dollars perspective, the investment was quite minimal, but the return was pleasantly surprising.” AC Technical also recently became a member of the U.S.-based Security-Net, a network of independent security integrators that refer work to each other. It gives members the opportunity to go after large, national accounts across Can-

ada and the United States, Burns says. For his company, for example, it has provided new opportunities in the banking and financial sector in the United States, where corporate governance standards and regulations are very different than in Canada. “We have opportunities that we would never even have thought of before.” Another move they made, four years ago, he adds, has helped them gain large contracts. As IT expertise became more critical, they decided — rather than combining the security and IT roles in one employee — to buy an IT company. When they go into a presentation, they have a fully competent IT expert. “We’ve been successful when we have very large contracts because we were actually able to bring resources from a sister company to be able to execute the IT infrastructure piece,” he says.

Helen Perry-Raycraft, marketing and sales manager at Saskatoon, Sask.-based Brigadier Security Systems, says, in addition to many referrals, they’re putting more time and effort into Facebook, Google Plus and Twitter. Other organizations pick up their Tweets and retweet them, spreading their name and what they do. Overall, they’re finding social media more useful than it used to be. “Some of our market has more youth in it, like newly married couples. And the entrepreneurs just starting out tend to be younger. So they rely much more heavily on

smart phones versus the old traditional newspaper and phone book advertising,” she says. For Dartmouth, NS-based Frontier Technologies as well, referrals are a big part of how they are growing their business, says general manager Brian Mackintosh. While they are using social media and have a website, these have not been a big source of leads so far. Most effective was their decision to invest in two full-time business development reps. For many years the company was focused on structured communication and then, two years ago, expanded into security.

Since then, they’ve discovered that general contractors greatly appreciate their ability to take care of both the low-voltage structured wiring and the security work. “We found that was a compelling business model. So, getting our name out into the market using our sales teams has worked pretty well because it is a different value that were bringing to the market,” he says. As a third-party monitoring station, Montreal-based Lanvac Monitoring cannot advertise to the general public, says Anna de Jager, vice-president, business develop-

You Can Teach an Old Panel New Tricks

“I think people buy from people: that’s my philosophy.” — Dominic Burns, AC Technical Systems For Contact Security in Chilliwack, B.C, word of mouth is the most common source of new customers, says manager Erik Devisser. And, because they’ve been in business for 20 years, they have a lot of repeat customers. On the whole, they stay away from pressure sales tactics and are not “door-knockers,” he says. Instead, the company runs a very successful referral program, which gives $50 to customers who persuade someone else to sign up, usually as a gift card for a local restaurant. “Some of the customers take that quite seriously, and we get a few from them. They sign up their neighbours.” In addition to referrals, Devisser says, they rely much on newspaper and online advertising, like Google Adwords. They’ve also hired a person to expand their use of social media. So far, he says, they have found contributing posts to Facebook discussion groups has been very successful. “We keep an eye on discussion topics, and often we can throw in our bit, putting our name out there. That works quite well.”

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2016-02-22 2:24 PM

ment. They rely on a combination of word of mouth, referrals and events such as informational sessions, CANASA shows and golf tournaments. Facebook and Twitter have proven very successful. “We’ve found that if you don’t exist online,” she adds, “you almost don’t exist in the eyes of most millennials. So we’ve really beefed up our online presence.”

Moving to meet demand At Contact Security, Devisser says, they’re found customer interest in cameras has grown significantly. There’s also a much bigger demand for home automation products and services, which they are trying to meet. “We have gotten into that more, too, with smart phone control, arming and disarming and notification. So we do that all now,” he says. “Our focus is still security, but we tie that in.” For Frontier Technologies, Mackintosh says, one of the main challenges has been persuading customers to move from analogue to IP cameras. While many people see the benefit of the new technology, they often don’t want to pay for them. However, customers are starting to ask more and more about integration. “They say, ‘I want my cameras to talk to my alarm system. Can you guys do that?’ Or ‘I want my intercom to connect to my camera system,’ ” he says. “It’s not just a whole bunch of standalone systems anymore. People really are starting to look for integrated systems, ‘so I don’t have three

different apps on my phone or my desktop.’ ” Based on their dealers’ inquiries, de Jager says, the emerging trends are lifestyle services, interactive abilities and video monitoring. “Customers are reaching out to dealers, ‘Do you do

“If you don’t exist online, you almost don’t exist in the eyes of most millennials.” — Anna de Jager, LANVAC this?’ The ability to arm and disarm your system from your phone, the ability to talk to someone over two-way voice, medical monitoring — there are lots of opportunities for the companies that want to take on that business.”

Tech re-training Devisser says they’ve been able to adjust to new customer demand without extra formal training. “It’s been a learning curve. Yes! We learn on the fly here, with myself mostly doing the research on it, trying to get up to speed.” Perry, who says Brigadier is also seeing a lot more customer requests for home automation, says they will definitely have to re-train staff on some new technologies. “As products change, especially in the home environment, where you’re getting away from the keypad and you do everything through your

smart phone, we will have to re-train. You’re going to see more devices sitting on the Wi-Fi network. So you’ll also see more challenges when you’re dealing with the bandwidth of your Wi-Fi versus just an RF transmitter.” For Lanvac, de Jager says, constant learning is needed to keep up with the latest product offerings and services, especially at the station level where additional hardware and sometimes manpower is required to provide various new services. “In some cases, such as video monitoring or our specialty services desk, we’ve had to train specialized operators for the unique service requirement,” she says. “We’ve also found many dealers have a hard time keeping up with which product is compatible with which service.” One of their main objectives for 2016–17, she adds, is to hold informational sessions aimed at helping dealers develop their ability to sell and compete in a rapidly changing market. “We figured if we give our dealers the ability to increase their sales, it’s another way of generating new business for us. “There are tons of opportunities now for dealers to make more money, to upgrade systems, to increase the recurring amount they get every month,” de Jager says. “Now, imagine if they had that additional bit of information that would allow them to differentiate themselves from everyone. Now, more than ever, it’s critical.” Linda Johnson is a freelance writer based in Toronto.

SP&T turns 20

Come Celebrate With Us! To honour SP&T’s

20th Anniversary, we want to hear from you - our loyal readers.

BRATIN LE G

Visit www.sptnews.ca/20years to share your thoughts on how Canada’s alarm and security industry has changed since we first began publishing in 1996.

YEA RS

1996

20 SP&T News • www.sptnews.ca

2003

2010

2016

The right response Effective situational awareness provides more time for threat detection, so keep your users informed

By Mike MacLeod

oice, data, wireless and even body-area networks have created an unprecedented level of connectivity, and the power of this persistent connection makes it possible to do all sorts of great things. The convergence of networks and devices has led to the Internet of Things, with Cisco’s Internet Business Group predicting that some 25 billion devices will be connected by 2015, and 50 billion by 2020. While this is an important technology trend and a key aspect of my own business, I have to wave the caution flag in terms of using Wi-Fi networks for life safety applications. When IT managers start talking to me about taking this route, I like to use this analogy/advice: Just because you can bungee jump with kite string doesn’t mean you should. The notion of multi-use doesn’t mean all use. Would you ever put a fire panel on Wi-Fi? No, because a fire system needs to be separate,

22 SP&T News • www.sptnews.ca

isolated without dependencies on routers, cabling, switching, access points, etc. Why do we put people in solitary confinement, with solitary being the operative word? Because we want to remove the variables, the unknowns, the risks. The same is true for any life safety application because the stakes are simply too high for compromise. Wi-Fi has its place, but life safety isn’t it because there are too many failure points and too much traffic. Therefore, life safety applications should always run on a dedicated, wireless mesh network. How do you argue this point with an IT manager or convince a CEO to listen to you over the voices of his or her IT department? I offer these facts about mesh networks based on more than 25 years of technology experience. • No wiring/cabling considerations or expenses versus hardwired Wi-Fi. (Only the Wi-Fiaccess point is wireless.) • Battery-operated so no dependence on power. (If the power goes out, the network and

the devices on it still work.) • Self-healing/self-configuring and redundant for reliability. (The data will reach its intended destination even if it has to work its way around a broken node.) • Flexible and scalable. (It can support a single mobile duress button or thousands of sensors for life safety, security and environmental monitoring.) • Dedicated, isolated so free from variables and dependencies that affect. (Uptime is optimized.) • Affordable. (Maximum performance and minimal maintenance lowers total cost of ownership.)

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they’ve identified the risks inherent to their environments and installed the necessary systems to mitigate those risks. The next step is integration. While the advice prescribed above is accurate, it is Utopian because in reality, numerous life safety, security and environmental monitoring systems are at work in any existing facility at any given time. And they usually operate independent of one another, in silos, with no monitoring so they only provide local alerting in the form of buzzers, lamps or annunciation panels. For example, a fire alarm goes off when smoke is detected, but it doesn’t tell occupants where the fire is or where the nearest exits are located so the safest evacuation route can be determined. You also have to factor in a combination of voice and data networks, not to mention a multitude of communication devices. The world’s communication infrastructure has moved from rudimentary to super charged — from radios, handsets and pagers to smartphones and tablets. There’s been a proliferation of screens for sharing information — big ones like those on digital billboards and small ones like those on our smartphones. Therefore, the goal of any organization should be to use all of the screens and communication end points within its control to ensure information reaches its constituents, especially if an emergency occurs. However, it is possible to integrate every sensor, alarm and communication end point to ensure that key individuals, select groups/response teams or entire populations become aware of a triggering event and therefore can respond accordingly. Such situational awareness is achieved with the installation of an automated alerting engine to provide centralized monitoring, alerting and reporting. Inefficient alarms from stand-alone systems then are converted into detailed alerts for automatic delivery to the right people on the right devices so they can address an unfolding situation in the right way. Both on- and off-site responders receive real-time information about what’s happening, where it’s happening, and what to do about it — all based on predefined modes and actions (e.g., if this, then that), with built-in redundancy and escalation paths.

24 SP&T News • www.sptnews.ca

Because right now matters When an emergency occurs — such as a fire — confusion and panic often follow and so do communication breakdowns, delayed responses and costly mistakes. That’s why situational awareness as a risk management strategy and technology framework is so important. Integration and automation through a common alerting engine takes a facility from reactionary and siloed to proactive and holistic in terms of emergency communications and response management. If your clients can read, hear and see what’s happening in and around their organizations, they can do something about it. Then they can analyze response times and protocols to identify problems to continuously improve safety procedures. Such interoperability also means that legacy technology investments don’t have to be ripped out and replaced. Situational awareness technology ensures that alarm systems, networks, devices and response plans work in tandem to protect people and property by creating time to prevent and/or respond to any number of potential threats. Shortly after Shaw Computer Systems Inc. completed installation of an automated awareness engine at the St. Peter’s location of Kawartha Participation Projects (KPP) in Peterborough, Ont., the technology alerted KPP staff to a smoke alarm, helping prevent a fire within one of the building’s apartments. Upon investigation, the fire department discovered a vacant but smoke-filled apartment where a pot had been left on an active stove burner. Without integration to the building’s fire panel, KPP staff and residents would have been unaware of a potential fire until it escalated. Because KPP’s staff received a direct alert from the alerting engine, instead of having to go to the fire panel itself, they were able to quickly investigate the alarm at its source and prevent escalation to a potentially dangerous situation. Time is a critical factor in emergency management. Delays can make the difference between life and death.

Mass Notification Mass notification is a key application of situational awareness technology, ensuring that information about a triggering event is delivered to those most likely to be affect-

ed, as well as both on- and off-site responders responsible for investigation and remediation. It’s also possible to set up alerts for different types of emergencies: one signals a fire so occupants know to evacuate immediately, while another indicates a tornado, which means occupants need to shelter in place. In addition to automatically activating sirens and strobe lights, these alerts also can be programmed to send out instructions to the appropriate groups via multiple communication channels – phone calls, texts, emails, PA announcements, etc. This sort of layered, event-triggered mass notification provides redundancy, which is critical to life safety. Mass notification also can be campaign-triggered, tailored to a specific group. For example, one fire department uses the automated alerting engine to notify its functional groups, such as the firefighters, hazardous materials team, paramedics, officers, etc., via both text and voice. Indeed the telephone is still a relevant and effective means of communicating information, especially for organizations that need to contact a large number of constituents. Mass dialing to landlines and mobile phones gives an organization the ability to make large volumes of calls, automatically triggered by alert type. For example, a school district can use this service to announce inclement weather warnings, school closings, bus delays, etc. Of course, for all of this to work correctly your client must define who comprises the “mass” in mass

notification, the appropriate layers of redundancy, and the multiple forms of alerting. Once the protocols and escalation paths have been identified, alerting is automatic. But clients have the ability to send alerts on demand if unplanned events or changes occur, in addition to making updated announcements as an unfolding situation changes. Situational awareness and its modes and actions are situation agnostic, so the solution can be used to drive awareness transactions — alerts — for any situation deemed important to an organization, especially matters of life safety. It doesn’t matter what your clients want to know or how they want to know it. It just matters that they want to know, and you can ensure that they do with end-to-end situational awareness for centralized monitoring, alerting and reporting. Continuing advancements to the technology platform for integrated alarm management and automated notifications include mobile dashboards for one-touch alerting, response and escalation via smartphones, universal alerting apps for use on any smartphone on any network by any constituent, and video paging, analytics and recognition. Yes, situational awareness is a big concept, but the purpose is simple: prevent ignorance-based loss of life. What’s more important than that? Mike MacLeod is the president of Status Solutions (www.statussolutions. com)

Watch the full story at www.hikvision.com/heartbeat

“

WHAT MAKES MY JOB SO ENJOYABLE IS THAT WE’RE PROVIDING SOLUTIONS THAT ADDRESS CURRENT ISSUES SOCIETY IS FACING.” Daryl Whitt, VP of Operations eCamSecure Inc.

Product Previews

CCTV

Bullet cameras

Toshiba Surveillance & IP Video Products

Affordable IP cameras Honeywell

The Performance Series IP Family now includes a new lineup of affordable, high-quality IP cameras. The lineup introduces seven new IP cameras in dome, ball, and bullet design suitable for commercial settings such as office buildings, retail stores and warehouses. Select cameras from the new collection use Motorized Focal Zoom technology, which auto-focuses the lens after zoom operation. This allows the installer to fine-tune camera focus and field-of-view off the ladder. Additionally, each camera captures clear images with high-resolution pixel detail.

The IK-WB82A bullet IP camera features three-megapixel resolution (2048 x 1536), adaptive IR LEDs and H.264 Smart Code high-compression technology. Smart Codec addresses the bandwidth issue by effectively reducing the video packet size. It allocates more bandwidth to moving objects or critical areas of interest, and less to background images. The IK-WB82A incorporates features such as Adaptive IR, True Day-Night Imaging, and True Wide Dynamic Range to handle high-contrast scenes.

www.toshibasecurity.com

Mini-dome and bullet cameras Illustra

Illustra Essentials mini-dome and bullet IP cameras are available in 1 and 2 megapixel outdoor mini-dome and bullet varifocal models. These cameras utilize a 2.8-12mm varifocal lens. Beyond the field of view, the Illustra Essentials varifocal cameras have true day/night IR illumination to capture high quality video in low light situations. While producing low light colour video, Illustra Essentials also features noise reduction and reduced storage costs with efficient bandwidth usage. The Illustra Essentials varifocals provide high performance wide dynamic range to simultaneously view high contrast areas.

www.honeywellvideo.com

www.illustracameras.com

4K Ultra HD IP cameras Geutebruck

Geutebruck has extended its 4K Ultra HD IP camera range: 30 frames per second and 8 megapixels per image ensure that users can see every detail. Hence end users can identify the driver and licence plate of the vehicle that damaged another car in the parking lot or when returning goods they can prove to the sender that the scratches did not happen on their premises. The back-focus feature makes camera installation easier: The camera focuses automatically with the click of a mouse. This function can also be triggered manually.

www.geutebrueck.com

Surveillance server Speco Technologies

VMS migration OnSSI

Ocularis 5 provides current Ocularis users with a comprehensive migration path that includes backward compatibility to virtually all previous versions of OnSSI’s VMS software. Among the new features included in Ocularis 5 are Critical Camera Failover that ensures continuous sight by switching to a failover camera in as little as two seconds, hardware efficiency, allowing generic settings to be copied across multiple channels for faster installation, and stronger network security with end-to-end encryption. Ocularis 5 is offered in three models: Professional, Enterprise and Ultimate.

www.onssi.com 26 SP&T News • www.sptnews.ca

SecureGuard Servers are fully scalable with servers available that support up to 128 cameras and up to 144 TB of storage space. Free software updates keep users current. All servers are compatible with Speco’s full line of IP cameras, NVRs, and DVRs, and are powered by Intel processors for high performance and dependability, as well as offer RAID options on select models. Hot-Swappable storage devices available on select models also means no server downtime due to a failed drive. Quick hot-swap is meant to help reduce maintenance cost.

www.specotech.com

Thermal PTZ camera FLIR

The TCX Thermal PTZ camera was designed to integrate with existing alarm sensors to deliver accurate, real-time visual assessment and alarm verification. Available in 640x480 and 320x240 resolutions, the FLIR TCX PTZ has on-board Video Motion Detection (VMD) analytics for accurate intrusion detection 24/7. FLIR thermal cameras give the user the ability to see clearly in complete darkness without any illumination, in bright sunlight, through smoke, dust or even light fog. The cameras are compatible with ONVIF Profile S IP, MPX (HDCVI) and analogue VMS systems.

www.flir.com

VMS and NVR tools American Dynamics

Version 4.8 is the newest version of the victor Video Management System (VMS) and VideoEdge network video recorders (NVR). The newest version of victor enables operators to quickly build and edit video clips of a specific incident. Using the new clip builder and image editor features, operators can split, cut, crop, delete and add relevant segments of video to a clip while also adding information directly on the image to better document actions occurring in the scene. The new schedule clip download tool enables surveillance operators to schedule the automatic retrieval of reoccurring video clips.

www.americandynamics.net

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tri-ed.com

clarksecurity.com

Product Previews Ethernet switches Antaira Technologies

Pipeline security Senstar

FiberPatrol-PL, an advanced security system for buried pipelines, is optimized to detect third-party interference (TPI). FiberPatrol-PL uses fibre optic cable buried along the pipeline to detect and locate ground vibrations and acoustic signatures associated with TPI activity. A single FiberPatrol-PL processor can detect and locate TPI over a distance of up to 72 km and within 10 m accuracy. FiberPatrol-PL detects machine or manual digging, and even people walking in the vicinity.

www.senstar.com

The LMP-0804G-SFP series has been designed for outdoor industrial application environments. Applications suitable for the LMP-0804G-SFP include: high density traffic control equipment within sectors, remote PoE wireless radios, security surveillance systems, GigE vision systems, and quality inspection systems within factory automation. These 8-port industrial gigabit PoE+ managed Ethernet switches (LMP-0804G-SFP series) have a 48~55VDC power input and are made with high density port counts for edge-level connectivity solutions.

www.antaira.com

Long range wireless bridge Fluidmesh Networks

The FM1300 OTTO radio offering is dedicated to point-to-point long distance/high bandwidth transmissions, allowing high data throughput. The FM 1300 OTTO is designed and manufactured for backhauling mission-critical video, voice and data. The FM 1300 OTTO can be used to create pointto-point links with a throughput up to 500 Megabits per second (Mbps) and links over 10 miles.

Digital announcer TOA Canada

The EV-700 Digital Announcer can be operated in conjunction with a variety of external devices. When incorporated into an existing TOA PA system, it provides benefits including, manual or automatic distribution of timed and repeated announcements, background music, along with other audio programs. Users can create or update sound source files and programs directly or remotely via a network. Should an emergency arise, prerecorded emergency messages are ready for priority broadcast. This product features 35 preinstalled sound source files, with a storage capacity of 32,768 sound source files and 26 audio programs.

www.TOAcanada.com

www.fluidmesh.com

Strobe beacons E2S Warning Signals

GNEx GRP Xenon strobe beacons add visual signaling to the explosion proof and corrosion resistant GNEx family. Suitable for all Zone 1, 2, 21 & 22 hazardous location applications the GNEx beacons have extended temperature range with IECEx and ATEX Ex d approvals. For high ambient light or long distance signaling the GNExB2 beacon is available in 10, 15 and 21 Joule variants producing up to 902cd. Three flash patterns and second stage, set by user, are a standard feature with all GNEx beacons, depending on base model and power (DC or AC) supply.

www.es2.com

MRI locks

Olympus Lock This new MRI line of cabinet door and drawer locks is designed for use in Magnetic Resonance Imaging (MRI) areas. The new MRI locks are available on N Series (100M and 200M) and R Series (500M and 600M) keyways. Features include all non-magnetic materials, components and copper plated non-magnetic keys. The MRI locks are stocked in US26D satin chrome finish and can be ordered with stock keyed alike numbers, keyed different or custom keyed to the userâ€™s specifications.

www.olympus-lock.com 28 SP&T News â€˘ www.sptnews.ca SPT_JanFeb_JCJury.indd 1

2016-01-12 3:56 PM

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Ad Index

Altronix....................................................................... 7 www.altronix.com

Hikvision................................................................... 25 www.hikvision.com

SecurTek................................................................... 29 www.securtek.com

API............................................................................ 13 www.apidealers.com

J.C. Gury Company.................................................... 28 www.jcgury.com

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

Kaba......................................................................... 31 kaba-adsamericas.com

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

CANASA.................................................................... 10 www.securitycanadaexpo.com

Optex........................................................................ 21 www.optexamerica.com

TRI-ED....................................................................... 27 www.tri-ed.com

CML Security............................................................. 29 www.cmlsecurity.com

Resolution Products................................................. 19 www.resolutionproducts.com

Vivotek..................................................................... 11 www.vivotek.com

Genetec.................................................................... 17 www.genetec.com

Samsung................................................................... 23 www.samsung-security.com

WatchNET................................................................. 29 www.watchnetinc.com

Harding Security Services......................................... 29 victor@hardingsecurity.ca

Securex..................................................................... 15 len@securex.ca

Weiser....................................................................... 32 www.weiserlock.com

@SecurityEd • March 2016 29

Archive Historical Headlines 1999 Keeping an eye on our children with CCTV: Parents hoping to ensure the safety of their children are turning to the security industry for some answers. 2001 Someone to watch over me: Video intercoms and television observation systems are becoming a way homeowners can feel safer and security dealers can achieve the much sought after add-on sale

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2005 The Wonders of Wi-Fi: Although it is not enjoying widespread use in the security industry just yet, the proliferation of Wi-Fi in general society is forcing many people to start thinking about the possibilities the technology has on the video, access control and intrusion detection markets.

30 SP&T News • www.sptnews.ca

and Spotify, but there is an upward hat is home automatrend towards more smart services in tion? Is it the dishthe home, including not only alarm washer you can turn systems smart locks and cameras, on and leave running while you watch TV? A robot vacuYEA RS Y E butS also smarter climate control and um? Maybe it’s the surveillance cam- A Rlighting. In an article in SP&T era running over Wi-Fi you News in May 2001, Jim can check from an app on Karrel of Mansoor your phone. EBRATIN L R A B Electronics, sugIt’s all of these TIN LE things, gested that homeand probaowners might purbly more. Juniper chase a CCTV sysResearch estitem for their home, mates the global or even a TV obserconsumer spend YEA RS vation system, where a on smart home YEA RS cable could be run from devices and services a camera mounted on the will reach US$100 bilfront porch to the TV. lion by 2020, climbing from an In 2008, SP&T published a story estimated US$43 billion in 2015. suggesting that the generation that That number also takes into account grew up with Internet access in their entertainment services like Netflix

homes will be among the first to demand it when they become homeowners themselves. But will these apps be ready? At the time, the U.S. was in the midst of a housing crisis, making the idea of home automation seem a distant fantasy for all but a few. In 2010, with the massive growth of smart phones, an article entitled “Home Automation: There’s an app for that” appeared. It suggests that increasingly intelligent, and affordable, devices were creating a demand for applications that gave consumers increasing amounts of power to control aspects of their home remotely. But, all too easily forgotten, a reminder that technology can sometimes be immensely fallible appeared in the May 2015 issue of SP&T News. A feature story called “Trouble at Home” pointed to the number

2008 The next wave for residential: A generation that has grown up with technology will be demanding Internet-based applications for their homes. 2010 Home Automation — There’s an app for that: Mobile generation demands handheld-driven services for the management of their home infrastructure 2015 Trouble at Home: With connected systems becoming so complex, users, dealers, vendors and installers need to be aware of potential security gaps.

of devices in the home that are not properly secured and can be easily penetrated. The suggestion was made that home-based devices are often deployed without the proper forethought given to password protection or encryption. What’s next? The consumer’s appetite for connected devices will probably never be sated. Given the proper network security precautions and compelling applications, this market is bound to continue to grow.

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