SecurityInfoWatch.com Blogs

So ISC West has begun. Day 1 went pretty well (I only tripped on the uneven carpeting twice, so that’s pretty good for me). Although, I did manage to do something I haven’t done at a trade show before–cut my finger. After making it through my 3pm appointment with a napkin around my bleeding finger, I asked around and learned that there was a medical office far off the show’s floor, down a snaking hallway. It really was in a remote part of the Sand Expo Center and at one point during my journey to get there, I wondered if I had been led on a wild goose chase. However, I finally came to the end of a long hallway and reached a closed door that said, “Medical Staff Is In. Please Knock.” So I knocked and a gentleman answered; he was the only one in the bright yet small, cramped room. I told him I needed a band-aid, and he politely got me one. I then asked him how many people had come to him with cuts that day, and to my surprise he said, “Your the seventeenth.”

So there you have it, by 3:30pm seventeen people had visited the ISC West medical office for a band-aid. At that rate, probably 3 more followed me bringing the total to about 20 for the day.

Apparently trade shows are a dangerous business…

-Greg

So one day last month I got out of the cozy comforts of the office and went on a residential security install in frigid, snowy Chicagoland.  Once I arrived on site, I was greeted by Robert Mikolainis, an installation team leader for Alarm Detection Systems (based out of Aurora, Illinois), as well as two ADS installers, Bob White and Georgi Ganchovski.  Robert has 20 years experience in the security installation industry, including the last 4 at ADS.  His experience was readily apparent as he spoke easily about a variety of topics, ranging from which companies have the most user-friendly manuals to why window contacts are trickier to install these days with manufacturers putting less wood in the windows.

Admittedly, I don’t often work “in the elements” and this showed immediately as my pen stopped writing due to the cold.  Despite the fact that we were “inside,” this home had been completely gutted and was being totally redone with a second story added, and as such, the insulation and drywall had yet to go up.  Long story short, it was 13 degrees outside and probably not a whole lot better inside (except for no wind—that makes a difference!).  As for my pen situation, fortunately Bob White, an installer with ADS, let me borrow one that actually writes in the cold. 

Once I had a properly working writing utensil, Robert showed me around the house.  It was early in the installation process, so mainly I was looking at wiring and markings for where things would be going (motion detectors, sprinklers, contacts, etc.). A First Alert combo fire/burg panel was going to be used, and the home’s security plan called for “full perimeter” security.  (I’m not going to divulge the home’s address and detailed security plan for obvious reasons—or at least I hope they’re obvious!)

Up on the 2^nd floor Robert pointed up where he put the AES backup 2-way radio to carry the signal in case the primary line didn’t work.  He always aims to put the radio as near the roof as possible because that’s where the signal will be best.  “I’ve seen installers put the radio in the basement, which is a mistake,” he continues, explaining that a radio might be tested once and work fine in the basement, but that’s no guarantee that it will work on a different day in an emergency situation.

In the three hours I got to spend on the site, Robert managed to share many tricks of the trade—and plenty of his own insights into how security is intertwined with other industries and technologies.  As far as his thoughts about today’s technicians, one thing he stresses is to bring instruction manuals with you on an install and be willing to open it in front of a customer.  He says he’s had a lot of techs tell him that they don’t want to look stupid in front of a customer and hesitate to refer to a manual.  However, Robert says that if they’re not sure, consult the manual and if anyone ever makes a comment, let them know that technology moves fast today and there’s a lot to keep up with—better to be safe than sorry.  “Don’t be embarrassed,” he states.

When ADS broke for lunch, my little adventure was over and it was time to head back to the office.  I certainly came away from the experience impressed with the ADS security installation crew on that job–and the fact that they don’t let a little freezing weather stop them from working!

 -Greg

So I’ve got to admit, when I first started working for Security Dealer a year ago this week, I had a lot to learn.  (Of course, learning never stops, but you know what I mean…)  As I look back on my first weeks on the job last February, one of the first concepts that caught my attention was “convergence.”  As someone who started playing computer games in the first grade, designed Web sites in high school, and studied computer science in college, the idea of IT and physical security converging for new and better security solutions made sense to me.  However, I did find one thing about it troubling: Why was it taking so long?  Hadn’t high-speed internet practically saturated both the residential and commercial markets by 2001?  Shouldn’t most security solutions already be networked in 2006?  Well, at least that’s what I thought.   

One year later, I like to think that I now have a better understanding as to why older technologies have remained profitable for security dealers, manufacturers, etc.  I also have a better appreciation for the efforts that companies are making in order to transition their customers to newer technologies.  For instance, we are seeing hybrid solutions popping up in both access control and video surveillance, allowing people to gradually transition on their own terms. Moving from standard prox cards to smart cards or even biometrics comes to mind, as does the transition from analog to digital video. 

One of the topics that I find most interesting is convergence, and more specifically, how dealers are adapting.  I can see where some people who have been running good security dealerships for years might be hesitant to switch over to network-based solutions, especially when their customers aren’t demanding it and they’re still turning profits.  On the other hand, others see a bold new world and are hungry to learn new technologies in order to seize the future.  Some people are embracing the changes of convergence, whereas others are resisting.   It’s a compelling topic because the stakes are so high.   

-Greg

So in case you missed this story on SIW, a man was arrested last year in New Hampshire for video recording police officers at his front door.  Apparently when he went into the police station to complain about the officers’ conduct he brought tapes as evidence.  He was arrested and the tapes were never returned because the police said they were “illegal.” 

I could understand if the guy had invited the police officers into his house and secretly recorded them using the restroom, but the front door?

The good news is that this case has resulted in a new bill being introduced in the state’s House which would allow property owners to record their own premises without giving notice.

Although, we can’t beat up New Hampshire too much for this situation.  After all, every state has dumb laws.  Click here to see for yourself.

-Greg

Well, the year 2007 is here and, believe it or not, this decade is already more than 70% over.  Although, I’m not sure if we have a name yet for this decade… is it the 00’s (i.e., Zeroes)?

Anyway, the year is young and full of promise.  For those of you in the field of security, keep up the great work.  Here’s wishing you the best!

-Greg

Last week I had the chance to chat with Paul Bodell, VP of sales and marketing, IQinVision, which makes high-definition network cameras.  One of the key things Bodell mentioned was that a year and a half ago IQinVision was a niche company with a few targeted products, but its growth in the IP video market has “exploded.”  With IQinVision’s sales growing 100% each of the last three years, he said those numbers are even higher than what they had originally projected for their investors.

Bodell pointed to what IQinVision likes to call “The Resolution Revolution” as to why IP video and digital megapixel cameras are impacting the market.  Contrary to what some may say, the screen resolution on IP video is passing by analog video.  Bodell added, “There’s no substitute for resolution and it’s resolution that [analog video dealers] can’t deliver today.” 

One item of particular concern to security dealers is the fact that IQinvision does 85% of its camera business with “IT guys,” and only 15% with security dealers.  When I asked Bodell about this discrepancy, he said that IQinvision is moving to close that gap and perhaps the ratio will be 70-30 next year.  “We do have some fast-growing security integrators,” he explained, ”but by and large what we’re seeing right now is a lot of the companies we’re dealing with are hybrid (IT and security).”  He also gave a sobering prediction, “By 2008 or 2009 there will be no differentiation between an IT and a security dealer.  Security will be a subset of what the IT integration company does.”   

So what’s your take?  Will analog video hang on strong for another 5+ years?  What about the idea of the security dealer becoming a subset of the IT integration company?

-Greg

Yesterday I came across an SIW article saying rumors are swirling around IBM possibly acquiring Verint. Time will tell if this becomes a reality, but it got me to thinking once again about convergence in the security industry, especially when it comes to IT big boys like Cisco, IBM, and others.

We are undoubtedly in an era where technologies are converging in the security industry at an unprecedented pace with major ramifications for all involved.  Yes, we know that “everything is going onto the network,” and ultimately the network will be wireless at the user level.  However, which companies will settle into the driver’s seat and which will become–for lack of a better phrase–road kill?

It’s fascinating to think about, but like they say, the future isn’t what it used to be.  Some of the industry’s changes are already taking place, and some technologies will be upon us much faster than anticipated whereas others will take longer.  Some will never pan out, and some will come out of absolutely nowhere to take the industry by storm.

One thing that has become clear is the demand for video analytics.  Consumers are starting to demand it and the manufacturers have shown an increasing willingness to supply it.  Currently, there are many manufacturers battling for video analytics supremacy; and I remember ADT this past August saying that its keeping a sharp eye out to see which video analytics technologies bubble to the top.  I’m sure other companies (and governments) are doing the same. 

For all the latest developments in video analytics, keep your station tuned right here to the synergy of the Cygnus Security Group.  We’ll keep you in the loop.

-Greg

For many security dealers, the most important thing about their company is its reputation.  Period.

As in any business, a company that has a good reputation will likely see other good things follow suit, such as happy customers, referrals, and increased profits. Of course, getting that good reputation requires you to communicate well with your clients and do excellent work at a competitive price.  It also means that when things go wrong, you do everything possible to reach a satisfactory solution for the customer.

I’ve had dealers in the past tell me that, in the short term, one employee can essentially ruin years of good PR.  Granted, that might seem extreme, but it’s a legitimate consideration.  Especially considering that we very much live in a “What have you done for me lately?” world.

In order to maintain a good reputation as a security dealer, you obviously need good employees; and when an employee does mess up, you’ll likely be relying on either that employee or another one to help set things right.  If they are unable to do so, either by being rude or incompetent, then that hurts business. (If you’re a small dealer, word can spread through town like a wildfire.  If you’re a big dealer, you could lose a lucrative contract.)    

While there are many talented and dedicated security technicians in the U.S., security dealers will tell you that they can always use more.  A larger pool of talent would mean that security dealers would have an easier time hiring and maintaining a quality staff. 

With this in mind, last week I was heartened to hear that the Department of Labor has approved the NBFAA’s Apprenticeship Program.  I think it will be a major step toward improving the industry’s labor pool by giving somewhat of a plan and guidance for technicians to follow.  One of the best ways that you can show somebody that their career matters is by sharing a “roadmap” that lets them picture how to get from Point A to Point B… and then to Point C and so on.  It gets back to that old adage, “Plan the work, then work the plan.”

George P. Gunning, NBFAA president, said in a news release, “This (Fire/Life Safety and Electronic Security Apprenticeship) program will provide a foundation of knowledge that allows technicians to advance in their profession and improve the ability of the industry to recruit, train and retain the very best technicians from a competitive labor pool.”  

Let’s hope he’s right and the plan works.

-Greg

Scientists at Duke University report that early experiments indicate that it will one day be possible to “cloak” objects (make them invisible).  Of course, time will tell, but I still think it’s an interesting topic.  You can read about it here.

Here’s a clip from the USA Today article, “A prototype so far only hides objects from microwaves, not from visible light, so the human eye can still see the objects. But scientists say it shows the technology is feasible.

Here’s how it works: Electromagnetic waves scatter and reflect when they strike objects, and the eye picks up this reflection to see. The new technology relies on materials that theoretically can bend electromagnetic waves, including visible light, around objects as if nothing were there.”

It’s hard to fathom all the applications a technology such as this could have.  The impact it would have on the security industry could be rather significant.  Fortunately, we probably don’t have to worry about it for many, many years.  (And furthermore, the scientists speculate that if you couldn’t see the object, then it couldn’t see you either, unlike in the movies where the “invisible” person is able to see everyone else just fine.)

-Greg

When Bob Dole took the stage to a thunderous applause this past Tuesday morning in the San Diego Convention Center to keynote the ASIS International tradeshow, I began to get a little nervous for him because he didn’t look as I had remembered. His head hung a little lower, his hands were a bit shakier, and he moved unsteadily across the stage.  It was a glaring reminder to me that it had been a whole decade since he had run for president; and while I was still confident that he would deliver an able speech, I was lowering my expectations as the welcoming applause gradually became fainter and fainter.     

But soon after Dole’s speech began, he really got rolling and had the crowd in stitches with quips such as, “Some of you in this audience have benefited from a few of my commercials,” and “No, I didn’t bring any samples.” 

Dole also poked fun at the Super Bowl Pepsi commercial he appeared in with Britney Spears, saying she got $10 million and he got a year’s supply of free Pepsi; and he told of the letters he had received that accused him of being a “dirty old man” for appearing in that Pepsi commercial (which showed a risque Britney Spears dance video followed by Bob Dole watching from his couch and patting his barking dog on the head, saying “Down boy.”)  With a smile, Dole defends himself by explaining, ”The dog was barking, not me!”  

Dole mainly made light of himself, but he also kidded about Democrats (and Republicans).  For about the first 10 minutes of the speech, he was in comedian mode, and the crowd was overwheminly loving it.  On more than one occasion I was surprised by how loud the laughter got.  In the middle of an otherwise serious, businesslike day at a security tradeshow, people were really having a great time.

However, the wounded World War II hero and former senator finally settled down and the nature of his speech became more serious.  He explained how the very stage he was standing on had special significance for him because it was in that same San Diego convential hall ten years earlier that he had accepted the 1996 GOP Presidential nomination and how that had been a very exciting time in his life.  He then went on to talk about 9/11 and its aftermath, the security concerns of today, and the heroism of all our military veterans.

The recently-opened WWII memorial, for which Dole worked tirelessly to help raise money, is near to his heart.  And so he winded down his speech by using a story from WWII to make a general, yet powerful, point about leadership.

Dole recounted the decision facing General Dwight D. Eisenhower when the Allies were on the brink of the D-Day invasion.  The weather wasn’t cooperating, and they kept putting it off day after day and the pressure was building.  If they waited much longer, the Nazis would catch on and the element of surprise would be lost.  Finally, the military meteorologists reported to Eisenhower that they thought the skies were going to clear up just long enough to launch this monumental land, air, and sea campaign.

As Eisenhower deliberated at to what to do, Dole said, he knew that even if ordering this attack was the right decision, it would still result in many of our young men and boys never returning home.  (And as it turned out, 400,000 didn’t return home.)

Today, we know that the story of the D-Day invasion ends with the Allies victorious over the Nazis, but Dole reminded us that back then we didn’t know how it would go.  Eisenhower had no guarantees.  The stakes were enormous.  Millions of lives were on the line and so, in a way, was the course of history.  

And the decision was General Eisenhower’s to make.

After Eisenhower gave the official order to launch the D-Day invasion on June 5, 1944, he retreated to be alone in his tent and put his head in his hand, praying that he had made the right decision, said Dole as he built the drama, retelling this story on the San Diego stage for the ASIS attendees.  And then Eisenhower did something else, Dole continued.  He wrote a short, 4-sentence note that would be delivered to the media in the event that the invasion failed.

The note read: “Our landings in the Cherbourg-Havre area have failed to gain a satisfactory foothold and I have withdrawn the troops. My decision to attack at this time and place was based upon the best information available. The troops, the air and the Navy did all that Bravery and devotion to duty could do. If any blame or fault attaches to the attempt it is mine alone.”

The last sentence echoed in the San Diego hall.  If any blame or fault attaches to the attempt it is mine alone.

“Leadership without responsibility isn’t leadership at all,” concluded Dole, which is a good reminder for all of us regardless of profession. 

And as I left the keynote to make my next ASIS appointment, I kept reflecting upon Dole’s speech and the talent with which he had delivered it.  I couldn’t help but admit, even after all these years, Bob Dole has still got it.

-Greg