Customers in the homeland s ecurity market are increasingly looking for heightened protection and more organized and effective ways to respond during disasters. At the same time, they are seeking lower costs and faster installations. They want top-of-the-line equipment as well.
When it comes to access control, for example, they want systems that integrate painlessly with their existing hardware and software, accessible via network connections. It might sound like the impossible spec, but with innovative new technology that's now available, security dealers can deliver all of the above and more.
By leveraging systems, training and help from major manufacturers, independent dealers can compete with big organizations. Custom Security LLC in Fort Collins, CO specializes in access control systems with biometric, card or keyless credentials. The company also installs video and CCTV systems.
A recently completed, large homeland security contract from the city of Fort Collins for the Poudre Fire Authority (PFA) involved a good amount of integration. The PFA is a consolidated fire protection and emergency service agency serving the City of Fort Collins and the Poudre Valley Fire Protection District. Its 151 full-time employees staff 10 fire stations and operate 10 engine companies, one truck and one Squad Company. It additionally operates three volunteer fire stations with 40 volunteers.
The PFA was looking for a system it could use in all associated buildings and offices. The department also wanted to integrate and link its access control, and then be able to manage access control from administration across their computer network. There are 13 firehouses, an administration building and a training facility consisting of two separate buildings on site.
Furthermore, the PFA wanted to have the ability to mobilize its badging process so officials could badge on site in case of a disaster. Once an area is yellow-taped in a disaster, PFA authorities then badge all emergency responders so only the appropriate people are allowed into the affected area.
Patience Pays Off
Custom Security started working with the PFA about three years ago, when officials called us about installation of a standalone locking system. We told them there were better products out there that wouldn't require someone physically going door to door to reprogram the locks.
With 50-60 doors at the PFA, this could take two men the better part of a full day every time they changed any information. We suggested the GE's Topaz access control system to the Fort Collins fire department officials. Topaz is a simple, convenient solution for small to medium sized users that integrates access control with video surveillance, alarm monitoring and photo ID badging.
We also pointed out that because the buildings had existing fiber optics for the PFA's computer network, they should consider a networked system such as Topaz where they would have more flexibility and control without taking the time to physically reprogram each lock.
Keeping Your Contact
We were in touch with the PFA for more than a year, when our PFA agent moved the original contact out of his position and into a new one. The PFA has a policy where everyone trades jobs every few years. That meant bringing a new person up to speed on the proposed system. In about four months, our new contact had all the information he needed to take to the decision-making board.
The board found they could fund this project with grant money from the Homeland Security Defense program, and they applied for and received the grant. Once they received the response for the grant funding, they went forward with the networked system.
We were actually in touch with them for one to two years before we submitted our bid. We did have an inside edge because we had worked closely with our PFA contact and the bid from the fire department went out based largely on the specs that we provided. Thirteen companies did the mandatory walk-through, six were left, and, of them, we won the bid.
Seeing a Need—And Filling It
It's critical to keep the pulse on what government needs at the moment and the products available that can best do the job. If you know your products inside out, and take the time to understand your customer's needs, you will have a much easier time selling them.
Right now, terrorism concerns and disaster preparedness are on everyone's minds. Flexible, integrated systems are also i ncreasingly in demand, and that trend is only going to continue in the future.
For instance, the PFA ended up purchasing a Topaz-based system that included software, workstation software for a second computer (a laptop taken out in the field to produce on site badges), and a total of 17 two- and four-door panels. The contract also included 60 HID card readers and 800 keyfobs. It is a mandatory requirement of the grant that PFA employees wear their identification cards. They use the keyfob or the card for access control. The firemen like the smaller keyfob because they can just tuck it into their pocket when they are jogging.
We also installed the wiring for the readers and locks back to the control panel and then to the computer netw ork. We used 22-gauge ,12-conductor shielded rated cover for the data and 18-gauge, 4-conductor for the power. This is standard copper wiring. We also installed separate power supplies to run the lock hardware; the readers get their power from the GE panel. The installation mostly includes electric strikes with “store room” function door hardware, i.e., it is always locked from the outside, but has free egress from the inside.
A primary concern for the fire department was controlling who comes in and having an audit trail. Because they d rop everything and go in the case of an e mergency, they wanted to make sure their buildings were not vulnerable. One of their concerns was that a terrorist would come in and steal uniforms to gain the public trust and get into places where they could do damage. They were also particularly concerned about someone stealing trucks.
A high security keyway was also installed to increase the level of security at each location. This is primarily an emergency override or backup to the Topaz system.
And last, but not least, when we sold the PFA the Topaz system, we also included badging software, a Zebra card printer and a digital camera to round out the system. Badging is done continuously on demand and on site by PFA administration, not just in emergencies.
Training—The final Finishing Touch
We finished this installation around April 1, 2005 but it wouldn't be complete without proper training. Our local representative, a GE representative and IT personnel from the fire department got together initially to train on the software. The PFA has found the GE software intuitive and easy to customize.
The PFA's IT personnel ended up setting up a lot of the software by themselves. GE's technical support has also proven to be extremely effective for the PFA in this regard when the staff needs it. We were able to compete successfully against larger companies on this government job by leveraging this support.
Dan Caufman is Owner of Custom Security LLC.
