A Dynamic Duo
Industry vets Frank White and Mitchell Klein are the principles at StayTuned!, a new consulting practice with a razor-sharp focus on the custom installation business.
The company provides clients with a combination of industry experience, know-how, contacts and confidentiality to deliver objectives quickly. “For a supplier to gain the attention and focus of dealers is a monumental challenge,” says Klein. “For the dealers, sorting through all the hype and promise from the supply side is an almost impossible task.”
Klein served for fourteen years in the custom installation industry as CEO of Media Systems. He is a 2-term past president of CEDIA (Custom Electronic Design & Installation Association). White was instrumental in training the industry on designing and implementing quality RF backbones in the residential marketplace, establishing ChannelPlus as a value-added product line. He’s volunteered and provided training for CEDIA since its inception.
White adds, “StayTuned delivers high-level expertise in business development, channel development, distribution strategies, and marketing of high-tech products in the custom installation channel of the consumer electronics industry.”
The StayTuned Network provides dealers with special incentives from partner manufacturers and serves as a venue for sharing ideas and best practices with network members. Visit www.StayTunedIn.com for more information.
Entering the Access Market
EverFocus Electronics Corporation launches its EverAccess Access Control Solutions line, representing the company’s first foray into the access control market. EverAccess products include a full line of 125 kHz proximity readers, 2 to 8 door modularly expandable controllers, Flex Series EAC Management software, proximity cards and accessories. The readers and controllers are easy to install and use a 26-bit Wiegand data format for easy integration with existing systems. The Flex Series software is Windows compatible, full-featured, and offers a user-friendly and easy to navigate interface.
The entire EverAccess line is designed to be flexible, easily installed, and affordable. The first product release from EverAccess is the culmination of over two years of research and development, and is being released only after extensive beta testing to ensure mature, stable products.
The “PROTECT” smoke security system is grabbing a lot of attention, especially with the “smash and grab” burglars it’s designed to ward off. The system, using patent-pending “Smoke Cannon” technology, fills a protected area with dense fog within seconds of being triggered, disorienting intruders and driving them out.
“The smoke produced makes it impossible to see anything in a matter of seconds and burglars give up and run away,” says Geof Petch, company president. “Yet it comes from harmless glycol, can be ventilated within a matter of minutes and leaves no residue. It closes the loop in burglar prevention systems, ending those first few minutes of opportunity thieves want.”
The system, was developed by PROTECT.dk of Arhus, Denmark and is being marketed by PROTECT Security Systems International of Marina del Rey, CA under an exclusive U.S. distribution arrangement through alarm dealers nationwide. Our own Editor in Chief Susan Brady experienced the disorientating effect of the PROECT smoke security system when she “got smoked” at ISC West.
According to European law enforcement and loss protection officials, organizations installing PROTECT “Smoke Cannon” technology have experienced virtually no losses once the systems are installed. Insurance companies in several foreign countries provide discounts in premiums and reduced deductibles for companies using PROTECT systems.
“Smoke Cannon technology starts at about $2,500 and can be installed within hours,” Petch remarks. “The system is suitable for retail, casino, financial services, high-end electronics dealers, jewelry stores and other applications where “smash and grab” burglars can easily strike. Visit www.protectglobal.com for U.S. launch news and information about PROTECT’s police liaison program.
Teaming Up
Integral Technologies, Inc. is partnering with Checkpoint Systems, Inc. as a way of simplifying security operations and set a standard in the retail industry. Both companies are focused on offering cutting-edge technologies to the retail sector – IP cameras, remote monitoring and administration, and people counting tools.
Industry Group Chairs Named
The Security Industry Association announces that five new Industry Group (IG) Chairs have been named. Kim Loy, Group 4 Technology, has been appointed Chair of the Access Control IG; Bill Spence, Recognition Systems has been appointed Vice-Chair of the Biometrics IG; Ray Canalas, American Dynamics/TYCO and Don Taylor, Dedicated Micros USA, Ltd., were appointed Chair and Vice Chair, respectively, of the CCTV IG. Bill Nuffer, Deister Electronics, has been appointed Vice Chair of the Systems Integration IG.
Security Symposium A Success
AMAG Technology recently hosted its annual Security Symposium on Amelia Island, FL. Consultants enjoyed three days of informative presentations by AMAG and its business partners, including HID, Bioscrypt, NEC, Verint, Object Video, ActivCard, and Zenitel.
According to AMAG President, Bob Sawyerm, the valuable feedback gained from the event helps AMAG make informed product and marketing decisions.
Now Available in Stores
Comp USA customers can now order a Monitronics monitored alarm system through CompUSA’s website or at a computer-based “service kiosk” in each of the company’s 230 stores located nationwide. The two companies have partnered to make Monitronics the exclusive provider of security alarm systems available through CompUSA. This is the first national retail program to promote the Monitronics brand and has significant benefits for the company and its nationwide network of authorized dealers.
“We are so pleased to have come to this agreement with CompUSA,” says Jim Hull, Monitronics President and CEO. “This association with a well-known national retailer helps Monitronics increase its brand awareness while also helping our dealers grow their sales volume and receive more up-sell and referral opportunities.”
The in-store kiosks and the CompUSA website provide customers with a connection to Monitronics’ website with information and pricing on a number of alarm system packages. Customers, who are homeowners, have the opportunity to submit a request to purchase one of the packages. To complete the transaction, information from a request is then distributed to an authorized dealer in the customer’s area.
This partnership is one of the first components of Monitronics’ initiative to expand its customer leads program for authorized dealers.
New Monitoring Center Opens
The Pellissippi Corporate Center in Knox County, TN is the new location for Brink’s Home Security’s National Customer Contact Center. The 50,000 square foot facility will complement Brink’s Home Security’s National Support Center in Irving, TX. It will provide additional capacity and enhance disaster recovery capabilities.
The center will be able to accommodate over 400 monitoring operators and customer care specialists to provide quick response to alarm signals and inquiries received from customers throughout the United States and western Canada. It will operate 24 hours a day, seven days a week. The company foresees spending over $10 million to construct the center and install state-of-the-art computer and telecommunications equipment. It’s expected to open in early 2006.
Partnerships and Acquisitions
- Axis Communications and HID have forged a partnership to develop the industry’s first open standard, integrated network video and access control interface and protocols. Addressing the growing market requirements for converged security solutions, the platform will be developed and delivered as an open application programming interface (API).
- Honeywell and HID Corp. announce an agreement that expands their partnership to provide access control card and reader products to the security industry. As part of the agreement, HID will supply Honeywell with contactless access control card and reader products. Honeywell also will develop new products based on HID’s iCLASS technology to offer enhanced security through encryption, mutual authentication and easier biometric implementation.
- Vicon Industries Inc., announces the certification of the development effort that integrates Vicon’s digital video management with Lenel’s OnGuard Total Security Knowledge Management Solutions. This development allows for selecting specific cameras from a Vicon DVR for live or playback viewing through the OnGuard control system, sending alarms from the DVR to the OnGuard system for notification and using the Map Designer to locate and select specific cameras in the ViconNet system. In other news, Vicon also announces the integration of ViconNet, with ObjectVideo VEW intelligent video surveillance software.
- Linear LLC (Carlsbad, CA) has acquired Panamax (Petaluma, CA), a designer and manufacturer of products for the protection of electronic/electrical equipment from power disturbances. No terms of the purchase were disclosed. Other recent acquisitions by Linear include: ChannelPlus, ELAN Home Systems, M&S, OmniMount, OpenHouse, SpeakerCraft, and Xantech.
- Comstar, Inc., formerly headed up by industry veteran, Jim Greco and his son, Tim, have sold the assets of the corporation to Alarm Detection Systems, Inc. (ADS) of Aurora, IL. Transaction size has been kept confidential, but the sale was for well in excess of 2,000 accounts and represents one of the largest purchases made by ADS. A sister company to Comstar, Star Security, primarily a union installation contractor, will remain in business, and is headed up by Tim Greco.
Diamonds Are a Station’s Best Friend
CenturyTel reports it has earned a Five Diamond Central Station certification from the Central Station Alarm Association (CSAA) for its expanded security services division. The certification testifies that 100 percent of CenturyTel’s central station operators have achieved proficiency and certification through courses covering virtually all phases of central station communications with customers, law enforcement, fire and emergency services communications centers.
CenturyTel provides integrated communications services to rural areas and small to mid-size cities in the United States and state-of-the-art 24-hour security monitoring services from the company’s own UL listed central station. The Five Diamond certification is a distinction held by less than 5 percent of the approximately 2,700 central stations in the U.S.
A Spin-Off
Optex Inc. has formed Optex Technologies Inc., a spin-off company focused on the automatic door industry. Also a subsidiary of Optex Co. Ltd Japan, the company will focus on providing quality, safe, innovative sensors to the automatic door industry. The company officers include: Rob Blair (CEO), Nori Ueda (Vice President), and Jacques Vaarre (Director of sales), all of whom came over from Optex Inc.
All current automatic door sensor customers of Optex Inc. Will receive the same products and service from this new company which will reinforce and enhance its core structure to include a full service technical department and AAADM training facility.
ASSA ABLOY Group companies ESSEX Industries and YSG Door Security Consultants have united to create a single solutions-oriented group. The new entity, known as ASSA ABLOY Door Security Solutions, provides the sales and marketing support for 12 industry-leading brands of doors and architectural hardware.
The ASSA ABLOY Integrated Solutions Specialist program consists of a team of security professionals who work with security systems dealers and integrators to identify and define the door and hardware components needed to safely secure each entry and/or exit point within a client’s facility. According to ASSA ABLOY DSS Vice President of Sales, Joe Hynds, the ISS program allows dealers to seamlessly blend doors and hardware with the rest of the security components, creating a truly integrated security system.
“The ISS program is comprised of licensed Physical Security Professionals (PSP) who assist with the selection, installation and support of doors and electromechanical hardware and provide advice on integrating current technology and code information into the recommended design of an opening.” Hynds comments.
- In addition to offering total door and door hardware support, ASSA ABLOY’s ISS team of specialists:
- Recommends solutions that meet code and specifications.
- Recommends fully integrated products.
- Trains in-house installers and sub-contractors or recommends ASSA ABLOY-certified installers.
ASSA ABLOY Door Security Solutions provides sales and marketing support for the following leading brands of doors and hardware: CECO DOOR, CORBIN RUSSWIN, CURRIES, FOLGER ADAM EDC (Electric Door Controls), GRAHAM, HES, McKINNEY, NORTON, RIXSON, SARGENT, SECURITRON and YALE.
Vendors Are Appreciated
Vendor Appreciation Award winners were announced during the PSA Vendor Appreciation Awards Banquet held recently at the PSA 2005 Conference and Systems Integration Expo.
CSC/Southwest Wire, Dedicated Micros, Network Video Technologies (NVT) and Pelco won top honors, the Superstar Award. Altronix, CBC America Corp., DITEK, Integral Technologies, International Fiber Systems (IFS), Securitron and Tamron were honored with the Star Award. Aiphone, Comprehensive ID Products Inc. (CIPI), Sanyo, TransTech Systems and Ultra Electronics each earned the Rising Star Award. And, for the first time, PSA presented awards to manufacturers’ representatives who best supported PSA members. The Manufacturers’ Representative Award winners were Mike Taylor of AMAG Technology, Diana Hanna of D.H. Marketing, and Bob Fruchey of Intermountain Marketing.
“The banquet and awards program is great way to recognize how important our vendor partners are to the success of PSA and PSA member companies,” states PSA president and CEO, Bill Bozeman, CPP. “Our members truly appreciate the outstanding service and the quality of the products from our vendors and show it through increased sales.”
NEWSMAKERS
Sanyo Security Products names security industry executive Frank Abram Vice President of Sales and Marketing responsible for sales and new business development of the Security Products Division. Abram has served the security industry for over thirty years in a variety of sales and marketing management positions. Prior to joining Sanyo Security Products, Abram was Vice President, Panasonic Security Systems Group. He has served two terms on the board of the Security Industry Association (SIA0 and was invited to testify before a Congressional Subcommittee on security industry matters in the aftermath of September 11th....Michael R. Haislip joins Monitronics International, Inc as Vice President and Chief Operating Officer, responsible for overseeing all direct operational matters for the company....Bob Dolph is named Training Manager for Security One Systems, Inc. of Fort Lauderdale, FL. Along with serving as the company’s Safety manager, Dolph will head up training operations for the 110 person organization....Joann Johnson joins Brink’s Home Security as Vice President and Controller at the firm’s Irving, TX headquarters...Dedicated Micros Inc. hires Will Moore as Transportation Sales Manager to direct and oversee TransVu sales for the transportation industry. He is based out of the Torrance, CA, office....OzVision appoints Timothy Root as chief technology officer. Root will run development teams, guide technology direction, expand product and solution offerings and develop strategic partnerships...Scott Dunn joins Axis Communications as national manager of strategic channel development. He will establish and maintain relationships with Axis partners in the security market...Cam-Dex Security Corp. appoints Sue O’Neal senior sales manager for the corporation’s St. Louis office responsible for growing Cam-Dex’s new major account customer base and developing new business opportunities...HID taps Michael L. Davis for the newly-created position of Director of Technology, Intellectual Property. Davis will leverage his access control experience and knowledge of leading technology developments to drive HID’s future product initiatives...Optex hires fourteen-year veteran Eric Moore as its new Visual Sales Representative for North America, responsible for growing sales in the Optex line of photobeams and other visual security technologies.
