PSA-TEC, Day 3

8:15 - Grabbed a donut and an orange juice and made it to the presentation on video monitoring being given by Doug Marman from VideoIQ and Mike Hanlon from ViewpointCRM. I've seen this from Doug before, but I haven't seen him teamed up with Mike, who can provide the perspective of what goes on at the video monitoring station when the VideoIQ analytics sound an alarm. Mike: Wackenhut and Securitas are both doing this themselves, and they're two of the largest guard companies out there. They believe in this as well. It's not about bad-mouthing the guards, saying they fall asleep, it's about telling customers what can be done and solving the problems they're having. I was at a water treatment plant, they've got a security guy they're paying to make sure the seals aren't cracking and the water's at the right levels, and they pay for a port-a-potty, and a trailer, and a dumpster, just for him. The first thing the guy tells me is that he came out here at 11 at night, and the guy has three time clocks sitting on his trailer's desk - he'd bought time clocks from the manufacturer so he didn't have to patrol the area and punch in at the clocks that were at fixed locations. That was an easy sale. Doug: But you actually have to be able to replace that - how can you do it? You need intelligent cameras or you're just going to have the same problem of bored guards sitting in your facility. No one can watch cameras all the time. Mike: Multi-family housing is a great market. You can voice down to people who are drunk on the property and say, hey, go drink on someone else's property down the street. Just don't do it here. You're not telling them to be saints, you're just telling them to be derelicts somewhere else. Doesn't have to be IP audio either. We can do POTS, whatever. We could do a whole class on audio. But basically it's almost all voice down. You can have voice up as well, but that's that often used right now. (I spoke with Doug yesterday and he said they have the technology on the VidoeIQ cameras to do voice up, but they haven't "turned it on yet.") Doug: Love the story about Mike being led around a property by a guard, just finishing an installation, and kids jump the fence, run through the property, and the guard didn't say a word. Then, after they leave, he says, "that's why we're hiring you guys." Mike: And it's not about bullying people. Most of the time, it's about being polite on the voice down and just suggesting they go somewhere else. Doug: Most of the time, you're doing motion sensors, etc., and because of the false alarms, you end up putting in video anyway to figure out what's tripping the alarms. With video analytics, you get the video without the false alarms. Over 60 percent of the crime happening for colleges and retail is happening in parking lots. We have good solutions for indoors, but the industry hasn't come up with a good solution for outdoors. This is a good solution for outdoors, especially where there can't be a fence. 8:40 - Great point by Mike here: This is not about arresting people. Sonitrol is great at dispatching and catching people and it makes great video and stories when you get the guy in the middle of the crime. But what if you could stop the guy before anything gets smashed or broken into? Wouldn't that make the client ultimately happier? Nothing had to get fixed and there wasn't a big brou-ha-ha with the cops tramping through the store and making a big mess. Some numbers from Doug: Guard services are maybe $40 billion in the U.S., and 15 percent of that, give or take, could be done better with video analytics. New market created by this is somewhere like $6 to $8 billion. Mike: Used to be when we saw they had their own command center, we'd be like, darn, nothing for us here. Now that's low-hanging fruit for us. They're struggling to staff the center, to operate it correctly. We say, shut that down, let us use your infrastructure, and we'll do it for half the cost. Replacing one body, three shifts, is saving $157,000, which is the average cost of three shifts of a security officer in the United States. Some regions are much more expensive. Though sometimes the cheaper guy is a lot easier to replace. (By the way, an integrator said, "Say that number again," when Mike talked about the cost of one guard.) And don't slander the guard, by the way, because he has value, maybe he did CPR on an employee or customer, but you can augment what he does, you can let the client check on that customer. Doug: The cost of the equipment should be made up in the first six months to a year. And then going forward they can save 50 percent on their guarding costs. Team with a guard firm. They're often good at HR and labor, but they're not good at technology. And often they're bidding super low, trying to compete on pennies, and they have huge turnover. So if you can let them bid lower and hire fewer people, they'll get you in the door for the installation and you'll share the customer. Doug: My guess is that in 10 years, video monitoring will be the most significant change that happened in the security industry this decade. Auto dealerships: We have deployments at more than 50 car lots. 60-70 percent of them had on-site guards previously. Remote guarding reduced costs by 75 percent. Average pay back time was seven months. But it's not just security for the auto dealers. You can invite customers to browse, alert sales people when customers arrive, maybe you don't need a fence, don't have the cost of moving the cars all the time to bring them closer to the lot. Mike: Most exciting growth we're seeing is in management tools, a concierge service, letting them know what's going on at their property. Making sure they're not the last guy that got plowed when it snows, keeping track of other vendors, when they show up and how they perform. 8:55 - Here's where Mike talks about the cool thing they're doing with LL Bean in Freeport: Basically, they have these information kiosks, outdoors, you walk up to it, push one button for emergency, another for information. You push the button, a uniformed officer answers in live two-way video, "welcome to Freeport, how can I help you?" They like it so much they've put one at the State House to help drive people to the shops at Freeport. Doug: Or how about a remote chaperone. An employee feels unsafe walking through the parking lot. They call the monitoring station, say they're about to walk out, and the operator says they'll watch them and maybe even play a message in the parking lot: "Hello everyone, just reassuring you that this parking lot is monitored by a live video operator. Have a nice day." Or replace the doorman. 9:05 - City surveillance - City of Birmingham, population 230,000, ION (an integrator - you'll see a story on this in our June issue, actually) is working as a force multiplier for their police department. There's another city in New Hampshire who are working with a private integrator to provide video surveillance for their police department. There are municipal funds available for this kind of service. 9:20 - All of the Viewpoint CRM services can be white labeled, so that the customer doesn't know this isn't your video monitoring station if you don't want them to. They have a number of white papers and videos that you can throw your logo on. Now lots of stuff about how cool the VideoIQ camera is. I'll let you go to their Web site or something for that (we've written about their iCVR - use our cool new search engine to find it - or go here). 9:30 - Admittedly, the object search thing that VideoIQ can do is pretty cool. They can track an individual person as they travel throughout the surveillance system, and then can go back and search the storage for when that person was recorded before, when they came into the building and how. If that works in real time, that's pretty cool. 9:45 - Reminder to check out, the alliance Viewpoint and VideoIQ formed to create some remote guarding standards. Session done. Not as many questions as I thought there would be. But there's general grumbling that this is pretty interesting when Doug asks if it's interesting. I think people are just a little sleepy still.


You shouldn't be eating donuts. High in fat and calories.