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physical security

Cancer hospital employees better not go where they don't belong

No added costs for integration with Dana Farber’s Tyco upgrade
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10/29/2013

BOSTON—An upgrade of its access control system has enabled the Dana Farber Cancer Institute here to introduce Wi-Fi locks without building a new system to manage them, has provided more information about cardholders and provides automatic reports.

Managed services: In-house or out?

Most readers say Vector’s move to bring managed services into the fold is the way to go
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10/28/2013

YARMOUTH, Maine—In the eyes of many in the industry, bringing managed services expertise in-house offers a way to gain a competitive edge and keep pace with the convergence of IT and security.

Tyco Lenel deal important to large group of TycoIS customers

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10/28/2013

CHICAGO—Tyco Integrated Security announced at the ASIS show a new partnership with access control provider Lenel Systems International.

New role for Jay Hauhn

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Wednesday, October 23, 2013

Jay Hauhn, chief technology officer and VP of industry relations at Tyco Integrated Security, has been named president of CSAA. The announcement was made at the organization’s recent annual meeting in Quebec City. Hauhn, who most recently served as vice president for the organization, assumes the role held by Robert Bean, whose term expires this year.

Hauhn is actively involved in several industry organizations. Since 2011, he has served as chairman of the board at The Security Industry Association, a role in which he has executive responsibility for all interaction with industry associations, regulatory agencies and state and federal governments. His current term as Chairman of the Board at SIA ends this year.

Hauhn also sits on the board of directors at the Security Industry Alarm Coalition, and he is chairman of the Electronic Security Association’s government relations committee.  

I’m scheduled to speak with Hauhn later this week about his expanded role at CSAA. In that interview, I’ll discuss some of Hauhn’s short- and long-term ambitions as the newly minted leader of the organization.

SDI redesigns sales effort

Integrator hires Jeremy Howard to set up national vertically focused sales effort based in Dallas
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10/18/2013

CHICAGO—With two major acquisitions closed in the past several months, SDI has grown rapidly and is now turning its attention to its sales organization. It announced Oct. 17 that it has hired former Jeremy Howard, a former Avigilon VP, to set up a national vertically focused sales effort.

SecureNet launches cloud-based platform

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Wednesday, October 16, 2013

A few developments surfaced today out of the SecureNet Technologies camp. The Longwood, Fla.-based company, which provides video monitoring services and interactive home features, announced the launch of the SecureNet platform, a system that gives alarm providers a cloud-based management service.

The system is designed to increase the speed of alarm responses while improving their accuracy by eliminating errors caused by traditional notes-based dispatching systems, the company noted in a news release.

As we continue to see, there are several benefits for central stations who deploy a cloud-based platform. First off, it improves redundancy in the event of outages or natural disasters. It also reduces the man hours required for continual technological upgrades. Interestingly enough, while SecureNet’s platform is clearly moving with the hosted solution wave, it is also offered as a traditional on-site service.

The other piece of news, less of a strictly monitoring nature, is that SecureNet has joined the Z-Wave Alliance, a group of technology companies that design wireless home control products based on the Z-wave wireless communications standard.

SecureNet’s Interactive Gateway Modules, a line of hardware devices that integrate with the with alarm panels, is designed primarily for its adaptability to home management services. The devices use Z-wave technology to control and communicate with interactive video monitoring, access controls, as well as an array of home automation features.

In the coming days I’ll be following up with SecureNet to get a closer view of these latest developments.  

Henry Edmonds presents on PERS valuations

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Wednesday, October 9, 2013

As I encounter new theories and projections about PERS valuations, I continue to find a refreshing lack of consensus among the experts. That’s not to say there aren’t areas of agreement. There are. Those watching the market often cite similar determinants of valuation, such as attrition rates, cash flow and the costs of creating new accounts. But experts seldom invest the same metrics with equal importance.     

For example, Barry Epstein, president of Dallas-based Vertex Capital, believes reducing attrition rates to be a critical component of increasing PERS valuations. Conversely, Mark Sandler, a principal with SPP Advisors, downplayed the importance of churn, saying instead that a company’s value hinges more on how efficiently they can redeploy their units.

Today I came across a presentation on PERS valuations delivered by Henry Edmonds, president of The Edmonds Group, at the Medical Alert Monitoring Association conference held last week in Orlando. Edmonds’ insights reflect another nuanced interpretation of the market. In the presentation, he boiled PERS valuations down to four key metrics: cash flow; churn (attrition rate); growth rate/new account volume; and creation cost.

Just as vital for maximizing value is the ability of dealers to compile solid data on these metrics, Edmonds noted in one of the slides.

Edmonds developed some pretty in-depth calculations that he believes dealers should be cognizant of. For instance, churn rate metrics should account for total lost RMR on a trailing 12-month or trailing six-month basis. That figure should then be divided by average outstanding RMR. With respect to the cash flow, Edmonds advises dealers to focus on adjusted EBITDA and steady state free cash flow.

Edmonds’ presentation also offered a trove of information about buyers. He noted that buyers will create finance models for target companies, develop key assumptions based on a target company’s past performance and determine a capital structure based on current market conditions.

Edmonds also provided the following aphorism: “Buyers never pay more than they think they have to.”

In the coming weeks I plan to speak with Henry Edmonds himself to get a more in-depth take on PERS valuations and the state of the market in general. Stay tuned.

ESA Leadership Summit homes in on growth

Event will bring together perspectives from inside and outside the industry
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10/08/2013

IRVING, Texas—The design of the 2014 ESA Leadership Summit is as inclusive as it is basic: The summit will cater to companies, whatever their size or revenue, with ambition to grow their accounts.

North America owns 70 percent of mobile video surveillance market

A robust American market continues to dominate the global share on the strength of school bus and police car verticals
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10/07/2013

LONDON—By a vast margin, North America remains the dominant sales region for mobile video surveillance equipment, according to a recent report from IHS, a global market research firm.

Dynamark Convention wrap up

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Friday, October 4, 2013

Over the course of my two days at the Dynamark Convention, I had the good fortune of speaking with several knowledgeable industry veterans, and I’d be remiss not to mention some of them in this space. Whether at the vendor show, educational sessions or during my tour of Dynamark’s central station, I found no shortage of folks with industry expertise.

The vendor show featured a vibrant mix of companies, with virtually every facet of the industry represented, from access control and video surveillance to fire alarms and intrusion detection. There were distributors like ADI, which had a booth, and several attendees from The Systems Depot, including CEO Robert Pinion, who gave me a thorough description of the company’s new call center, a 20,000-square-foot facility with an efficient layout that's rapidly adding new employees. In the spirit of the season, there was some gridiron chat weaved into the industry-specific discussions. As it turns out, Pinion’s son is a punter for the No. 3-ranked Clemson Tigers.

Those very same Clemson Tigers travel north this weekend, heavily favored in their matchup with Syracuse, the alma mater of Tom Piston, vice president of sales & marketing at Dynamark. Piston, along with Lamar Shroyer, IT director at Dynamark, guided me and SSN publisher Tim Purpura on a tour through the central station. Shroyer showed us a veritable wall of servers and systems, which included Bold Technologies’ Manitou automation platform, as well as servers from Israeli-based Tadiran Telecom.

Keith Godsey, Dynamark’s vice president of central station operations, answered a few questions about Dynamark’s training procedures. Training typically lasts two weeks, and operators accrue greater responsibility as they ascend to higher levels of training. Interestingly enough, Godsey noted that 80 percent of their operators have been at the station since the facility opened in 2011—no small feat for a profession typically prone to high turnover.  

To conclude, I wanted to mention a final element of interest about the conference: The presence of companies offering peripheral services that both dealers and central stations are leveraging for value. I spoke with Joseph Narkin, director of business development at Demand, a marketing and business development firm that works with alarm companies, including Dynamark, and whose cold-calling team is comprised of qualified prison inmates (Narkin himself is a former prison inmate who said the company contributed tremendously to his rehabilitation and reintegration in society).

I also spoke with John Latimer, senior account executive at Keller Stonebraker Insurance, based in Hagerstown, Md. The company works with alarm companies, both dealers and central stations, to help transfer and mitigate risk—legal concerns of no small importance to the alarm industry as a whole.

In summary (I fully intended this update to be just that), my first voyage as part of SSN was a valuable and diverse experience, and the folks at Dynamark, and many others with whom I happened to cross paths, were nothing short of welcoming and bright.

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