experience and perspective of security installation opportunities edward j. donelan, rcdd/nts, tlt...

Experience and Perspective of Security Installation

Opportunities

Edward J. Donelan, RCDD/NTS, TLTPresident, Telecom Infrastructure Corp

BICSI Publications

• NDRM (Network Design Reference) 6th Edition

– November 2005

• ESS (Electronic Safety and Security Design) 1st Edition

– January 2006

• CO-OSP (Customer Owned Outside Plant) 4th Edition

– January 2007

• PAVDRM (Principles of AV Design) 1st Edition

– June 2006 (ICIA Partnership)

BICSI UPDATE

• ESS (Electronic Safety and Security) Designer Designation DirectionThe ESS designer is the person who understands vulnerability, risk, and threat, designs a complete and functional security system, oversees the implementation and verifies / validates system performance.

• SIA – Javits Center, NYC – August 24 – 25, 2005– Security Industry Association– www.isceast.com

BICSI UPDATE

• ESS Outline– Threat – Legal, liability, ethic– Asset Protection– Intercom / Annunciators– Biometrics / Intrusion

Detection– CCTV – Access Control– Monitoring - training

– Fire Detection & Alarm– Sensors / Integrated

System– Mobile Security /

Wireless / Data Security

– Doors, locks, safes and seals

Business Opportunity

In 2004 47% said their company is listed on a

GSA Schedule, compared to just 12% in

2003.

The convergence of IT and computer

networking with electronic security is

becoming reality.

A true indicator that separates an alarm dealer

from a serious systems integrator is if the company

has its own CAD/CAM plotter equipment.

Source: SecuritySales.com


CCTV and Access Control making strides toward topping burglar

alarms as the electronic security

industry’s No 1 source of revenue


Security Business Opportunity



Homeland security efforts appear to be

substantially impacting the electronic security

industry as large industrial (gov’t, utilities, airports, stadiums, etc.)

swiped 6 percentage points from both commercial and

residential installations in 2004.



Electronic security contractors continue the recent trend of making more at the front end as paid-in-

full installations remained at 58%.


Security Installation

Statistics

• Average number of installed accounts in 2004 is 550

• Average number of monitored accounts in 2004 is 300

•76% use a third-party contract central monitoring station

• 47% of integrators have access to the internet from the field.

Security Business Opportunities

The “sweet spot” for the typical security

contractor is $1 million to $4.9 million

in annual gross revenues.


Security

Average gross profit margins 40.3% and 27.4% net profit

on CCTV installations

Remote video is one of the most in-demand features with

networked video on the rise.


QUESTIONS TO ASK

What is the application?• Retail store, office, parking lot, all

How many cameras in the system?• How many indoors & outdoors

What are the cameras viewing?• Area, distance• This may determine if P/T/Z is needed

QUESTIONS TO ASK

What is camera environment?• Freezer, office, hot warehouse, etc.

Where or how are cameras mounted?• Ceiling dome, outdoor pole, etc.

How will the system be used?• Manned system, monitored• Passive system just recorded

QUESTIONS TO ASK

How many monitor locations?• View only or control

Is remote access needed?• Remote network connection• Internet

QUESTIONS TO ASK

What does user want to achieve?• Stop internal theft• Security from outside influences• Shoplifting• Vandalism issues

GUIDELINES

Be aware of lightingObserve the sunKnow why customer wants cameras1 camera will not cover a 300’ fence

INTRODUCTION TO ACCESS CONTROL

Access Control

Access Control

• Average profit margins for Access Control installations are 37% gross and 22% net.

• Integrators say more than 48% of their access control installations include some sort of

integration with CCTV or other security system.

• Commercial office environment accounts for more than 36% of all access control system

installations.

AC Worksheet

Access Control System Door Planning

Worksheet

In order to install the proper locking hardware, answers to the following questions are essential.

Reasons For Access Control

• Reduce Key Control Problems

• Allows Managed Access

• Provide 24/7 Security

• Management Tool

• Reduce Cost

Key Control Problems

• Affects all business and government

• No control of distributed keys

• Huge security risk– Stolen/missing keys = new locks & keys

• Very labor intensive and expensive

Key Control Solutions

• Provide card access to all employees

• Each card is unique, assigned to user

• Absolute control

• Immediate information

• Easier to manage

• Reduced costs

Allow Access…Problems

• Providing security to the building– Day vs. night– Various levels of security

• Authorized personnel– Time, day,entry & exit

• Doors must be locked and unlocked

• Key holder control

Allow Access…Solutions

• All employees are issued a card• Demonstrates confidence to employees• Maintains control over usage

– Time, day, schedule. Etc.– By employee, dept., visitor

• Cards are difficult to duplicate• Provides flexibility with security

– Secure when and where needed

24/7 Security Problems

• Key systems are not secure

• Employees must feel safe

• High cost for keys, locks, guards, etc.

• Risk of internal theft and fraud

24/7 Security Solutions

• Provide perimeter security

• Permit free movement of employees– Authorized access w/o supervisor key– Increase mobility of workers

• Reduce or eliminate guards

• Reduce opportunity for theft of fraud

Application for Access Control

• Need to improve or upgrade security

• Companies with key control problems

• Real or potential security risks

• Need to provide greater security– Shift schedules– High employee turnover– Temp. workers

Application for Access Control

• Multiple levels of security– Execs., factory, R&D, TR’s, MTER’s, etc.

• Need to record or control usage– Charge for use, common conf. Room

• Companies offering flexible schedules

• Improve after hours security

• Need to automate security functions

Why Sell Access Control

• Leads to add-on sales– CCTV– Expansion– Motion detectors

• Small recurring revenue in cards– Also keeps you in touch

• Less competition than traditional alarms

Why Sell Access Control

• Potential for higher margins

• Leads to other sales– Word of mouth– Envy

Access Control Basics

• Who, When, Where, What– Who uses the system– When they use the system– Where they use the system– What happened

Access Control Components

• Controller– Multi-reader control in a can– Single door keypad– All wire goes to this point

• Cards– Each user assigned a unique card– Usage parameters programmed in system– Bit formats


• Reader Technologies– Proximity (prox)– Magnetic Stripe– Bar Code– Weigand– Radio (RF)– Multi-Technology


• Reader Technologies– Biometric

• Hand

• Finger

• Face

• Voice

• Retina

– With Keypad


• Controlled Door– Lock

• Electric strike or magnetic lock

– One or two readers– Door contact– Request to exit detector (REX)– Automatic door closer– Optional annunciater


• Magnetic Lock– Must release with fire alarm, power failure

• Building not secure in power failure

– “Push To Exit” button w/ separate timer– Automatic release (15 sec. delay max.)

• Electric Strike– Free exit device– Typically locked without power– Use a locksmith

Access Functions & Features

• Schedules & Holidays• Access Levels• Monitored Inputs• Alarm Events• Elevator Control• Antipassback• Mantrap• Time & Attendance

AC Worksheet

Access Control Quick Quote Fax Form

In order to spec the right equipment for the job, fill out this handy quick quote sheet.

Burglary Alarms

• Average profit margins installing companies realize

on burglary jobs are 42.2% gross and

25.5% net.

• 26% of burglary installations include wireless equipment

Opportunity

Average Profit Margins

Gross Net

Access Control 37% 22%

CCTV 40.3% 27.4%

Security Contractor typical Sales is $1 million to $4.9 million in annual gross revenues.

Thank You

Edward J. Donelan, RCDD, NTS, TLT

President, Telecom Infrastructure Corp

Treasurer, BICSI

[email protected]

experience and perspective of security installation opportunities edward j. donelan, rcdd/nts, tlt...

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