Vol. IV No. 8

AUG. 2016 SENTINELPublished for the Northeast and Midwest Electronic Security Industry

NORTHEAST MIDWEST

“Every man owes a part of his time and money to the business or Industry in which he is en-gaged. No man has a moral right to withhold his support from an organization that is striving to improve conditions within his sphere.”

Theodore Roosevelt

•CASIA Contact Information - 8•Associates Corner - 6•Calendars and Events - 26•Associates News - 12 - 15

Burglar Alarm Owners Must Register With Suffolk County Or Face Hefty Fines For False Alarms Greater Patchogue.com – Yaphank, NY

Suffolk County officials are urging all residential homeowners and commercial establishments to register their burglar alarms with the county or face hefty fines — even for first-time false alarms.

Registering an alarm costs $100 for businesses and $50 for homeowners.

The new Suffolk County law went into effect last month and comes in response to the 97,000 false alarms police officers responded to in 2015, which amounted to some 32,000 in wasted patrol hours, officials said.

Registered alarm owners will get two free passes for false alarms per year, after which the fees will be $100 for each residential false alarm and $250 for each false alarm at a non-residential building, includ-ing nonprofit organizations such as churches.

Non-registered alarm owners will have to pay fees for any false alarm.

A false alarm is defined in the legislation as an alarm signal that results in a police response for something other than an unlawful act or emergency at the home or business/organization.

The permits have to be renewed annually, and the fee for renewing a permit is 50 percent less than the initial registration fees.

The law was passed in November and went into effect June 1. Register online by clicking the ‘alarm management’ button at www.SuffolkPD.org. In person at SCPD headquarters 30 Yaphank Avenue between 9 a.m. and 5 p.m. on weekdays, excluding holidays. By mail by picking up an application at your local precinct or by download-ing the permit form at SuffolkPD.org. Mail the completed form and fee to the AMPS Office at 30 Yaphank Ave, Yaphank, NY 11980

Wallingford Police Warn Of Upcoming Change In Alarm Policy My Record Journal.com – Wallingford, CT

WALLINGFORD — Police are remind-ing residents about a change to the ordinance on private security systems and false alarms.

Starting July 12, security system users will face fines if police respond to more than three false alarms in a year, Lt. Cheryl Bradley said Wednesday. The fourth false alarm and any other false alarms will result in a $50 fine, Bradley said.

The change comes after the Town Council amended the ordinance in June. The previous ordinance allowed up to six false alarms, after which a $35 fine was applied. Police Chief William Wright spoke at the meeting, saying the department responded to around 2,400 false alarms in 2014 and 2015. The fines are charged to the home or business owner, not the alarm compa-ny.

Police remind residents and business owners that they are required to regis-ter their alarm systems, and there is a $100 fine for failing to do so, Bradley said. Forms for registering alarms can be picked up at the police department, 135 North Main St.

The Electronic Security Association (ESA) is now accepting applications for the Class of 2017 ESA Mentorship Program through September 30. The ESA Mentorship Program is de-signed to foster the growth of rising leaders within the industry and assist in bridging the gap between multiple generations.

The structured, nine-month program will connect those look-ing for guidance and growth in their security industry career with industry veterans who have committed to sharing their experiences and perspectives. The program will include up to 30 mentor/mentee pairs who will be announced at the 2017 ESA Leadership Summit Feb.12-15 in Tampa, FL.

Class of 2017 participants are encouraged to attend the 2016 YSP Rising Leaders Forum to meet the inaugural Class of 2016,

get a head start on acquiring additional leadership skills and interact with the Mentorship Program alumni.

YSP Rising LeadersOct. 11 - 13, 2016Stevenson, WA

Space in the ESA Mentorship Program is limited; only 30 pairs of mentors and men-tees will be accepted. Review the program

requirements and submit your application before September 30 for consideration. For more information, please visit www.ESAweb.org/MentorshipProgram or www.ESAweb.org/Rising-LeadersForum.

ESA Mentorship Program Class of 2017

CEDIA Chooses SecurityCEU.com In a continuing effort to stay at the cutting edge of technology for the

connected home with its relationship to the integrated security, fire, and life safety market, CEDIA, has partnered with SecurityCEU.com to launch an enhanced training program for their entire membership.

Through the partnership, CEDIA, the Custom Electronic Design and Instal-lation Association, will increase their current training curriculum by more than 55 hours of online content. For more than ten years, SecurityCEU.com has provided licensing, compliance, certification and continuing education solutions to the security, fire and life safety industry. SecurityCEU.com boasts an enormous catalog of online training covering industry topics such as IP Networking, IP Video, Structured Wiring, and Customer Service.

The SecurityCEU.com courses serve as foundational training for profes-sionals entering the converging worlds of security and home automation. The partnership between CEDIA and SecurityCEU.com makes perfect sense because CEDIA members benefit greatly from exposure to the topics offered. Additional benefits include the ability for CEDIA members to gain and maintain industry licenses and certifications. All SecurityCEU.com courses are approved for CEUs at the national and state levels. SecurityCEU.com also of-fers a full Compliance Management System (CMS) that provides automation of the licensing process as well as full metrics and measurement.

Matt Oelker, Director of Online Learning for CEDIA, said, “CEDIA under-stands the importance of the converging markets and the need for high quality, comprehensive training. When our members are required to show proof of their skills, they use this training to provide evidence that they have completed the necessary courses as a validation of baseline security skills relating to our industry.”

Courses can be purchased a la carte, but the most popular option is to purchase the Library Subscription. This provides members access to all the courses in the CEDIA catalog for one low price. This license is for 12 months of access.

“The SecurityCEU.com courses have proven to be an excellent resource for the industry and a competitive advantage for companies,” said Connie Moorhead, President of The CMOOR Group and SecurityCEU.com. “More and more, skills in Integration and IP Networking are being required to un-derstand contemporary security products and their role in integrated home automation systems.”

For more information, visit www.cmoor.com and www.SecurityCEU.com or call 502-254-1590.

For more information about state licensing be sure to check out the ESA State Licensing Guide free to members.

Course Name Certification LengthCodes and Standards Refresher CEU 1 hourEthical Client Relations CEU 1 hourFundamentals of Networking CEU 4 hoursHome Theater Demystified CEU 4 hoursIntroduction to the Digital Home CEU 4 hoursJob Safety Reminders CEU 1 hourLife Safety Code ONLINE 7 hoursMethods to Reduce False Alarms CEU 1 hourResidential Fire Alarm CEU ONLINE 7 Hours Troubleshooting Comm./Notification Devices CEU 1 hourUnderstanding Electronic Security Systems ONLINE 7 hoursValue Based Convergent Selling CEU 4 hours

By Aaron Czapiga, President

Hello Fellow ColleaguesHope this letter finds you all

well and very busy! With all of the events that have happened since the last letter I wrote I can’t cover them all on one page…

We have had a successful gath-ering at our yearly Lobster Bake on the beach in Fairfield. Great turnout as always with a lot of good networking and good times among friends. We had a chance of some stormy weather but it held out for us and we had a beautiful day. Connecticut also enjoyed supporting our associations to the north and east of us at the yearly NEACC show. The NEACC golf tournament was a beautiful day for golf and we had a good showing there from Connecticut as well. When you end up reading this, our Golf tournament will have hap-pened in July and as I write this the weather seems to be perfect for us as well. Hoping for a great turnout!

Some things of interest for us as an association are more challenges in our education with the State of Connecticut and our approved NTS classes for the ap-prenticeship program. With our ever changing state, our education committee and legislative committee chairmen are working hard to keep all as status quo. As an association of integrators we need to be able to move our apprentices through the process of get-ting their electrical licenses with ease. This program is key in helping us to do that. We have also discussed getting more substantive material in our CEU classes going forward. I am very excited to see us setting a gold standard for our teachings in both CEU and NTS classes. We should all be proud of the hard work our volunteers put into all of this.

There is a lot of craziness going on in this world around us and here at home. I truly believe that us as a security integrators we are going to be heavily in-volved in our safety and security of our fellow friends, neighbors, and coworkers. This was a major theme at the ESX show in Fort Worth. I recently found out that one of our member companies helped catch the criminals that were trying to steal those guns in that pawnshop in Baltimore by dispatching on a received alarm. With new technologies and creative minds working together we will see more and more stories of our member companies catching criminals that are trying to harm others. The more we catch before bad things happen the better off our communities will be.

I would also like to remind all of our associates of the ISC East which is less than 4 months away. This is a great place to see some of these new and innova-tive technologies. CASIA will of course have a booth there and we would love all of you to stop down and see us. Thank you all and have a happy and safe rest of your summer.

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To achieve sales success, you must truly identify and exer-cise the tools and knowledge to continue to strengthen your effectiveness in each of the five critical steps of the sales pro-cess. They are Leads, Appointments, Presentations, Closing and

Follow Up. There have been many articles written and discussions providing the tools, knowledge and advice on the first four steps, yet so few focusing on Follow Up. Too often, salespeople will neglect or forget (to put it politely) to follow up with a new customer. Likewise, too many sales-people do not have a consistent Follow Up program with their existing customers. I like to refer to Follow Up as the founda-tion for continued success and future new business opportunities. So, if you are not following up new accounts and do not have an effective Follow Up program for

your existing customers you are missing many opportunities for new business. And, let’s not forget the importance of customer service in maintaining satisfied customers. To repeat, an effective and consistent Follow Up program is the foundation for this customer service.

Simply stated, the function of every salesperson is to get and keep good customers. Everyone wants to take care of their customers. However it is a fact that cannot be denied that some salespeople work harder at it than others. My advice to all salespeople is to be sure you are following up with your new customers as well as your existing customer base, and to think like the buyer and not the salesperson.

By Harvey Eisenstadt

ASSOCIATES CORNER

Follow Up: Necessity for SuccessAlthough a new customer may very well be satisfied with their

new product, service or system, all too often they may have a question which they do not get to ask right away. Quite often that question can turn into a complaint if too much time elapses before they ask the question and get an answer. If you, the sales-person, immediately follow up by contacting that new customer once they have received their new product, or their service or installation has been completed, they not only will get an answer to that question without having to call you, but they will also recognize their importance to you as their customer. This is very powerful public relations, and at the same time gives you the opportunity to ask for referrals. After all, the best referrals for new opportunities will come from satisfied customers.

Today businesses face an increasingly sophisticated market-place and your customers have learned to expect more from you. Customer contact is essential to maintain a satisfied customer base. This means that you cannot sit back and expect loyalty on the part of the customer to be the basis for the survival of your business. Yes, loyalty is very important but you must enact and employ a program that breeds that loyalty. That program is an effective Follow Up plan. This is not a monumental challenge. It simply provides you with a vehicle to contact your customer on a regular basis whether it be quarterly, semi-annually or whatev-er works best for you based on the size of your customer base. Your plan might be to make a few calls each day where each call just takes a minute or two, but puts you in verbal contact with your customer. Direct mail or e-mail will work also but they do not have that personal touch and do not open the door for you personally to present a new product, answer a question that customer might have, or ask for a referral. It is very competitive in the marketplace and don’t think that your competition isn’t trying to get to your customers. They are, and they will, if you are “out of sight out of mind.”

So, what all this means towards the growth of your business is that you must keep improving to stay ahead of your compe-tition. Excellent customer service is one of the key elements for improving, and to accomplish this you must have an effective Follow Up plan for both your new customers and your existing customer base.

Harvey Eisenstadt is a Sales Consultant, Trainer, Speaker, Mentor and Author. Harvey possesses over 45 years of successful sales and sales management experience and is a nationally recognized author-ity on relationship building. Harvey can be reached at 818-701-7799 or harvey@hjesales.com

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Connecticut Alarm & Systems Integrators Association, Inc.PO Box 7230 Wilton, CT 06897 Website: www.casiact.orgPhone 800-762-3099 (CT) Fax 203-762-9211Charter Association of the ESA Associate Member: CPCA/CT Police Chiefs Association

CASIA 2016 OfficersPresidentAaron Czapiga

Stanley Security Solutions203-365-8615aaron.czapiga@sbdinc.com

First Vice President (temporary)

Andrew WilsonFireworks, LLC203-271-7079andywilson@fireworksllc.com

TreasurerDana KleshUnited Alarm Service, Inc.203-775-8788dana@unitedalarm.com

Secretary Erik TurnquistStandard Security800-341-4416eturnquist@standardoil.net

Vice PresidentsMark Resko 203-377-5555Mci221@optonline.netPaul WelteWelte Electronic Systems LLC203-325-4554paul@welteelectronicsystems.com

Faraz RehmanAssociated Security Corporation860-291-8111 x 22faraz@associatedsecuritycorp.com

Dominic PretePro-Tek Security, LLC203-494-1964domprete@gmail.com

Edyta Hariasz-MIkodaStanley Security Solutions203-888-3536Edyta.hariasz-mikoda@sbdinc.com

Associate Member Representatives

Zig Sokolowski USA Central Station Alarm Corp.203-882-0767Zig.sokolowski@usacentralstation.com

John AlberinoNortek Security & Control203-515-6465John.alberino@nortek.com

NEACC RepresentativeFaraz Rehman860-291-8111 x 22

Education Joel Kent(860) 298-9769

Legislative John Yusza203- 269-3591

Legal AdviceBuchanan Ingersoll203-762-2444

Past Presidents:Andy Wilson (2014-2015)Dana Klesh (2012-2013)Jason E. Sokol (2010-2011) James Orvis (1996-1997) Bob McVeigh (2008-2009) Mark Resko (1994-1995) Walter “Harvey” Clark (2006-2007) Robert Rossman (1992-1993) Susan R. LaFond (January 2006) Carl Spiegel (1990-1991) Richard G. Weiss, CPP (2004-2005) Russ Fraser (1988-1989) David W. Wilson (2002-2003) Horton Spitzer (1986-1987) Howard Friedman (2000-2001) Irv Shiffrin (1984-1985) Daniel Budinoff (1998-1999) P.W. Orvis, Jr. (1980-1984)

Executive DirectorPat Shea Remes 203-762-2444

At this time, 9 classes are required by the State of Connecticut, if you are obtaining your classroom study for low voltage licenses (L-6/C-6) through CASIA:

NTS Level 1 (3 days)NTS Advanced Intrusion Systems (AIS) (2 days)NTS Fire Alarm Installation Methods (FAIM) (2 days)NTS Troubleshooting, Service and Maintenance (TSM) (2 days)NTS Video Systems Technology (VST) (2 days)NTS Electronic Access Control (EAC) (2 days)NTS Life Safety Code (LSC) (1 day)CASIA National Electrical Code (NEC) Review (1 day)OSHA 30 (CT) – training can be obtained through any autho-

rized OSHA 30 instructor. Can be taken as online course through official OSHA provider.

EDUCATION: Please visit www.casiact.org for class dates.

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CASIA MEETINGS 2016To RSVP to these meetings, call Pat Remes at 203-762-2444 or

email premes@casiact.org. Unless otherwise noted, meetings are at held at Park Central Tavern 1640 Whitney Ave, Hamden, CT 06517. Open Networking Forum 5:30 p.m. – 6:15 p.m. | Keynote 6:15 p.m. – 7:00 p.m. | Dinner 7:00 p.m. – 8:30 p.m.

September 29 ... General Meeting

October 27 ........ Police Services Night

November 17 .... General Meeting

December 15 .... Holiday PartyHave You Paid Your 2016 Association Membership Dues?

Connecticut Alarm & Systems Integrators Association, Inc.PO Box 7230 Wilton, CT 06897 Phone 203-762-2444Fax 203-762-9211www.casiact.org

CASIA’S ASSOCIATE MEMBER LISTING: Please contact the businesses who support our Association in Connecticut.

ADI AES INTELLINET ALARMAX ALTRONIX AFFILIATED MONITORING BOSCH CSM/CRITICOM MONITORING SERVICES

CENTRA-LARM MONITORING DMP DSC/Tyco International EATON LIFE SAFETY & MASS NOTIFICATION eDIST

FIRE-LITE ALARMS by Honeywell GEM ELECTRONICS HAYWARD TURNSTILES HONEYWELL SECURITY PRODUCTS

INTERLOGIX ISC/REED EXHIBITION COMPANIES METROGUARD MONITRONICS NAPCO NEXgeneration CENTRAL

NORTEK SECURITY & CONTROL PELCO POTTER ELECTRIC SIGNAL RAPID RESPONSE MONITORING

REITMAN PERSONNEL REPWORKS SECURITY CENTRAL SECURITY SUPPLY, INC. SENTRYNET

SILENT KNIGHT by Honeywell SYSTEM SENSOR TANE ALARM TRI-ED an Anixter Company

USA CENTRAL STATION Z-MARKETING

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ASSOCIATES NEWS

TYCO SECURITY PRODUCTS announced the release of CEM Systems AC2000 Security Hub; the new and highly intuitive alarm management application for centrally managing events within the AC2000 access control system and its integrated sub-system including video, fire, intruder and building management systems. “AC2000 Security Hub brings with it all the proven reliability and resilience of the prior CEM AC2000 AED (Alarm Event Display) application, but with enhanced benefits of a modern, intuitive and highly configurable user interface that empowers users to create their own custom command and control center.” said George Martinez, Senior Product Manager, Tyco Security Products. “With powerful, eye-catching audio-visual event notifications and Graphical Maps, Security Hub was designed with security procedures and operations in mind and enables security personnel to identify and respond to events in real time, on-time and according to priority.” AC2000 Security Hub offers a single, central interface for all command and control functions. With full interoperability between all system components, users have a seamless video integration interface (Video Micro-Viewer) which enables them to view live and pre-recorded video footage for specific events. They can also configure applications, run in-built reports, and view alarms and transactions with associated video, all within the one, powerful software interface. To find out more about the full list of features available in AC2000 Security Hub or to request an AC2000 Security Hub demo please visit www.cemsys.com/

NAPCO StarLink made its popular 2G-Radio Replacement Tradeup Program even better, with FREE StarLink Verizon Certified CDMA or AT&T 3/4G Intrusion Radios* and Commercial Fire Communicators, from just $29.95net, respectively, with new $100 tradeup incentive*. Universal StarLink™ Cellular Alarm Communicators support any alarm panel reporting in Contact ID and 4/2 and are proven easiest to use, with 4-wire installation, and automatic dialer-capture, dealers just enter the Radio ID. Full data StarLink reliably communicates, primary or backup, from virtually anywhere to any Central Station and requires no special equipment or activation fee. Likewise, StarLink Fire Sole & Dual Path Cellular/IP Commercial Fire Alarm Communicators offer NFPA72/UL code-compliance for any FACP / Panel brand – a big savings over leased landlines. StarLink is the fastest growing radio line, and the painless go-to “2G-Replacement Solution” for vanishing older cell networks and/or landlines. For more on StarLink Communications Solutions, or full details on the Tradeup promotion* visit www.napcosecurity.com/starlink

Contractors no longer have to spend hours and hours installing individual baluns at the head end of your CCTV installation or remember and stock different products for an Analog installation and a HD-TVI, CVI & AHD systems with products from GEM ELECTRONICS. This includes the 4,8 or 16 channel HD-1080p Video/Power hub with 36-volt power supply for extended power over UTP cable. Camera end has a HD-1080p Voltage reducing balun. The HD-TVI runs 600 feet and you can use this on an Analog video/power system. For information visit www.gemelec.com.

ADS SECURITY (ADS), a regional electronic security and automation company headquartered in Nashville, TN has acquired customer accounts from Alarm Specialists of Cocoa, Florida. The purchase adds approximately 1,600 accounts – 60% residential and 40% commercial – to the ADS Melbourne customer base. ADS launched operations in Florida in 2007 with the acquisition of Advanced Detection Systems. “Our expansion plan across the Southeast continues to progress with another excellent Florida alarm company,” said John Cerasuolo, ADS President and CEO. “We are proud to be teaming up with Alarm Specialists and look forward to delivering top-notch service to their customers.” Cerasuolo went on to say, “The year is young. We expect that our expansion will continue with at least two more transactions in the coming months.” The purchased accounts will be serviced out of the ADS-Melbourne office located at 4356 Fortune Place in West Melbourne, Florida. Alarm Specialists customers are currently being introduced and welcomed to ADS. “After deciding to step away from the rigors and long hours of operating an alarm business daily, I chose ADS to continue our operations,” said Dave Eddins, Alarm Specialists owner.” For more information, visit www.adssecurity.com.

TYCO SECURITY PRODUCTS introduced the latest version of its EntraPass Security Software from KANTECH with integration to ASSA ABLOY Aperio® Wireless Lock Technology for deeper door density and reduction of wiring costs as well as a new Connected Partner Program for integration with third-party partner technologies for a more holistic solution. EntraPass’ integration with ASSA ABLOY Aperio Wireless Lock Technology provides customers an affordable way to bring the flexibility of wireless locks to any door in a facility including cabinets, drawers and server racks with little to no operational disruption. The

Associates News, continued on page 14

Page 12 AUGUST 2016

ASSOCIATES NEWS, continued

Aperio locks become part of the EntraPass security software eco-system and can be managed from the EntraPass interface for a unified security management experience. The access control decisions on these locks will continue to be made by the state-of-the-art and reliable Kantech controllers. The wireless locks are ideal in settings such as universities, pharmacies, hospitals, human resources departments, data centers and any other door where electronic access control was previously cost prohibitive.

“Flexibility and affordability with a world class user experience have been the cornerstones of Kantech solutions for many years and the focal points of EntraPass 7.0,” said Rajeev Dubey, Senior Product Manager for Kantech. “In addition to further enhanced user experience innovation, EntraPass offers our customers wireless lock integrations and the ability to integrate with a variety of third-party technologies, providing an integrated, comprehensive security solution to a variety of markets.” For more information on EntraPass Security Software and available integrations, visit Kantech at www.kantech.com.

TYCO SECURITY PRODUCTS announces the expansion of its Connected Partner Program for third-party solutions to integrate to its Software House, American Dynamics, Kantech and Illustra brands. By participating in the Connected Partner Program, technology partners are better able to create powerful solutions within the security marketplace because of their integration with various Tyco Security Products platforms for access control, surveillance and video and event management. As a qualifying partner in the Connected Partner Program, Associates News, continued on page 16

companies have private access to Tyco Security Products’ fully equipped laboratories as well as contact with Tyco’s technical and engineering support professionals. Participants in the program maintain control over their own integrations to utilize software development kits (SDK), application program interface (API) or through web services. “The expansion of the Connected Partner Program allows new partners to leverage Tyco Security Products’ expertise across many platforms for product integrations while maximizing their access to our wide-ranging and high-level customer base,” said Kristy Dunchak, Director of Product Management, Integration Solutions and Programs, Tyco Security Products. “This program helps us to bring a broader range of solutions to our customers and provides them with valuable tools for continued growth and success.” For more information on the Connected Partner Program, visit www.tycosecurityproducts.com.

DMP introduced the new XTLplus™ Wireless Burglary Control focused on delivering a fast to install residential system with a user interface that is straightforward and simple to use. The XTLplus™ includes all the features you need and the benefits you want in a residential or small commercial panel, in a single, small footprint: 48 zones of 900 MHz secure two-way wireless, cellular and Wi-Fi communication, and Z-Wave Plus™. Advanced home and business security supports more zones, more users, better and faster communication and smart technology. With a fully featured app to control your system from a smartphone, tablet

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or browser at MyVirtualKeypad.com, the XTLplus™ provides an elegant user interface, no matter if the consumer is using their interactive 5-inch touchscreen or on the go. Geofencing, multi-system management, favorites and many more features make the XTLplus™ the system of choice for dealers everywhere. “This combination of a distributed design for ‘real’ security, with a 900 MHz wireless platform, designed for the highest level of security systems that the DMP products are known for and supported by our fast, simple, but utterly-secure user app, makes the XTLplus the best possible choice for a long term profitable residential sales program. With an average installation time of 30 minutes or less, and a reasonable price, the XTLplus also represents the best value available for our customers,” said Joe Hurst, DMP’s Senior Vice President. For more information, visit www.dmp.com.

The Central Station Alarm Association (CSAA) International announced that the NATIONAL MONITORING CENTER locations in Lake Forest, CA and Irving, TX have obtained the prestigious “CSAA Five Diamond Central Station Certification.” This Certification testifies that 100% of the company’s central station operators have achieved proficiency and certification by passing the CSAA Central Station On-Line Operator Training Course. These courses cover virtually all phases of central station communications with customers, law enforcement, fire and emergency services communications centers. This critical area of communications is the life-saving link between the residential or business properties and the law enforcement, fire and emergency services in local areas. In addition, Five Diamond companies have demonstrated an exceptionally high degree of responsibility to their local community and their customers through the investment of time, money and commitment to 100% quality operator training. Of the approximately 2,700 central stations in the United States, fewer than two hundred central stations have achieved Five Diamond Certified status. “Achieving the Five Diamond Central Station Certification validates all of the hard work and forward-thinking philosophy of our company,” commented Woodie Andrawos, President of NMC. “NMC’s mission is to provide the highest degree of technology, customer service and CSR training for the benefit of our dealers, and the CSAA certification signifies our commitment to remain the nation’s premier central station.” For further information, please call 800.353.3031 or email at sales@NMCcentral.com.

TYCO SECURITY PRODUCTS announced an enhanced integration between its SG-System 5 receiver and Bold Technologies’ Manitou central station software. The enhanced integration means that Manitou now supports visual alarm verification provided through SG-System 5 to provide central stations with the tools they need to more accurately access alarm situations and to reduce false alarms. The SG-System 5 IP-based receiver supports visual verification via its compatibility with the DSC PowerSeries Neo platform and wireless PowerG PIR Security motion detectors with camera. When an alarm is triggered, the SG-System 5 receiver can instantly send still images – one clip every two second for a 10 second post alarm clip – into Manitou for assessment and possible action by authorities. The benefit of the systems integration is that it can help to reduce the possibility of costly false alarms, while at

the same time providing valuable information in a real alarm situation. “Our partnership with the Manitou software from Bold Technologies provides central stations with the optimized solutions available to help central station operators manage and quickly respond to alarms,” said Dwayne Salsman, Sr. Product Manager, Tyco Security Products. “Our SG-System 5 receiver reduces the cost of ownership to central stations by cutting down on costly false alarms.” For more information on the SG-System 5, please visit www.surgard.com.

TYCO SECURITY PRODUCTS introduced the Safran MorphoAccess SIGMA Series access control high speed biometric and card reader featuring the world’s number one performance-ranked fingerprint technology and the world’s only single hand movement capture and match reader, the MorphoWave Tower. Using this technology, C•CURE 9000 Security and Event Management platforms are now able to deliver contactless access control. The new MorphoAccess (MA) SIGMA Series readers employ state of the art fingerprint technology that is ranked the most accurate in the world by the United States National Institute of Standards and Technology (NIST). The optical biometric sensor used in the readers also meets the Federal Bureau of Investigation’s standards for Personal Identity Verification and Image Quality Specifications. The MA SIGMA Lite Series readers, designed for narrow mounting surfaces such as turnstiles or server rack doors, deliver a durable design making them ideal for a wide array of indoor and outdoor deployments. “The MorphoAccess SIGMA Series reader is considered one of the best fingerprint readers in the world, pairing toughness and durability with superb performance, advanced anti-fraud capabilities and mobile access features. The MorphoWave Tower is the first touchless biometric access reader able to capture and match four fingerprints with a single hand movement,” said Jason Ouellette, Product Line Director, Access Control, Tyco Security Products. For more information about the MorphoAccess SIGMA Series reader and MorphoWave Tower, visit www.swhouse.com.

The Continental Access Division of NAPCO SECURITY TECHNOLOGIES, INC., announced the appointment of Ron Kandcer as Director of Sales, reporting to Scott Schramme,

Continental’s VP, Sales. Kandcer comes to Continental Access with a successful career spanning more than two decades in the access control and security industry, including sales management roles at Allegion®, Matrix Systems® and UTC® Fire & Security. Kandcer will lead Continental’s sales force and coordinate the efforts of its US regional sales managers and training program nationwide. This newly-created position will be especially key as the Division

prepares to launch its high-anticipated CA4K™ Enterprise Access Control & Security Management Platform, rolling out later this year, featuring an all new UI, more hosted services; more integration options, i.e., VMS, intercom, biometric and building services; plus, comprehensive web client and distributed & local database management. Kandcer can be contacted via email rkandcer@cicaccess.com or cell 631-553-0587.

ASSOCIATES NEWS, continued

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Another Successful Show This Year at ESX 2016

The Electronic Security Expo (ESX) hosted its 9th annual event in Fort Worth, TX at the Fort Worth Convention Center, June 8-10. ESX provided the perfect blend of stimulating networking opportunities, peer-developed and peer-delivered educational sessions, thought-provoking business and industry presentations from the Main Stage, and next-gen products and services on the show floor. The event drew the industry’s top decision makers and influencers, maintaining its reputation as the must-attend event for electronic security and life safety professionals. Owners, C-level executives and functional man-agers represented over 90% of attendees.

Greg Simmons, Owner & Vice-President of Sales for Eagle Sentry commented, “As a proud CEDIA and ESA member, I think ESX has become a great learning experience for members on both sides of the systems integration world. It has become a must attend for me and my team.”

George De Marco, Chairman of ESX, stated “Each year, ESX provides security and life safety professionals an opportunity to be inspired and reinvest in themselves, helping them to be relevant and prepared for the future. Exposure to new ideas and concepts introduced our attendees to significant business and industry trends and leadership skills.”

The ESX exhibit hall was filled with companies showcasing new and innovative products and services. This year, two new features were introduced on the show floor – ESX Central and the Learning Lab. Both provided attendees a place to connect with peers, colleagues, conference speakers and Main Stage presenters in a forum that continued the learning and net-working experience.

“ESX truly embraced the importance of networking, mak-ing it easy and convenient with an ‘ESX Central’ on the show floor,” commented Nicole Swartwout, a Partner with CallSafe. “Personally, I was happy to have a central meeting place for industry groups and committees such as the Young Security Professionals, allowing us to really be time efficient and get the most out of the show.”

The ESX Innovation Awards featured winners in 25 industry related categories. Attendees had the opportunity to review the winners in the ESX Innovation Awards Showcase and in the exhibitors’ booths. In addition, the ESX TechVision Challenge, a “Shark Tank” style contest judged live at ESX by our “indus-try sharks,” revealed the ESX 2016 “Best of Show” product. This year Qolsys was the TechVision Challenge Winner for their IQ Panel 2 product, a first all-in-one security and smart home platform.

ESX announced that its 2017 convention will return to the Music City Center in Nashville, Tennessee from June 13-16 – Save the Date for an industry event that is focused on the needs of electronic security and life safety professionals.

Industry News

June 13-16, 2017

Page 18 AUGUST 2016

ILLINOIS

AFAA IllinoisThe Illinois Automatic Fire Alarm Association

If Fire Safety is your career, become part of our active, professional community. We are Illinois’ Fire Alarm & Early Warning Detection Industry Association. We provide educa-tion and code advocacy for the advancement of fire and life safety in Illinois, and Nationwide.

www.il-afaa.org Daniel.finnegan@siemens.com

AUTOMATIC FIRE ALARM ASSOCIATION

AFAA National Headquarters81 Mill Street, Suite 300, Gahanna, OH 43230www.afaa.org 844-GET-AFAA (844-438-2322)614-416-8076 614-453-8744 Fax

Randall Hormann AFAA Administrative Directorrandyhormann@afaa.org

Tom Hammerberg AFAA Technical Directortomhammerberg@afaa.org

FIRE NEWS

AFAA Training Seminars AFAA continues to expand our benefits to members and pro-

vide continuing training opportunities designed to enhance your skills. Through our regional delivery program, AFAA is commit-ted to providing training regionally in various part of the US and beyond. Why training from our cadre of well-educated and experienced instructors?

• Increase the collective knowledge of your team. • Encouraging your employees to continually train on fire

alarms and related codes and standards through professional development can have an immediate effect on productivity. Pro-fessional development will also help raise overall staff expertise and general knowledge.

• Enhance your company’s reputation. • Wouldn’t your clients like to know that you have highly

skilled employees on board?• When you make professional development opportunities

available, you’re building a positive reputation as an employer that cares about its workforce and strives to employ only the best. Remember your employees are your brand ambassadors.

Please check the AFAA training calendar (www.afaa.org) for a sem-inar near you. If you would like to host or sponsor specific training in your area or at your facility, please contact us directly at training@afaa.org.

Page 19 AUGUST 2016AUGUST 2016 Page 19

EDITORIAL

By: Deanna Blair – Vice President of Business Development, Micro Key Solutions

Commercial software, or software that is designed for businesses, can be categorized as horizontal market software or vertical market software. Horizontal market software supports common functions across industries, such as basic accounting, payroll, and the like. Many of you may use a number of different horizontal market software packages in your

organization today. But do you know the difference between vertical software and horizontal software? Horizontal soft-ware is software designed for every business, regardless of the industry they are in. QuickBooks is an example of a horizontal software also known as general purpose software. Vertical soft-ware is specialized by industry and offers a full suite of solutions to support your business. The functionality across the entire system is tightly coupled. This is a positive thing because they are designed and continuously developed to include features that are unique to the functions and needs of a specific indus-try.

You might be wondering whether or not vertical software would be suitable and affordable for the needs of your business at this point in time. Many people think the price of vertical business management software is an overhead expense they can do without, after all “we are just a small company”. “We will just use QuickBooks and spreadsheets until we are bigger”. However, the true value of which to choose, comes from the outcomes that flow from using industry specific software not necessarily the cost.

Think of software this way, and you might change your opinion about waiting to purchase a fully integrated verti-cal software solution. Would you build a house and add the foundation after you have the walls and roof on? I guess with today’s technology it could be done, but wouldn’t it be easier to put the foundation in first? Software is the foundation of every company. In today’s world, businesses cannot survive without it. Whether you are just starting out or have already been in business for many years, you want your company to grow, be efficient, successful, and when you are ready to exit the business, you want top dollar for it. Software designed to meet the needs of your specific industry can accomplish those things and much more.

Here to help you decide what might be right for your business are the 8 reasons to use vertical business management software designed for the security industry.

1. Having the right software for your business needs can mean the difference between getting things done or having tasks linger, unaddressed and on your someday list. Your soft-ware solution should seamlessly automate all of the functions your business does.

2. A vertical software solution provider is intimately familiar with your industry, they “speak” your language. Another ben-efit of a vertical software solution is that you do not bear the burden of development. The vender has already done the hard work so that you receive a product that will meet your needs. They have already built in industry best practices and processes so you can focus on the other aspects of your business.

3. Vertical software providers are offering new and more flexi-ble pricing models. They may be more affordable than you may think. The only way to know is to investigate.

4. Only one application is needed to create and store con-tracts, invoices, quotes, time sheets, calendars, projects, site designs, equipment lists, track warranties, and inspections, keep valuable customer history, and much, much more. So no more having to load up several applications each morning and switch between them to complete projects and tasks. In other words, it is your information repository. One place has everything you or your employees need.

5. Today’s vertical software can be web based, often referred to as “cloud hosted” which means reduced hardware and IT maintenance costs. It is integrated with smart phones, tablets and the like, meaning that the only thing an employee needs to access it is a PC or a smart device and an internet connection. This therefore facilitates your employees in the field, or those working from home.

6. Efficiency achieved with software designed for your type of business increases productivity, reduces complexity, and results in increased profit and company growth without adding more employees. That is a tangible return on your investment. Most software vendors can help you determine your ROI before implementing a new software solution. In fact, many busi-ness owners who implement enterprise business software are shocked at how much they can save in their first year of using such software.

7. Vertical software today is easy to use, which means that employees will not have to spend a disproportionate amount of time learning how to use it.

8. Using QuickBooks and an array of other separate applica-tions, may appear to be less costly while still appearing to be able to meet your needs. But single function software packages can create more problems than they solve for your business. That type of software expansion strategy can be, both time-con-suming to manage and vulnerable to human error.

Based on these 8 reasons to use industry specific small business management software it is clear to see why so many alarm dealers use it. Not only can it revolutionize your business it can help to increase profits, decrease inefficiency and raise customer satisfaction – something that all business owners are looking to do.

8 REASONS TO USE ALARM INDUSTRY SPECIFIC BUSINESS MANAGEMENT SOFTWARE

Page 20 AUGUST 2016

By Andrew E. Markowski, Esq.Statehouse Associates, LLC

The summer is slow time for some, but not for candidates running for the state legislature. This November, all 187 state legislative seats are up for election, and candidates have been busy fundraising and campaigning. Regardless of the outcomes from individual state races following the elections, the state legislature is sure to look different in 2017, with approximately 25 open seats as a result of legislators retiring or choosing not to run for reelection. Additionally, there will be leadership changes in the state House of Representatives, as Speaker Brendan Sharkey of Hamden is among those legislators who have chosen not to run again. As candidates focus their time over the summer and into the fall on campaigning and fundraising, CASIA members, and especially those who may be state contractors, need to be mindful of the state’s campaign finance laws. As a general reminder, Connecticut law prohibits state contractors, prospective state contractors, principals of state contractors and prospective state contractors (including spouses and dependent children over the age of eighteen) and political committees established or controlled by such state contractors, prospective state contractors or their principals from contributing to those candidates running for an office in the branch with which the contractor has or is seeking a contract, political committees authorized to give to such candidates, or party committees (which includes town committees). For more information on state campaign finance laws, please check with the State Elections Enforcement Commission or visit their website at http://www.ct.gov/seec/site/default.asp.

Meanwhile, even though many at the Capitol and in state government are focused on the upcoming elections, various task forces and working groups are beginning to meet and the administrative work of state government continues. As reported in previous editions of The Sentinel, the “Ban The Box” legislation approved this year by the state legislature included a provision establishing the Fair Chance Employment Task Force to study issues that include the employment opportunities available to people with criminal histories. The task force must provide two reports to the Labor and Judiciary committees on its findings and recommendations for administrative or legislative action. The first is due by January 1, 2017, and the second is due by January 1, 2018. While the legislative appointments to the task force have not yet been made, they are expected shortly and the initial meeting will convene soon. CASIA will continue to monitor closely both the work of the Task Force and the overall implementation of this legislation.

Meanwhile, the state is moving forward with the process for adopting updated building codes. The State Building Inspector has recently filed a notice of intent to adopt the 2016 Connecticut State Building Code, and a public hearing was held before the Codes & Standards Committee last month. Additional Public Comment or input concerning the Codes may be sent via email to DPS.CodesStandards@ct.gov. The 2016 Connecticut State Building Code will adopt the following national model codes, as amended in the 2016 Connecticut State Building Code: 2012 International Code Council (ICC) International Building Code; 2012 International Code Council (ICC) International Residential Code; 2012 International Code Council (ICC) International Existing Buildings Code; 2012 International Code Council (ICC) International Mechanical Code;

State Elections On The Horizon, and Summer Does Not Slow Down State Government

CASIA GOVERNMENT RELATIONS REPORT

2012 International Code Council (ICC) International Plumbing Code; 2012 International Code Council (ICC) International Energy Conservation Code; and the 2014 National fire Protection Association 70 – National Electrical Code; 2009 International Code Council / ANSI A117.1 – Accessible and Usable Buildings and Facilities.

Finally, the topic of apprenticeship hiring ratios continues to be of interest to lawmakers and contractors alike. Last month the first meeting of a working group consisting of representatives of the plumbing, heating, fire sprinkler and electrical trades, both open shop and union, as well as the Department of Labor, among others, was held to discuss issues and concerns with the apprenticeship hiring ratio, the ratio relief process, and overall workforce development issues in Connecticut. The working group, which was convened by and will be overseen by the Co-Chairs of the legislature’s General Law Committee, is expected to meet throughout the year with a goal of making possible recommendations for legislative and administrative changes next year.

As always, if you have questions on legislation or regulations or if you would like more information on an issue, please feel free to contact CASIA Lobbyist Andy Markowski at: (860) 256-8295 or aem@statehouseassociates.com.

Page 21 AUGUST 2016AUGUST 2016 Page 21

NORTHEAST STATE ASSOCIATIONS

See Master Calendar on page 26 for state association eventsCONNECTICUT

Connecticut Alarm & Systems Integrators Association, Inc.PO Box 7230 Wilton, CT 06897 Phone 800-762-3099 (CT) Fax 203-762-9211www.casiact.org

DELAWAREFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

MAINEMaine Burglar & Fire Alarm Association325 US Route OneFalmouth, ME 04105207-775-5755Attn: Rich Brobst, Presidentwww.mainealarm.orgpresident@mainealarm.org

MARYLANDFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

MASSACHUSETTSMassachusetts Systems Contractors Association, Inc.1 Merchant Street Suite 112, Sharon, MA 02067Phone: 781-784-2102Fax: 781-784-2909E: office@msca-systems.org | W: www.msca-systems.org

NEW HAMPSHIRE New Hampshire Alarm AssociationP.O. Box 187Pelham, NH 03076866-809-2043 www.nhalarm.org

ESA of NEW JERSEYNew Jersey Electronic Security Association NJESA96A Vanderburg RoadMarlboro, NJ 07746609-695-4444 christine@nj-esa.org

ESA of NEW YORKNew York State Electronic Security Association1971 Western Avenue - PMB #1105Albany, NY 12203800-556-9232 or 814-838-0301info@nybfa.org www.nybfa.org

Long Island Alarm Association (LIAA)President, Mark Amendolare

Regional Alarm & Security Integrators Association (RASIA)President, Trevor McEnaney

Western NY Electronic Security Association (WNYESA) President, Gary Sonnenberger

PENNSYLVANIAPennsylvania Burglar & Fire Alarm Association3718 West Lake RoadErie, PA 16505800-458-8512 or 814-838-3093 (Outside PA)info@pbfaa.com www.pbfaa.com

RHODE ISLANDRhode Island Alarm and Systems Contractors AssociationPO Box 19347Johnston, RI 02919www.riasca.orgjsidok@hcsecurity.com - Treasurer

ESA of VERMONTESA of Vermontwww.esaweb.orgVermont Electronic Security Association2172 Bartlett Hill Rd.Jeffersonville VT 05464

Page 22 AUGUST 2016

MIDWEST STATE ASSOCIATIONS

See Master Calendar on page 26 for state association eventsARKANSAS

Arkansas Security Alarm AssociationP.O. Box 773, Fort Smith, AR 72902Phone: 479-785-2323 Fax: 479-783-3285Email: jordon@aralarm.orgwww.arkansasalarm.org

ILLINOISIllinois Electronic Security Association999 East Touhy Ave., Suite 530, Des Plaines, IL 60018773 - 632-3140 Phone 773 - 632-3141 FaxKevin Lehan, Executive DirectorThe IESA Charter Chapter of the Electronic Security Association was formed in 1980 to promote the private alarm industry in the state by providing direction through communication, education and socializa-tion. With 600+ licensed alarm contractors and 200+ licensed alarm agencies throughout Illinois, the private alarm industry is comprised of thousands of highly skilled security professionals.

ESA of INDIANA2602 East 55th Street, Indianapolis, IN 46220www.ibfaa.org

IOWA Iowa Alarm Association P.O. Box 2431, Waterloo, IA 50703

KANSASKansas Burglar & Fire Alarm Association P.O. Box 126, Hoisington, KS 67544 620-653-2775

MICHIGANFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

MINNESOTA Membership Office: 161 St. Anthony Ave. Suite 820St. Paul, MN 55103651-291-1900www.MNESTA.com

ESA of MISSOURIwww.esamissouri.com

NEBRASKAFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

NORTH DAKOTAFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

ESA of OHIO1145 Slade Avenue , Columbus, OH 43235-4052800-746-2322info@secureohio.orgBev Bailey, Executive Directorbbailey@secureohio.orgwww.secureohio.org Chair

Marshall MarinaceVice President/President Elect

Angela WhiteVice President

Dee Ann HarnVice President

Roy PollackVice President

Chris Mosley

ESA EXECUTIVE COMMITTEE

SecretaryJon Sargent

TreasurerSteve Paley

Immediate Past PresidentJohn Knox

ESA Executive DirectorMerlin Guilbeau

Association Counsel (Ex-Officio)

Bryan Lawrence

www.esaweb.org

OKLAHOMAOklahoma Burglar and Fire Alarm Association (OKBFAA)PO Box 1585, Norman, OK 73070Phone: 405-664-0270www.okbfaa.org

SOUTH DAKOTAFor information, contact Electronic Security Association at 888-447-1689 or visit www.esaweb.org.

ESA of WISCONSINP.O. Box 11657, Shorewood, WI414-459-3260www.wiesa.org

Page 24 AUGUST 2016

CALENDARS 2016 - 2017

THE SENTINEL 2016Published by Syncomm Management Group, Inc.333 Washington Boulevard, #431Marina del Rey, CA 90292www.snnonline.com

info@snnonline.com

800-490-9680, Ext. 3Jerry Lenander, PublisherDaniel Freitas, Editor

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AUGUST23 ..................... NYSESA BOD Meeting .........................Syracuse, NY24-25 ................ NYSESA Annual Conference ................Syracuse, NYSEPTEMBER29 ..................... CASIA General Meeting.......................Hamden, CTOCTOBER20 ..................... LIAA Auction/Election Meeting27 ..................... CASIA Police Services Night .................Hamden, CTNOVEMBER9-10 .................. NYSESA BOD Meeting17 ..................... CASIA General Meeting.......................Hamden, CTDECEMBER15 ..................... CASIA Holiday Party ............................Hamden, CT

INDUSTRY EVENTS 2016-2017

August 2 Tri-Ed Hackensack: KABA Keyscan Counter Day9:00 AM - 2:00 PM201-342-0168www.tri-ed.com

August 2Tri-Ed Stadium Tour, CitiField, Queens, NYwww.tri-ed.com

August 9 Tri-Ed Baltimore: Interlogix Training Seminar9:00 AM - 3:00 PM410-290-7672www.tri-ed.com

August 16Tri-Ed Chicago Stadium Tour (Cubs vs. Brewers) 630-766-2180www.tri-ed.com

August 16-17NICET Fire Alarm 1&2 TrainingSouth Plainfield, NJ702-648-8899www.nationatrainingcenter.net

August 16-17NICET Fire Alarm 1&2 TrainingSouth Plainfield, NJ702-648-8899www.nationatrainingcenter.net

August 17 Tri-Ed BaltimoreAxis Communications Training Seminar410-290-7672www.tri-ed.com

August 17 Tri-Ed Baltimore: Axis Communications Training Seminar8:00 AM - 5:00 PM410-290-7672www.tri-ed.com

August 18 Tri-Ed Hackensack: Axis Communications’ Academy8:00 AM - 5:00 PM201-342-0168www.tri-ed.com

August 18 Tri-Ed Baltimore: Assa Abloy Fire Door Electronic Locking Codes8:30 AM - 11:30 AM410-290-7672www.tri-ed.com

August 18 Tri-Ed HackensackAxis Communications’ Academy201-342-0168www.tri-ed.com

August 25 Tri-Ed Chicago: Medeco X4 Certification Training8:30 AM - 12:30 PM630-766-2180www.tri-ed.com

August 25ADI EXPOPhiladelphia, PAwww.adiglobal.us

August 30-31NICET Fire Alarm 3&4 TrainingPlainview, NY702-648-8899www.nationatrainingcenter.net

October 13ADI EXPOIndianapolis, INwww.adiglobal.us

October 27ADI EXPOReading, PAwww.adiglobal.us

November 3ADI EXPOBoston, MAwww.adiglobal.us

November 10ADI EXPOLong Island, NYwww.adiglobal.us

TRAINING DATES 2016

AZAA 2016 Annual MeetingAugust 17-19, 2016

ASIS Annual Seminar & ExhibitsSeptember 12-15, 2016Orlando, FL

YSP Rising LeadersOct. 11 - 13, 2016Stevenson, WA

ISC EastNov. 16-17, 2016New York, NY

ESA Leadership Summit 2017Feb. 12-15, 2017Tampa, FL

SIA Education@ISC 2017April 4-6, 2017

ISC WEST 2017April 5-7, 2017Las Vegas, NV

ESA Day on Capitol Hill 2017May 9 - 10, 2017

ESX 2017June 13 - 16, 2017Nashville, TN

Page 26 AUGUST 2016

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