Security Sales & Integration

September2013

SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.

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CONTENTS securitysales.com Publisher Peggy Onstad: (949) 305-5541 Editor-in-Chief Scott Goldfine: (704) 663-7125 114 Chatworth Lane Mooresville, NC 28117 Fax: (704) 663-7145 122 Managing Editor Rodney Bosch: (310) 533-2426 Associate Editor Ashley Willis: (310) 533-2419 Contributing Writers Paul Boucherle, Shane Clary, Ron Davis, Bob Dolph, Peter Giacalone, Jay Hauhn, Ken Kirschenbaum, Bob Wimmer, Jeffrey Zwirn Art Director LaMar Norman Graphic Artist Jeff Polman Sr. Production Manager Sarah Paredes: (310) 533-2497 Administrative Assistant Abril Calderon: (310) 533-2413 Audience Development Manager Sabrena Sasso Staff E-mail addresses are firstname.lastname@ securitysales.com (e.g. scott.goldfine@securitysales.com) Contributors' E-mail addresses are secsales@bobit.com. HOW TO CONTACT ADVERTISING & MARKETING 116 IN EVERY ISSUE 128 COLUMNS WEST Dynise Hiebert 3520 Challenger St. Torrance, CA 90503 (760) 519-5541 Fax: (310) 533-2502 EAST Peggy Onstad 3520 Challenger St. Torrance, CA 90503 (949) 305-5541 Fax: (949) 305-5549 ADVERTISING SALES TERRITORIES 12 BETWEEN US PROS WITH SCOTT GOLDFINE A trip to our nation's Capital reveals dearth of security measures. 14 ADVISORY BOARD FORUM WITH BOB HARRIS Why this may be the most exciting time in the history of our industry. 38 IT INTELLIGENCE WITH BOB STOCKWELL Maximizing network bandwidth begins with consulting with IT personnel. 40 CONVERGENCE CHANNEL WITH PAUL BOUCHERLE How to calculate your company's sales efciency factor (SEF). 44 TECH TALK WITH BOB DOLPH Media Sales Representative Ben Skidmore (972) 587-9064 Fax: (972) 692-8138 E-mail: ben@partnerspr.com Magnetic alarm contact sensors revisited. Inside heat detectors, plus system design and installation pointers. 52 MONITORING MATTERS WITH MARK MATLOCK Are you up to speed about the potential regulatory to-do surrounding remote thermostats? 166 THE BIG IDEA WITH RON DAVIS Refections and inspirations from the passing of one of the industry's own. 170 LEGAL BRIEFING WITH KEN KIRSCHENBAUM Mike Barnes expounds on the relationship between Beacon credit scores and attrition. DEPARTMENTS 4 SECURITY EXCHANGE INDUSTRY PULSE BUILDING YOUR BUSINESS: Alarm Company Valuation BUILDING YOUR BUSINESS: Smart Thermal Cameras THE ESSENTIALS: Access Control Products Spotlight AD INDEX SECURITY SCIENCE WITH JEFF ZWIRN END-USER INSIDER AS I SEE IT MARKETPLACE / SECURITYSALES.COM / SEPTEMBER 2013 HOW TO GET YOUR NEWS TO US E-mail: secsales@bobit.com Mail: 3520 Challenger St., Torrance, CA 90503 Fax: (310) 533-2502 FOR SUBSCRIPTION INQUIRIES (888) 239-2455 BOBIT BUSINESS MEDIA Edward J. Bobit, Chairman Ty F. Bobit, President & CEO Cyndy Drummey, Vice President & COO Y LES & INTE SA G ION A A AT RA 6 17 144 148 150 158 160 164 162 168 EDITORIAL ADVISORY BOARD Bill Bozeman PSA Security Network, Westminster, Colo. Shandon Harbour SDA Security, San Diego Bob Harris Attrition Busters, West Hills, Calif. Jim Henry Kratos Public Safety & Security, Fair Lawn, N.J. Michael Jagger Provident Security, Vancouver, British Columbia, Canada John Jennings Safeguard Security and Communications, Scottsdale, Ariz. Sandy Jones Sandra Jones and Co., Chardon, Ohio J. Matthew Ladd The Protection Bureau, Exton, Pa. Mike Miller Moon Security Service, Pasco, Wash. Joe Nuccio ASG Security, Beltsville, Md. Mitch Reitman SIC Consulting, Fort Worth, Texas Eric Yunag Dakota Security Systems, Sioux Falls, S.D. SECUR IT 48 FIRE SIDE CHAT WITH SHANE CLARY ve Year rty Fi g Thi Celebratin1 9 7 9-20 1 3 Printed in USA Winner • 2005 Finalist • 2003, 2004, 2005, 2006, 2007, 2008, 2009, 2010

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