Security Sales & Integration

October 2013

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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Industry Pulse IN DEPTH ISC EAST TO SERVE UP EXTENSIVE EDUCATION AGENDA NEW YORK — Te regionshould be approached ally focused ISC East will host uniquely for each company thousands of security industry and not as a one-size-fts-all professionals who will peruse scenario," says Boucherle, and source security technolwho pens SSI's "Convergence ogy, products and services Channel" column. "It can be from about 200 exhibiting a challenging proposition but companies. worth the investment of time Sponsored by the Security with customers that appreciate Industry Association (SIA) business value." and endorsed by several state Also on Nov. 20, the Internaalarm associations, ISC East tional Association for Profesreturns Nov. 20-21 to New sional Security Consultants York's Jacob K. Javits Conven(IAPSC) will present "How tion Center after last year's to Be a Security Consultant." event was postponed for weeks Held 1-5 p.m., the workshop while Northeasterners recovcomprises three separate Attendees fll the aisles and vendor booths on the show foor ered from Hurricane Sandy. at ISC East 2012. This year's conference will be held Nov. 20-21 educational sessions, plus at the Javits Center North in New York. Tis year's installment will be a Q&A session featuring a staged for the frst time in the three-member panel. Te sesand professional development credit. Javits Center North exhibit hall. sions include fundamental advice for New for this year are Learning "Te ISC East event is proud to again starting a consulting business; how to Lab workshops, which feature a pair be sponsored by [SIA] and hosted by market a security consulting business; of manufacturer solution training the NYSESA, NJBFAA, PBFAA and and best practices in security consultcourses on how best to install and use CASIA," says Ed Several, senior vice ing. Te workshop will conclude with the vendors' products. During "From president and general manager, ISC a networking cocktail reception on the School Lockdowns to Quiet AuditoriEvents. "Tis critical event for dealers, exhibit foor. ums: Te Proven Benefts of Electric installers and integrators is shaping And speaking of the exhibit foor Latch Retraction" (Nov. 20, 1:30-3:30 up to be the best in many years with and assorted goings-on, an ISC East p.m.), participants will examine opan outstanding array of exhibitors and Mobile app is available to help atportunities for providing electric latch valuable education provided by SIA." tendees use their time efciently. Te retraction devices, review motorized Organizers have programmed a app, which is available for iOS, Android retraction methods and the accessories and BlackBerry platforms, categorizes wide array of learning opportunities needed for installation. Te "Enable throughout the conference, including educational sessions, special events, the Cable for IP Video" workshop (Nov. a bevy of free sessions presented under show foor locations, plus it includes 21, 9:30 a.m.-2:30 p.m.) will focus on the SIA Education@ISC East Program an exhibitor directory and interactive video surveillance trends and how to banner. Te sessions will be led by map. Download the app for smartefciently install a reliable and warsubject matter experts from across phones and other mobile devices at ranted IP surveillance system. the industry, covering such topics as isceastmobile.com. A pair of co-located seminars are business management best practices, also on tap for Nov. 20. Geared for recurring revenue creation, safeguardWhere: Javits Center North in New York anyone who sells security products or ing facilities and organizations with When: Nov. 20, services in today's new convergence new technologies, how to contend with 10 a.m.-5 p.m.; market, PSA-TEC@ISC will present industry regulations working in mulNov. 21: 9 a.m.-3 p.m. "Selling Return on Security Investment tiple states, and much more. Info: (800) 840-5602; (ROSI) Efectively" (10-11 a.m.). Paul SIA Education@ISC coursework isceast.com Boucherle, principal of Canfeld, Ohioqualifes for continuing education (CE) based Matterhorn Consulting, will hours with several industry accreditaexplain advanced techniques to ask tion bodies, including ALOA, ASIS Int'l better questions, map organizational and NICET. Certifcates of attendance dynamics, and enhance listening and will be distributed after the show. presentation skills, all with a goal of Participants can use the document to Be sure to stop by and visit SSI at defning the ROSI concept. self-report their education hours to booth No. 688 during ISC East. "Return on security investment those industry bodies that award CE OCTOBER 2013 / SECURITYSALES.COM / 13

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