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experience_and_perspective_of_security_installation.ppt
- 1. Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom Infrastructure Corp
- 2. 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)
- 3. BICSI UPDATE • ESS (Electronic Safety and Security) Designer Designation Direction The 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
- 4. 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
- 5. 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
- 6. Business Opportunity CCTV and Access Control making strides toward topping burglar alarms as the electronic security industry’s No 1 source of revenue Source: SecuritySales.com
- 8. 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. Source: SecuritySales.com
- 9. Business Opportunity Electronic security contractors continue the recent trend of making more at the front end as paid-in- full installations remained at 58%. Source: SecuritySales.com
- 10. 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.
- 11. Security Business Opportunities The “sweet spot” for the typical security contractor is $1 million to $4.9 million in annual gross revenues. Source: SecuritySales.com
- 12. 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. Source: SecuritySales.com
- 13. 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
- 14. 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
- 15. QUESTIONS TO ASK How many monitor locations? • View only or control Is remote access needed? • Remote network connection • Internet
- 16. QUESTIONS TO ASK What does user want to achieve? • Stop internal theft • Security from outside influences • Shoplifting • Vandalism issues
- 17. GUIDELINES Be aware of lighting Observe the sun Know why customer wants cameras 1 camera will not cover a 300’ fence
- 19. Access Control
- 20. 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.
- 21. AC Worksheet Access Control System Door Planning Worksheet In order to install the proper locking hardware, answers to the following questions are essential.
- 22. Reasons For Access Control • Reduce Key Control Problems • Allows Managed Access • Provide 24/7 Security • Management Tool • Reduce Cost
- 23. 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
- 24. 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
- 25. 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
- 26. 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
- 27. 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
- 28. 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
- 29. 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
- 30. 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
- 31. 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
- 32. Why Sell Access Control • Potential for higher margins • Leads to other sales – Word of mouth – Envy
- 33. Access Control Basics • Who, When, Where, What – Who uses the system – When they use the system – Where they use the system – What happened
- 34. 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
- 35. Access Control Components • Reader Technologies – Proximity (prox) – Magnetic Stripe – Bar Code – Weigand – Radio (RF) – Multi-Technology
- 36. Access Control Components • Reader Technologies – Biometric • Hand • Finger • Face • Voice • Retina – With Keypad
- 37. Access Control Components • Controlled Door – Lock • Electric strike or magnetic lock – One or two readers – Door contact – Request to exit detector (REX) – Automatic door closer – Optional annunciater
- 38. Access Control Components • 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
- 39. Access Functions & Features • Schedules & Holidays • Access Levels • Monitored Inputs • Alarm Events • Elevator Control • Antipassback • Mantrap • Time & Attendance
- 40. 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.
- 41. 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
- 42. 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.
- 43. Thank You Edward J. Donelan, RCDD, NTS, TLT President, Telecom Infrastructure Corp Treasurer, BICSI edonelan@BICSI.org