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Vol. III No. 1
JAN. 2015
SENTINEL
NORTHEAST
MIDWEST
Published for the Northeast and Midwest Electronic Security Industry
•CASIA Communicator - 6
•Calendars and Events - 30
•Associates News - 14, 16, 18
•Training - 12
“Every man owes a part of his time
and money to the business or Industry
in which he is engaged. No man has
a moral right to withhold his support
from an organization that is striving to
improve conditions within his sphere.”
Theodore Roosevelt
TECH QUIZZES
We are going to begin a series of
tech quizzes here in THE SENTINEL
that you may find educational as well
as entertaining. Each month we will
give the correct answer to the last
quiz.
To enter the contest:
Send your reply to premes@casiact.
org. All correct entries will be brought
to the next CASIA meeting where we
will draw a gift card winner. Oh yes,
the winner must be present to win.
What is the purpose of a properly
installed End of Line Resistor? (Jan 15)
a- Limits current
b- Supervises circuit integrity
c- Helps prevent circuit tampering
d- All of the above
Rochelle Carrington to Speak at the
2015 ESA Leadership Summit
The Electronic Security Association
(ESA) announced that Rochelle
Carrington, president and CEO of Sandler
Training/Second Wind Advisory Group,
has signed on as a speaker for the 2015
ESA Leadership Summit. Carrington joins
Dan Schawbel and Patrick Thean on the
speaker list for the Summit, which is
scheduled for February 8-11 at the Pointe
Hilton Tapatio Cliffs Resort in Phoenix, AZ.
Carrington is an award-winning sales
veteran who has led sales teams for some
of the most highly regarded publishing
companies in the world including Conde
Nast Publications, Hearst Magazines and
Meredith Corporation. Now a full-time
sales consultant,
she advises and
trains large and
small enterprises
on how to develop
strong sales teams,
improve hiring
practices and lead
organizations more
effectively. Carrington will share the
knowledge she has gained during her 23year career to Summit attendees in two
seminars.
The first session entitled, “Money Does
Grow on Trees – Referral Trees,” will be
held on Tuesday, February 10 at 2:45
p.m. In this thought-provoking seminar,
Carrington will illustrate the best known
techniques for generating referrals in
today’s environment. Attendees will walk
away with a new outlook on referrals
and a plan that will help them grow their
businesses like never before.
After a brief break, Carrington will
present her second session, “Break
the Rules and Close More Sales.” In
this seminar, Carrington will challenge
Summit attendees to throw out their
tired, old sales strategies in favor of
new, non-traditional techniques. This
energizing presentation will help sales
professionals spark demand among their
clients, close more sales and ultimately
help their companies thrive in a new era of
business.
Both of Carrington’s sessions are
graciously sponsored by Telguard, a Gold
ESA Leadership Summit Sponsor.
“Rochelle Carrington has been a major
asset to our company,” said Steven Paley,
president and CEO of Rapid Security
Solutions. “Her vibrant style of speaking
and ability to make concepts relevant have
allowed our team to quickly comprehend,
integrate and execute the skills and
knowledge she has taught us.
“Rochelle’s guidance and coaching has
been an invaluable
part of our
management team
development process
and her contributions
have helped Rapid
Security Solutions
to not only increase
revenue and profits,
but make a real and lasting difference to
our overall team.”
Headquartered at the Pointe Hilton
Tapatio Cliffs Resort, the 2015 ESA
Leadership Summit is formatted to appeal
to security industry professionals who
want their businesses to thrive, not just
survive. Accordingly, the Summit will
feature a robust speaker and seminar
line-up to give attendees actionable
and applicable takeaways that they
can immediately implement. The event
is sponsored by Interlogix, Honeywell,
Telguard, Altronix, Security America Risk
Retention Group, Alarm.com, Digital
Watchdog, Fleetmatics, Kwikset, Linear,
OpenEye, Perennial Software, Security
Partners, United Central Control, and
WeSuite.
For information about the 2015 ESA
Leadership Summit, go to www.ESASummit.com or contact Shannon Murphy
at 972-807-6835.
CASIA PRESIDENT’S MESSAGE
By Andrew Wilson
Happy New Year! The Holidays are
now behind us, I hope everyone had a
wonderful holiday season. As we start
a new year, many of us take this time
to reflect on the past year; the good
things, the bad things, the things we
accomplished, and what we didn’t. Some
of us have made resolutions for the New
Year – how’s that going? Still keeping
that pledge? This also seems to be the
time of year when we are reminded
of those who are no longer with us,
both celebrities and famous persons as
well as friends or family. I lost my dad
early this past year, and was particularly
reminded of this fact during the holidays
– which seems a bit ironic because this is
supposed to be a happy and jolly time of
the year.
It remains to be seen if the shift in
political power in our nation’s capital
following the recent mid-term elections
will bring any positive change, or will
just be more of the “same old same old”.
Some sectors of our economy seem to be
starting to see modest economic recovery,
despite the apparent refusal or inability of
our elected politicians (on both sides of
the political isle) to take the governmental
boot off the throat of our economy.
But for too many, the economic slump
persists, like a persistent bout of the flu
that won’t go away.
But it is a new year. An appropriate
time for renewed optimism, hope and
determination. Perhaps it’s also a good
JANUARY
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2015
time examine your business model and
consider whether there is anything you
should be doing differently. Are you
keeping up with changing industry
trends? Are you embracing the new
technologies? Are you using the new
technologies to create new business
opportunities with existing customers?
Are the emerging do-it-yourself alarm
system-in-a-box marketing companies
affecting your sales?
The industry events that are produced
by our national Electronic Security
Association (ESA) around the country are
not just for the benefit of local board
members, committee members and
other industry “elites” – if you’re reading
this publication, these programs are for
YOU. The educational sessions that are
held during these conferences & trade
shows are designed to help you stay on
top of industry changes and trends and
maintain that competitive edge. Please
resolve this year to make yourself aware
of all the programs that are offered
throughout the year, both by CASIA and
by the ESA. These programs are designed
to promote your business and strengthen
your position in the marketplace. ESA
events are well worth the price of a plane
ticket and a hotel room, and the ESA staff
works very hard to make sure there is a
good dose of fun, as well. So make it
your New Year’s Resolution to participate
in and take advantage of all the businessbuilding programs offered by CASIA
and ESA, and made possible by your
membership.
As I mentioned in previous President’s
Letters and at CASIA meetings, The
Sentinel is CASIA’s official newsletter.
If you would like to submit an article
of interest to fellow readers, or have
interesting or amusing photos of
installations (good or not-so-good!),
please submit them to Pat Remes for
inclusion in the next issue of The Sentinel.
The January CASIA Annual Membership
Meeting on Thursday, January 29.
Government Relation’s liaison, Andrew
Markowski, Esq., will give an overview
of the new Congressional Session in
Hartford. Membership certificates,
member decals, etc. will be handed out
at this meeting to those members in
attendance, so please help us kick off the
new year by attending this event. Hope
to see you there!
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Connecticut Alarm & Systems Integrators Association, Inc.
PO Box 7230 Wilton, CT 06897
Website: www.casiact.org
Phone 800-762-3099 (CT)
Fax 203-762-9211
Charter Association of the ESA Associate Member: CPCA/CT Police Chiefs Association
Executive Committee
President
Andrew Wilson
Fireworks, LLC
203-271-7079
[email protected]
First Vice President
Aaron Czapiga
Stanley Security Solutions
203-365-8615
[email protected]
Treasurer
Joseph Gurga III
Sterling Security
203-757-5800
[email protected]
Secretary
Erik Turnquist
Standard Security
800-341-4416
[email protected]
Past Presidents
Dana Klesh
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)
Hartford
Faraz Rehman
Associated Security Corporation
860-291-8111 x 22
[email protected]
New London/Middlesex
Dominic Prete
Pro-Tek Security, LLC
203-494-1964
[email protected]
Litchfield
Dana Klesh
United Alarm Service, Inc.
203-775-8788
[email protected]
Windham/Tolland
Edyta Hariasz-Mikoda
Stanley Security Solutions
203-888-3536
[email protected]
Associate Member Representatives
John Alberino
2GIG
203-515-6465
[email protected]
2015 CASIA MEETINGS
January 29.... CASIA Annual Meeting
February 26... CASIA Membership EXPO
March 26...... CASIA General Meeting
April 30......... CASIA Fire & Code Officials Night
May 28.......... CASIA General Meeting
June 18 ........ CASIA LOBSTERBAKE & Barbecue........Fairfield Beach
July 23........... CASIA Annual GOLF Tournament........Lyman Orchards
To RSVP to these meetings, call Pat Remes at 203-7622444 or email [email protected]. Unless otherwise
noted, meetings are at held at Marisa’s Ristorante,
6540 Main Street, Trumbull, CT 06611. Social hour
6:15 p.m.; dinner 7:00 p.m.; meeting 7:30 p.m.
CASIA TRAINING
CASIA will be conducting a full schedule of NTS
education classes in 2015. Registration Forms are online
at www.casiact.org.
Zig Sokolowski
USA Central Station Alarm Corp.
203-882-0767
[email protected]
Committee Heads
Education
Joel Kent
(860) 298-9769
Legislative
John Yusza, Jr.
203- 269-3591
NEACC Representative
Paul Hoey (800) 645-9330 x355
Regional Vice Presidents
New Haven
CASIA Executive Director
Mark Resko Pat Shea Remes
203-377-5555
203-762-2444
[email protected]
Legal Advice
Buchanan Ingersoll
Fairfield
Paul Welte
Welte Electronic Systems LLC
203-325-4554
[email protected]
Page 6
203-762-2444
JANUARY 2015
OPINIONS IN THE
ALARM EXCHANGE
CASIA members Joel Kent (FBN Security) and John Yusza (Monitor Controls) both had opinions posted on the Alarm Exchange,
Ken Kirschenbaum’s legal newsletter dated 12/16.
Thank you, Ken, for your response, recognition and recommendation….
“Connecticut does indeed have a well organized professional
alarm association. All companies in CT should be members and
participate. Join here: www.casiact.org “
KEN KIRSCHENBAUM,ESQ
ALARM - SECURITY INDUSTRY LEGAL EMAIL NEWSLETTER /
THE ALARM EXCHANGE
JANUARY
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2015
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CASIA GOVERNMENT RELATIONS REPORT
2015 Legislative Session
to Begin; State Budget &
Transportation Top Issues
By Andrew E. Markowski, Esq.
When the 2015 regular legislative session of the Connecticut General Assembly convenes on January 7th for the start of
what is commonly referred to as the “long” legislative session in
Connecticut, the state budget and transportation infrastructure
issues will be among the items on the top of the legislature’s
agenda. Scheduled to be in session until adjournment on June
3rd, the General Assembly will focus much of its efforts on passing another biennial state budget for the next fiscal year, which
begins on July 1.
In addition to the state budget situation and fiscal matters, a
major focus for the legislature will be on transportation infrastructure issues. Recently, Governor Malloy stated that a major
second-term policy goal of his would be to have a broad conversation about transportation and the need to invest in existing
and new infrastructure. Energy issues are also expected to play
a significant role in the debate at the Capitol over the next several months, specifically, the costs of electricity.
With budget and fiscal issues expected to dominate much
of the debate at the Capitol, state government will be looking
at ways to increase revenues. The legislature could consider
proposals to increase occupational licensing fees or alter the existing fee structure. Most licensing fees were last raised in 2009.
Beyond licensing fee issues, the legislature may also consider
additional laws related to technology and privacy, specifically
as it relates to taking pictures or capturing images of someone
without their consent. The legislature’s Labor Committee will
also likely attempt to address the state’s unemployment compensation fund and its ongoing insolvency.
New Faces, New Leadership, and
New Committee Assignments
When the 2015-2016 General Assembly is sworn in at the start
of session, there are many new faces in both the House and
Senate chambers. Following last November’s elections, all told,
there are over 30 freshman legislators who were elected to serve
in Hartford.
In addition, many legislative committees have new seen
leadership as well, with new Democratic Co-Chairmen and
Republican Ranking Members, including several key committees
with jurisdiction over issues impacting the low-voltage and electronic security industry. These committees include the General
Law Committee, the Labor & Public Employees Committee, Energy & Technology Committee, and the Public Safety & Security
Committee.
General Law Committee
Sen. Andres Ayala (Bridgeport), Co-Chair
Rep. David Baram (Bloomfield), Co-Chair
Sen. Kevin Witkos (Canton), Ranking Member
Rep. Dan Carter (Bethel), Ranking Member
Labor & Public Employees Committee
Sen. Gary Winfield (New Haven), Co-Chair
Rep. Peter Tercyak (New Britain), Co-Chair
Sen. Tony Hwang (Fairfield), Ranking Member
Rep. Dave Rutigliano (Trumbull), Ranking Member
Energy & Technology Committee
Sen. Paul Doyle (Wethersfield), Co-Chair
Rep. Lonnie Reed (Branford), Co-Chair
Sen. Paul Formica (East Lyme), Ranking Member
Rep. Tim Ackert (Coventry), Ranking Member
Public Safety & Security Committee
Sen. Tim Larson (East Hartford), Co-Chair
Rep. Stephen Dargan (West Haven), Co-Chair
Sen. Tony Guglielmo (Stafford), Ranking Member
Rep. Lezlye Zupkus (Prospect), Ranking Member
In addition to all the changes within the state legislature,
there have also been many significant changes elsewhere in
state government. Notably, Department of Consumer Protection
Commissioner Bill Rubenstein will be retiring. His replacement
has not yet been named. Also, Department of Administrative
Services Commissioner Don DeFronzo will be retiring. Current
Department of Motor Vehicles Commissioner Melody Currey will
replace DeFronzo at DAS, and Current’s replacement has also not
yet been named.
CASIA’s Online Legislative Bill Tracking Tool &
General Assembly Email Center
As a reminder, CASIA members have access to an online
legislative bill-tracking tool, where members can find the latest
status on any piece of legislation 24/7 (or even find and email
your legislators or entire committees with just a few quick clicks).
To access CASIA’s online bill tracking system, simply go to www.
statehouseassociates.com; click on the “Client Bill Tracking”
tab at the top of the Home page; when prompted by the login
screen, please enter the user name “casia” and the password
“ctalarm2015”. This system has several unique features, such as
giving members the opportunity to comment on and prioritize
bills. For questions about pending legislation or for problems
accessing or using the bill tracking system, please feel free to
contact CASIA’s Lobbyist or Executive Director.
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 [email protected]
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ASSOCIATES CORNER
2015 Can Be A Successful Year
Although we keep hearing that the
economy is improving and businesses
are starting to experience growth, the
reality is that the business world is still
presenting demanding challenges as we
enter 2015. Salespeople do not have
to view these challenges as doom and
gloom as long as you are ready and
By Harvey Eisenstadt willing to face these challenges head on
with positive actions. To get you started
here are a few of those positive actions that you can identify,
learn how to strengthen and then actively employ.
The first one I want to bring to the table is what I call
“reality.” Salespeople have a propensity for always presenting
that smiling face with “happy talk.” Everything is always so
wonderful. Now, I want to make it perfectly clear that there
is nothing wrong with displaying a pleasant, smiling, happy,
successful attitude. What salespeople must realize is when
it is time to get serious and set aside that “everything is
wonderful and great” perception especially in a weak business
environment. Too often, prospects are not really impressed
with that type of discussion, when in reality the economy
has still not returned them to normal and they may be
experiencing a slowdown in business. So, before bouncing in
with the “happy talk,” take those first few minutes to identify
the temperature of the prospect’s attitude and business. Then
present a positive approach about yourself, your company and
the products or services you are there to discuss and how they
can constructively be the tool to help the prospect.
Focus your attention on the prospect and what you can
do for them. Always remember, it’s not how wonderful your
products are or your service is; rather it’s the benefits that the
prospect will receive from those products or services that will
move them forward. So, avoid the mistake that is made too
often, which is going into a sales presentation preoccupied
by what you want to sell. You must create the image in the
mind of the prospect that you recognize and are interested in
their needs and that you have solutions to meet those needs.
Prospects are moved into a buying mode when they resonate
with the fact that the salesperson is truly trying to learn as
much as possible about their needs or “pain,” what their
problems might be, what they ultimately want to achieve, and
when they recognize the value to them of the benefits of the
product or service that the salesperson can deliver.
Turning now to marketing: historically it has been shown
that during times of a sluggish economy businesses will tend to
cut back or even eliminate advertising. These are two options
affecting a very critical component in the growth and future of
a business. From a financial perspective, either of these options
may certainly satisfy the goals of your Corporate Financial
Officer. However, from a business growth perspective it could
probably be one of your poorest decisions. Remember the saying
“when the going gets tough the tough get going.” This applies
to marketing your business. You need to make some tough
decisions. Eliminating advertising should not be an option.
Cutting back can certainly be an approach depending on your
financial status. You must never stop promoting your company.
Businesses that continue to promote, even during these tough
economic times, will increase their chances of growing now
and as the economy starts improving. And, the economy will
improve, as history will also remind us that we travel through
economic cycles. So, what do you do regarding marketing
in tough economic times? Pay close attention to what your
objectives should be. Are you looking for an immediate response
or long term promotion of your brand? Clearly, there may be less
advertising dollars to make this decision, so focus those dollars
on the medium that will deliver the best results towards your
objective.
As important as the necessity to continue marketing is the need
to plant your seeds for tomorrow, in other words, prospecting.
Prospecting is not merely lining up the next sale. Yes, that is
clearly an objective but prospecting must also be thought of
in the longer term where prospects may require time to make
a decision. If you think long term, and stay close to those
prospects, the future will be bright. It is important to remember
that you not only need prospects to grow your business but also
to replace those customers lost to normal circumstances.
There are many approaches to prospecting. Here are a few.
Your existing customers provide a wealth of knowledge for your
prospecting efforts. Answer the question as to why your existing
customers buy from you and what is common among them. Now
you can prospect for future business using those parameters. Go
back to your archives and find those prospects that you never did
close. People, processes and needs all change over a period of
time. Start contacting these prospects and you may be surprised
how many have experienced changes which may now make your
product or service more interesting to them. And, don’t forget
your existing customer base for referrals. Your satisfied customers
are a valuable resource for new opportunities. All too often they
will not take the initiative and offer leads. However, a simple
phone call will reveal that they will identify opportunities for you.
But, remember, you must ask for the referral.
2015 can be a successful year but you must move forward with
a positive attitude and programs that keep your brand alive and
present opportunities for new business.
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 authority on
relationship building. Harvey can be reached at
818-701-7799 or [email protected]
Page 10
JANUARY 2015
Advertise in
THE SENTINEL.
Reach an interested
audience.
[email protected]
800-490-9680, ext. 3
Page 12
JANUARY 2015
ASSOCIATES NEWS
EXACQ TECHNOLOGIES introduced the ability to set up and
manage failover on exacqVision servers with exacqVision 6.6
and Enterprise System Manager (ESM) version 3.0. The new ESM
failover functionality continually monitors exacqVision recorders.
A system failure can be detected within 15-30 seconds and an
actual failover to a spare server or servers can be automatically
instigated in a matter of minutes. Failover functions include IP
cameras, recording schedules, user rights, event linking, serial
profiles, archiving configuration and more. Once the protected
recorder is back online, ESM automatically transfers all functionality back to the original server. Users can also use ESM Failover
to perform manual failover on exacqVision recorders at any time
to conduct system maintenance. “The new ESM Failover feature
adds substantial value to our exacqVision enterprise solution,”
notes Scott Dennison, Director of Marketing, Exacq Technologies.
“We recognized the need for our customers to maximize video
recorder uptime and delivered a failover solution to ensure video
recording is never interrupted.” For more information, visit www.
exacq.com.
COPS MONITORING promoted Melissa Hansen to Director
of Training where she will oversee the entire spectrum of COPS’
training program across its six central stations including initial
training of new employees, CSAA Five Diamond certification, its rigorous proprietary
“up-or-out” training program for dispatchers (called Gradation), customer service
and disaster preparedness instruction, and
coaching of central station managers. “What
we do is extremely important and a properly trained dispatcher can help prevent a
significant loss to a customer and even make
the difference between life and death,” said Hansen. For more
information, visit www.copsmonitoring.com.
NAPCO SECURITY TECHNOLOGIES, INC. has been addressing and educating school boards and K12 stakeholders across
the country on security technology solutions, most recently last
month in both New York and Ohio, introducing its divisions,
Alarm Lock, ContinentalAccess and Marks, LocDown™ products
designed for every educational building and door. Napco has met
with great interest and thanks from administrators, to facility
managers and from local PTAs to campus safety pros, presenting
its SAVI™, the Security Access-Control Vulnerability Index™ and
Whitepaper, based on its brand-agnostic evaluation tool. The
company offers a range, from economical local lock-down with a
key from the inside-door, to an electronic activation with portable teachers’ keyfobs or across the school using a wireless lock
network, activated from any one lock or the school server and
locked-down in under 10-seconds. Campus-wide, Napco offers a
full enterprise solution, integrating video, alarms, access control,
locks, IDs, threat-level- and visitor-management, well-known
for lowest operating costs. For more information, visit Napco’s
school security website www.savischool.com.
QOLSYS announced that it has secured a strategic investment
from Tyco Security Products, part of TYCO. “This is a validation of
the Qolsys vision to reinvent the security, life safety, and intelligent home platform for today’s smartphone generation,” said
Qolsys CEO Dave Pulling. “This investment is a game changer,
fueling Qolsys’ growth and delivering our customers product
Associates News, continued p. 16
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JANUARY 2015
ASSOCIATES NEWS, continued
innovations and additional services.” The product roadmap and
new features will be accelerated, as well as increased dealer
resources and channel development and support. “The partnership with Qolsys is exciting news for Tyco Security Products and
it further demonstrates Tyco’s commitment to enabling new
intelligent services via the Internet of Things,” said Mike Ryan,
President, Tyco Security Products. “This investment deepens
our intrusion security portfolio offering so that we can continue to deliver the most innovative and intuitive solutions to our
customers in the residential, commercial and service provider
segments.” For more information, visit www.qolsys.com.
ADI announced Michael Flink has been named president of
ADI Global and will lead all ADI businesses across the Americas,
EMEA and India. He will continue to report to
HSG President Ron Rothman. Flink will drive
an ADI global vision and business strategy
to maximize vendor and customer relationships, strengthen product categories and lead
expansion plans across all regions. Flink has
been president of ADI Americas since 2010,
and has successfully led a cultural transformation focused on growth, marketing strategies
and learning to improve the customer experience and strengthen
the organization. “Our company is well positioned to grow, and
we are committed to serving dealers and vendors around the
world,” said Michael Flink, president, ADI Global. For more information, visit www.adiglobal.com.
NOTIFIER by Honeywell introduced the FAAST XT 9400X
conventional aspirating smoke detector,
designed to provide very early warning of
smoke for large spaces up to 28,800 square
feet. FAAST employs a series of advanced
algorithms, coupled with a choice of three
sensitivity modes to practically eliminate
nuisance alarms. In addition, a three-stage
filtration system makes FAAST a great
option for detecting fires in harsh environments with high air flow or a lot of dirt and
other nuisance particulate matter. “Yes, this
aspirating detection is good for critical and high-risk facilities,
but the 9400X can also be a real problem solver for a variety
of places,” said Dick Bauer, business leader, NOTIFIER. “Now
NOTIFIER users have another option that could help ensure no
disruptions to their business and possibly save them some time
and money too.” An internal three-speed fan can be configured
for more or less area coverage, or to reduce power consumption
of each unit. The new detector can also integrate with building
management systems via Modbus TCP/IP communication. For
more information, visit www.notifier.com.
Step Up To Sales Success
A Book by Harvey J. Eisenstadt
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BULK ORDERS
Discounts are offered for orders of 20 or more books including shipping.
Contact Syncomm Management Group at 800-490-9680 for more information.
FAX COMPLETED FORM TO 800-490-9682 OR MAIL TO:
SYNCOMM MANAGEMENT GROUP
333 Washington Blvd., #433, Marina del Rey, CA 90292
CALL 800-490-9680 TO ORDER BY PHONE
EMAIL TO: [email protected]
Please send me _________copies at $20 each. TOTAL DUE: $_________
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Please charge our VISA/MC/AMEX:
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Page 16
JANUARY 2015
AUTOMATIC
FIRE ALARM
ASSOCIATION
National Headquarters
81 Mill Street | Suite 300 | Gahanna, OH 43230
Office: 614-416-8076 Toll Free: 844-438-2322 (844.GET.AFAA)
Website: www.afaa.org Questions: [email protected]
Randall Hormann - Administrative Director
[email protected]
AFAA Seminars
AFAA now has a new NICET prep seminar called “A User’s
Guide to Simplifying NFPA 72 and the NEC”. This is an interactive course designed to help attendees better understand
how to use NFPA 72- 2013 and the NEC 2011 fire alarm wiring
requirements. All NICET fire alarm tests are now updated to the
2013 NFPA 72 and 2011 NEC. For more information, visit www.
afaa.org.
AFAA Insurance
AFAA has worked with Willis Insurance for over a year to
bring you a Member’s Only insurance program guaranteed
to save you money. We recently held a
webinar to discuss the program. The recorded version as well as applications are
available at www.afaa.org. We have policies for Fire Alarm Contractors and one
for Security Services Contractors. Find
out about this excellent AFAA member
benefit. For more information, you can
call Dale Wittick with Willis Insurance at
610-260-4342 or email at Dale.Wittick@
willis.com
AFAA Illinois
The Illinois Automatic Fire Alarm Association
If Fire Safety is your
career, become part of
our active, professional
ILLINOIS
community. We are Illinois’ Fire Alarm & Early
Warning Detection Industry Association.
We provide education and code advocacy for the advancement of fire and life
safety in Illinois, and Nationwide.
www.il-afaa.org
[email protected]
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audience.
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Page 18
JANUARY 2015
PUBLIC SAFETY NEWS - Editorial
20 years and Counting
identify systems needing service and providing it? Or have you
considered working with law enforcement to encourage abusers
By Ron Walters of SIAC
to correct their issues?
The Security Industry Alarm Coalition (SIAC) is starting our
The entire process, or lack of a process, to train new alarm
12th year of service to the industry, law enforcement and alarm
system owners is at the heart of the user error problem, which
owners. While our mission has evolved, our core effort remains
represents 77% of all alarm trips and false dispatches. Probably
to bring all parties together to deal with the issue of false
99% of all customer training is done by technicians, people who
dispatches.
most often have poor communication skills. SIAC has developed
My participation is reaching 20 years. Yes I know, 20 years is
a program complete with check lists and customer instruction
a very long time and much has been accomplished. However
lists that can be branded with your company name. What’s
I must confess that, especially of late, the job has become
more, this is all free. All you have to do is send an email to
frustrating. In spite of finding solutions, the overall reaction of
[email protected].
the industry is to conduct business as usual.
For decades, at the state and local level, the industry has
Imagine putting in two decades of work on a real problem,
attempted to engage law enforcement leadership, with few
finding all of the solutions, and yet being unable to claim
if any results. Using our law enforcement
victory? It is highly frustrating for those who
assets SIAC has succeeded in having law
have worked so hard on your behalf.
Why are we so willing to enforcement leadership at the state level to
form alarm committees. These committees
Making a second verification call,
jeopardize response to
then invite state alarm association members
commonly known as ECV and available for
to participate. This effort is coordinated by
over 10 years now, is capable of delivering
all of our customers for
Chief Glen Mowrey (retired) of SIAC and we
up to a 50% reduction in dispatches.
a small handful? Do you
have over 15 such committees nationally
However, it is a common occurrence to find
with another 6 in the works. Additionally,
many alarm companies that won’t apply it to
have a process in place
SIAC is extremely active in every major law
their customers. The most common excuse
to track your abusers? Do enforcement association.
is that everyone else can do it so I don’t need
to. Yet ECV has proven to actually improve
SIAC encourages every alarm company to
you provide additional
law enforcement response times to all lower
look at these and other solutions. They cost
training for customers
priority calls. It is pretty simple really: the
you nothing to apply and it is time for all of
fewer calls waiting to be dispatched, the
us to take responsibility whether or not an
having problems? How
faster that the remaining calls are serviced.
ordinance is in place. At the same time, why
not contribute to one of the most successful
about a specific process
We further know from law enforcement
efforts in the history of the industry?
that 85% of our customers have no
to identify systems
dispatches in any given year and another
However, this success comes at a cost.
6% have only one. However, before we pat
needing service and
From day one, SIAC has been funded
ourselves on the back, that means that fewer
solely
by donations from the industry. We
providing it? Or have
than 10% are causing virtually all of the
have been blessed with a small handful of
problems.
you considered working
contributors that keep SIAC alive. However,
Why are we so willing to jeopardize
with tens of thousands of Alarm Companies
with law enforcement
response to all of our customers for a small
in the industry, the list of supporters is a
handful? Do you have a process in place
fraction of one percent. We encourage you
to encourage abusers to
to track your abusers? Do you provide
to contribute. Every donation, no matter how
correct their issues?
additional training for customers having
small, keeps SIAC alive for the day where it
problems? How about a specific process to
might be your city that SIAC has to respond.
Security Industry Alarm Coalition (SIAC)
Visit www.SIACinc.org for alarm management resources for alarm companies, law
enforcement and public safety policy development officials. Resources include model
ordinance, ECV information and alarm school
materials.
Page 20
JANUARY 2015
NORTHEAST STATE ASSOCIATIONS
CONNECTICUT
Connecticut Alarm & Systems Integrators Association, Inc.
PO Box 7230 Wilton, CT 06897
Phone 800-762-3099 (CT)
Fax 203-762-9211
www.casiact.org
CASIA Executive Director - Pat Remes
CASIA Legal Advice - Buchanan Ingersoll - 203-762-2444
DELAWARE
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
MAINE
Maine Burglar & Fire Alarm Association
325 US Route One
Falmouth, ME 04105
207-775-5755
Attn: Rich Brobst, President
www.mainealarm.org
[email protected]
MARYLAND
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
MASSACHUSETTS
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
NEW HAMPSHIRE
New Hampshire Alarm Association
P.O. Box 187
Pelham, NH 03076
866-809-2043
www.nhalarm.org
ESA of NEW JERSEY
ESA of New Jersey
New Jersey Electronic
Security Association
150 West State Street, Suite 110
Trenton, NJ 08608
609-695-4444
[email protected]
www.njbfaa.org
PENNSYLVANIA
ANNUAL SYMPOSIUM
Bally’s Hotel & Casino
February 18-20, 2015
www.NJ-ESA.org
call 609-695-4444
Hotel Booking Code:
SB02ES5
ESA of NEW YORK
New York State Electronic Security Association
1971 Western Avenue-PMB #1105
Albany, NY 12203
800-556-9232 or 814-838-0301
[email protected]
www.nybfa.org
Pennsylvania Burglar & Fire Alarm
Association
3718 West Lake Road
Erie, PA 16505
800-458-8512 or 814-838-3093 (Outside
PA)
[email protected]
www.pbfaa.com
PBFAA 2015 MEETINGS
May 12-13
PBFAA Annual Expo
King of Prussia, PA
RHODE ISLAND
Rhode Island Alarm and Systems Contractors Association
PO Box 19347
Johnston, RI 02919
www.riasca.org
[email protected] - Treasurer
ESA of VERMONT
ESA of Vermont
www.esaweb.org
2172 Bartlett Hill Rd.
Jeffersonville VT 05464
NYESA 2015 MEETING SCHEDULE
February 15
NYESA BOD Meeting
May 14
NYESA BOD Meeting
August 13
NYESA BOD Meeting
Sept. 29-30
NYESA Annual Conference
Nov. 11
NYESA BOD Meeting
Nov. 12
NYESA BOD Meeting
New York
New York
New York
Syracuse, NY
New York
New York
LONG ISLAND ALARM ASSOCIATION
President, Mark Amendolare
LIAA 2015 MEETING SCHEDULE
February 26
LIAA General Meeting
April 23
LIAA General Meeting
June 11
LIAA General Meeting
Long Island, NY
Long Island, NY
Long Island, NY
REGIONAL ALARM & SECURITY INTEGRATORS ASSOCIATION
President, Trevor McEnaney
RASIA 2015 MEETING SCHEDULE
January 13
RASIA General Meeting
February 10 RASIA General Meeting
March 10 RASIA General Meeting
April 14 RASIA General Meeting
Page 22
New York
New York
New York
New York
JANUARY 2015
MIDWEST STATE ASSOCIATIONS
ARKANSAS
For information, contact Electronic Security Association at 888447-1689 or visit www.esaweb.org.
ILLINOIS
Illinois Electronic Security Association
999 East Touhy Ave., Suite 530, Des Plaines, IL 60018
773 - 632-3140 Phone
773 - 632-3141 Fax
The 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 socialization. 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 INDIANA
The Evolution of IBFAA
2602 East 55th Street, Indianapolis, IN 46220
www.ibfaa.org
IOWA
Iowa Alarm Association
P.O. Box 2431, Waterloo, IA 50703
KANSAS
Kansas Burglar & Fire Alarm Association
P.O. Box 126 , Hoisington, KS 67544
620-653-2775
MICHIGAN
SOUTH DAKOTA
MINNESOTA
ESA of WISCONSIN
For information, contact Electronic Security Association at 888447-1689 or visit www.esaweb.org.
Membership Office: 161 St. Anthony Ave. Suite 820
St. Paul, MN 55103
651-291-1900
www.MNESTA.com
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
P.O. Box 11657
Shorewood, WI
414-459-3260
www.wiesa.org
ESA of MISSOURI
www.esamissouri.com
President: Robert Scales
Safeguard Alarms, LLC
816-356-9900
[email protected]
Secretary: John Butler
Butler/Durrell Security
636-458-1866
[email protected]
Vice President: Bryan Morris
American Detection Specialist, Inc.
417-883-6254
[email protected]
Treasurer: Nick Barrack
573-341-5488
[email protected]
NEBRASKA
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
NORTH DAKOTA
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
ESA of OHIO
1145 Slade Avenue , Columbus, OH 43235-4052
800-746-2322
[email protected]
Bev Bailey, Executive Director
[email protected]
www.secureohio.org
OKLAHOMA
For information, contact Electronic Security Association at
888-447-1689 or visit www.esaweb.org.
Page 24
ESA EXECUTIVE COMMITTEE
President
Secretary
Vice President
Treasurer
Vice President
Immediate Past President
Vice President
Executive Director
Vice President
Association Counsel
Marshall Marinace
Roy Pollack
Dee Ann Harn
Chris Mosley
Angela White
Jon Sargent
Tom Eggebrecht
John Knox
Merlin Guilbeau (Ex Officio)
Bryan Lawrence (Ex Officio)
www.esaweb.org
JANUARY 2015
JANUARY
Page 25 2015
JANUARY
Page
2015
25
CALENDAR 2015
JANUARY
JUNE
29.............CASIA Annual Meeting........................Trumbull, CT
18.............CASIA LOBSTERBAKE & Barbecue........Fairfield Beach
22-26........ESX Baltimore......................................Baltimore, MD
FEBRUARY
8-11..........ESA Leadership Summit.......................Phoenix, AZ
15.............NYESA BOD Meeting...........................New York
18-20........NJESA Annual Symposium...................Atlantic City, NJ
26.............CASIA Membership EXPO....................Trumbull, CT
JULY
MARCH
SEPTEMBER
26.............CASIA General Meeting.......................Trumbull, CT
APRIL
14.............AIREF Golf Classic................................Las Vegas, NV
15-17........ISC West 2015.....................................Las Vegas, NV
30.............CASIA Fire & Code Officials Night........Trumbull, CT
MAY
4-5............ESA on Capitol Hill...............................Washington, D.C.
12-13........PBFAA Annual Expo.............................King of Prussia, PA
14.............NYESA BOD Meeting...........................New York
28.............CASIA General Meeting.......................Trumbull, CT
23.............CASIA Annual GOLF Tournament.........Lyman Orchards
AUGUST
13.............NYESA BOD Meeting...........................New York
29-30........NYESA Annual Conference..................Syracuse, NY
NOVEMBER
11.............NYESA BOD Meeting...........................New York
12.............NYESA BOD Meeting...........................New York
INDUSTRY EVENTS 2015-2017
February 8-11, 2015.........ESA Summit ................Phoenix
April 15-17, 2015..............ISC WEST 2015............Las Vegas
April 6-8, 2016..................ISC WEST 2016............Las Vegas
April 5-7, 2017..................ISC WEST 2017............Las Vegas
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