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Experience and Perspective of Security Installation
Opportunities
Edward J. Donelan, RCDD/NTS, TLTPresident, Telecom Infrastructure Corp
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)
BICSI UPDATE
• ESS (Electronic Safety and Security) Designer Designation DirectionThe 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
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
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
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
Security Business Opportunity
Source: SecuritySales.com
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
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
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.
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
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
