VOLUME 13, NUMBER 7JULY 2010 ■ $7.00

COMMERCIAL & SYSTEMS INTEGRATORS ■ Stanley is back in the Sonitrol-

franchise buying game PAGE 15

■ Integrator invents tool for monitoring network health PAGE 15

FIRE SYSTEMS INSTALLATION■ Fike thinks it’s ready to join the ‘Big

Four’ PAGE 18

■ Cintra talks about Edwards plans for UTC PAGE 18

MONITORING■ HeiTel continues push into remote

video monitoring PAGE 21

■ Safeguard moves into Mexican municipal work PAGE 23

RESIDENTIAL SYSTEMS■ Nelson acquires two companies in

Indy PAGE 26

■ Whall loots former companies for executive team at P1 PAGE 26

SUPPLIERS■ Visonic’s new prez says he won’t take

your RMR PAGE 30

■ Aruba buys its way into wireless surveillance PAGE 30

STATS

The market for biosensors Driven by improved technology SEE PAGE 2

STATS ........................................2

NEWS ........................................4

EDITORIAL ..............................14

MARKET TRENDS ...................24

QUOTED ..................................33

AD INDEX ................................33

DATABANK ..............................34

www.securitysystemsnews.com

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PSA-TEC video recap Clips from the Jam at WWW.SECURITYSYSTEMSNEWS.COM

By Martha EntwistleBOCA RATON, Fla. and DALLAS—To cater to the specifi c and very different needs of its residential and commercial customers, ADT Worldwide president Naren Gursahaney on May 17 announced that ADT would split into two separate organiza-tions: ADT North America Residential and Small Business, led by John Koch, and ADT North America Commercial, led by John Kenning.

Koch and Kenning will continue to report to Gursahaney.

The realignment will “sharpen the focus on the unique aspects and special solutions and services” in the two organizations, Gursahaney said.

This announcement comes on the heels of ADT’s

acquisition of residen-tial giant Broadview Security, which closed Friday, May 14.

ADT North America Residential will be a $2.8 billion operation. Koch, who will run that organization, has served as presi-dent of ADT North America since Mike Snyder left the post in 2005.

Kenning joined ADT earlier this year in the newly created position of VP, commercial ADT North America. ADT’s North American commercial business is a $2 billion operation.

Kenning came to ADT from Nortel, a $10.4

MARKET TRENDS

Will priority response change the game?By Daniel GelinasDALLAS—What if you could promise your customers that police would come more quickly if you added a video or audio verifi cation component to their alarm system? Are police saying they will come more quickly to a verifi ed alarm? If so, should you begin only selling alarms that have video or audio verifi cation as part of the solution?

RSI Video Technologies presi-dent Keith Jentoft has been on a crusade to get alarm companies to begin proactively selling verifi ed alarm systems to their end users. An October 2009 story from Security Systems News covered

the genesis of this movement. He’s been lobbying police departments and sheriff ’s offi ces around the country (he was in Massachusetts meeting with 15 municipalities in May and in Minneapolis visit-ing with various of the state’s 87 counties in June) to offer priority response for alarm signals that are verifi ed.

“Because police are giving higher priority to enhanced video

ADT splits in twoKoch to head ADT North America Residential; Kenning ADT North America Commercial

ADT X 2 see page 29

VERIFIED ALARMS see page 24

■ Watch the webinar hosted by Sandy Jones only at: WWW.SECURITYSYSTEMSNEWS.COM

John Kenning

REORGANIZATION

Ready to race Hikvision ready for NA expansionIPO cash allows for market entry in a ‘meaningful way’By L. Samuel Pfeifl eHANGZHOU, China—Hikvision Digital Technology, ranked by IMS Research as the largest worldwide manufacturer of DVR prod-ucts, and a maker of other video surveillance

By Martha EntwistleNORTH CANTON, Ohio—Providing what it calls the “miss-ing component,” Diebold in May announced that it is now offer-ing fire prod-ucts, installa-tion and service nationwide.

“Our goal is to be the leader in our verticals, providing fi re and

security solutions,” said Mike Dowling, director of Diebold fi re detection solutions and services.

With its existing nationwide n e t w o r k o f more than 100 branch offi ces that provide

security products, installation and services, moving into fi re is a natural fit for Diebold,

Dowling said.The process leading up to

May’s announcement, however, has been a huge undertaking that involved “a lot of planning, putting the appropriate systems and processes in place.”

D i e b o l d m a d e i t s f i r s t foray into fire a few years ago when it acquired a NCI,

Diebold to make national play in fi re alarm market

DIEBOLD see page 19

HIKVISION see page 32

DSC has sponsored a racer on the Canadian NASCAR series. See the story on page 32.

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SECURITY SYSTEMS NEWS JULY 2010 www.securitysystemsnews.com FIRE SYSTEMS INSTALLATION 19

System Sensor senses opportunity with FAASTHoneywell manufacturer breaks into air-sampling fi re sensing technology, a $100m market currently dominated by VESDA draws air samples through a pipe

network that uses “dual-source sensing technology.” There are two lights in the chamber. A red laser identifi es dust “and provides extreme nuisance rejection … no false alarms,” George said. “The second light is a blue LED that iden-tifi es smoke particulates. That tech-

nology combines with algorithms to provide very early warning.”NFPA 75 and 76 require this kind of warning for data centers. Data centers and other mission-critical facilities are target verticals for this product, as are historic buildings and museums and correctional facilities. SSN

By Martha EntwistleLAS VEGAS—Treading on turf that’s dominated by VESDA, System Sensor announced at NFPA that it’s getting into a whole new sensing business: Fire Alarm Aspiration Sensing Technology.

At a June 8 press conference, Jeff Klein, System Sensor VP prod-uct marketing, introduced System Sensor’s new FAAST (fire alarm aspiration sensing technology). It’s a brand new product line for System Sensor and it’s a direct competitor to VESDA (owned by Xtralis), an air sampling technology that’s capable, Klein said, of providing “very early

warning of fi re—30 to 60 minutes before a fi re event.”

The market for aspiration prod-ucts is about $100 million globally and VESDA currently has about 80 percent of the market share, accord-ing to System Sensor communica-

tions director David George.Plans have been in the works

for the product for three years, and Systems Sensor does have a similar product in Europe. FAAST has fi ve alarm levels and George said it almost eliminates false alarms. It

a small Richmond, Va., fi re com-pany. “We bought that company as part of a longer-term strategy to look and understand the fi re business,” Dowling explained. “RCI was the template for us to take and replicate in a larger way across the country.”

Dowling said Diebold thor-oughly researched the different licensing and training require-ments of each state. The training and roll-out of its fi re offerings occurred in phases beginning in the last quarter of 2008. Now, they’re a truly national operation.

Training in some states required three months and in other states more than nine months, Dowling noted. “We implemented NICET training at Diebold, and whatever the state’s requirements are, we met the requirements,” he said. “We trained over 1,000 people over the last year and a half, including service, management and sales personnel,” Dowling said.

The company cross-trained existing employees rather than hire new talent, he said.

Its focus in fi re, as in security, is in the fi nancial and retail ver-ticals. Its expertise is in small- to medium-sized fi re systems.

“We have a partnership with Honeywell, Bosch, DMP, to name a few. We sell those fi re alarm products and install, maintain and provide testing and inspec-tion services,” Dowling said. “Our customers are very interested in consolidating their [security and fi re] under one service provider. We’ve been a trusted name for 150 years. It makes sense [for our customers] to move their fi re service to Diebold.” SSN

Diebold gets fi reContinued from page 1

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