Security Systems News

March 2011

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MARKET TRENDS When wireless works best Point-to-point, multi-point, or mesh? SEE PAGE 18 PRE-SHOW PRODUCTS ISC West 2011 Eight pages of new products PAGE 35 ONVIF IP Bullet. Speco’s IP Open Network Protocol ONSIP Cameras On Page 7. The First VOLUME 14, NUMBER 3 MARCH 2011 n $7.00 COMMERCIAL & SYSTEMS INTEGRATORS n n Former Infrastruct CEO helps integrator change focus PAGE 16 Securing the New York Stock Exchange, PAGE 16 FIRE SYSTEMS INSTALLATION n n American Security Systems to grow fire business PAGE 20 Standard Electronics thrives on diversity PAGE 23 MONITORING n n Monitoring America’s new dealer program PAGE 27 Rockbridge makes second security play in PERS PAGE 27 RESIDENTIAL SYSTEMS n n Guardian Protection gets another former Brink’s dealer PAGE 30 Boys of summer get ready to knock doors in Pennsylvania PAGE 30 SUPPLIERS n n Megapixel camera maker opens demo center in Manhattan PAGE 43 VMS provider says video trickling will help with reliability PAGE 43 STATS ........................................2 NEWS ........................................6 EDITORIAL ..............................14 GUEST COMMENTARY ............14 MARKET TRENDS ...................18 SPECIAL REPORT ...................26 QUOTED ..................................45 AD INDEX ................................45 FINANCE NEWS ASG closes $230m revolver Goldman Sachs is new participant By Martha Entwistle BELTSVILLE, Md.—ASG Security closed Jan 28 on a new $230 million line of credit. Lead by ASG’s longtime banking part- ner, CapitalSource, this round also includes a new partici- pant, Goldman Sachs. Also par- ticipating in the round are previous inves- tors: Bank of America, APX Alarm is now Vivint ‘Simple, affordable whole-home automation for the average Joe’ By Tess Nacelewicz PROVO, Utah—The new way to spell APX Alarm Security Solutions is Vivint. The summer-model giant announced Feb.1 that it has rebranded to Vivint—a name the company said was chosen to convey the concept of “living intel- ligently.” The new name reflects the company’s expansion beyond home security into home auto- mation services such as automat- ic door locks, video surveillance, and lighting and small appliance control, according to Alex Dunn, Vivint COO. The company announced earlier in January that it had acquired Meter Solutions, an cians began replacing more than 500,000 oval, blue-and-white APX lawn signs at customers’ homes around the country with round, orange-and-white Vivint signs. Dunn said Vivint is entering the home auto- mation market in a way he described as unique. installer of smart meters for utilities. “We’re really evolving into a much more broad company with much more broad service offerings and APX Alarm doesn’t convey in any way that vision,” Dunn told Security Systems News. On Feb. 1, Vivint techni- Vivint, he said, “is really going to be the first company in the home automation space that deliv- ers simple, affordable, whole-home automation to the average Joe.” Home automation systems typi- cally are complicated and expen- sive, costing a homeowner many VIVINT see page 34 Licensing flap in N.Y. Open hearing to discuss central station licensing scheduled Will Schmidt Citizens Bank, Madison Capital and PrivateBank. “It gives us added capital to continue our growth strategy,” ASG CEO Joe Nuccio told Security Systems News. “There are a num- ber of opportunities we’ve been looking at for a while. We expect a robust acquisition year in 2011.” ASG moved into Oklahoma at the end of 2010 with the purchase of TNT, which it wants to use as a platform to expand its com- mercial business. In January, ASG announced it would be making a big push in the resi market. Will acquisitions be resi or commercial? ASG see page17 By Daniel Gelinas ALBANY, N.Y.—Proposed leg- islation being developed by an alarm association committee here has created such a stir that the New York Burglar & Fire Alarm Association has decided to con- duct an open forum discussion. The forum was scheduled to take place at the NYBFAA’s Feb. 10 board of directors meeting, after Security Systems News went to press. The legislation in question, called Article 6-E, would require licensing of all employees of any Special Report: Central station operator education, page 26 and WWW.SECURITYSYSTEMSNEWS.COM n central station wishing to monitor alarms in the state of New York. “While the NYBFAA took numerous steps to alert the mem- bership throughout the State of N.Y., it has become apparent that those in opposition to such legisla- tion felt excluded from the board’s deliberations,” NYBFAA executive director Dale Eller said in an open letter to the ACCENT listserv. “Let me assure everyone that it has always been the intention of the association to seek input and comments from anyone (pro or con) regarding this proposed LICENSING see page 28 Barnes: ‘Focus’ pays dividends New Barnes Associates study says specialization helps a sale By Martha Entwistle IRVING, Texas—A new Barnes Associates study shows that alarm companies that specialize in vertical markets within resi- dential security are likely to have a greater return on investment when it comes time to sell. “We analyzed more than 120 transactions over the past 10 years (those involving $100,000 to $10 million of RMR) and looked for correla- tions across a n umb e r of variables [including size, metrics and opera- tional focus],” Michael Barnes told Security Systems News. Michael Barnes Barnes, a partner in the investment banking firm Barnes Associates, which specializes in the security alarm industry and co-sponsors the Barnes Buchanan Conference, presented his findings here on Jan. 11 at the ESA Leadership Summit. When you look at the exit mul- tiple alone, size had the strongest correlation to value, he said. BARNES see page 12

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