Issue link: https://read.dmtmag.com/i/31501
SPECIAL REPORT Barnes Associates study Wholesale monitoring survey results SEE PAGE 28 SHOW PRODUCTS ISC West 2011 13 pages of new stuff PAGE 42 ONVIF IP Bullet. Speco’s IP Open Network Protocol ONSIP Cameras On Page 7. The First VOLUME 14, NUMBER 4 APRIL 2011 n $7.00 COMMERCIAL & SYSTEMS INTEGRATORS n n What happens when specifiers and integrators mix? PAGE 18 FE Moran wants in on national accounts too PAGE 18 FIRE SYSTEMS INSTALLATION n CSAA fights false alarms and falsehoods PAGE 24 n Packaging those fire deals PAGE 27 MONITORING n n Stealth’s strategy involves providing free equipment to police PAGE 32 DICE goes after infrastructure backup clients PAGE 32 RESIDENTIAL SYSTEMS n Vector goes upstate PAGE 36 n SUPPLIERS n n Milestone dabbles in hardware for the first time PAGE 55 Infinova launches certified integrator program PAGE 55 What is CSG going to do with its new cash infusion? PAGE 36 MONITORING Dynamark returns $130K grants helps pay for cost By Daniel Gelinas HAGERSTOWN, Md.—Dynamark Security Centers, a well-known name in the security industry whose monitoring aspect disap- peared through a series of acqui- sitions several years ago, is ready to make a monitoring comeback with a new central station slated to open here by the end of sum- mer. The newly launched Dynamark Monitoring invested $1.5 million of its own money to acquire a 26,000-square- foot space that initially will create jobs for at least 35 operators with plans to continue expansion in the future, according to company chairman Wayne Alter. A government grant provided additional funding for the new center. Wayne Alter STATS ........................................2 NEWS ........................................6 EDITORIAL ..............................17 MARKET TRENDS ...................22 SPECIAL REPORT ...................28 QUOTED ..................................57 AD INDEX ................................57 DATABANK ..............................58 www.securitysystemsnews.com “I suppose a lot of people aren’t familiar with grants, but in these economic times, governments are very interested in keeping jobs in the community and creating new jobs. So we simply applied for some grants. The state of Maryland and the local and county govern- ments provided conditional grants if we created a certain number of jobs,” Alter said. “If we don’t create the jobs we’ll have to pay DYNAMARK see page 35 Pro 1 ramps up national accounts February account purchase boosts effort, which includes quadrupling NAMs By Martha Entwistle ROMEOVILLE, Ill.—Protection 1, which said this fall it would “expo- nentially” increase its national accounts business, in February announced it has acquired the national account client base of Sting Alarm, a regional security company based in Las Vegas. “We acquired 25 to 35 key national account customers, some large food distributors, high-end retail and logistics companies, some very prominent names,” Jamie Haenggi, chief market- ing officer for Protection 1, told Security Systems News. “All in all, we acquired more than 2,500 actual sites, and we will take over the monitoring and servicing of those accounts.” Protection 1 did not acquire the company itself, just some of its national account clients, she said. Sting Alarm, a regional company originally based in Dallas, will continue to service and grow its residential and commercial, and national accounts business, Haenggi said. Jamie Haenggi At the ASIS show this fall, Protection 1 CEO Tim Whall said Pro 1 did about $7 million in national accounts business in 2010. He told Security Systems News that he intends to grow that business to more than $100 mil- lion within three years Haenggi said that acquisitions are a “viable option” for growing any part of Protection 1’s busi- nesses “if they make economic sense for the company.” PRO 1 see page 21 Pinnacle creates group Best practices, expanding Utah economy on to-do list By Tess Nacelewicz OREM, Utah—Pinnacle Security this week announced it is help- ing establish a unique industry management association in this state—one comprised of sum- mer-sales-model companies like itself. Jason Knapp, Pinnacle executive VP of financing and the president of the new Alarm Management Association of Utah, told Security Systems News that “this association is going to hopefully be comprised of Utah companies that are in a similar market to Pinnacle, namely Market Trends : Fire protection of data centers page 22 WWW.SECURITYSYSTEMSNEWS.COM n the summer sales, door-knocking industry. Our approach to marketing is perhaps a little different from some of the residential security companies. That’s the niche that we’re trying to fill.” The new organization will be a collaborative resource, through which members can share best practices, and it will provide direc- tion and guidance in the residen- tial security market, according to a company press release. “The residential security industry represents hundreds of millions of dollars to Utah’s economy, provides PINNACLE see page 40 Carter Bros. realigns focus Partnership with S2 integral to new focus on national accounts By Martha Entwistle ATLANTA—National fire and security integrator Carter Brothers is realigning its business to focus on national accounts and it’s part- nering with S2 Security as part of that process. “We have over 6,000 different buildings under contract across the country, we already do busi- ness nationally. Now we’re going to go after national accounts in fire, video and access. It’s the logi- cal next step for us,” John Carter, Carter Brothers CEO and president told Security Systems News on Feb. 18. Carter Brothers has John Carter 12 branch offices and through its project managers it operates in 26 cities and 50 municipalities across the country. It has more than 250 employees and FY10 revenues in excess of $70 million. Its major clients include Pepsico, FritoLay, Bank of America and Standard Register. Carter Brothers is one of a handful of well-established fire installers with a national presence. CARTER see page 21