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In This Issue
NBFAA News
Make Plans to Attend the 2006 NBFAA Fall Conference
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Join fellow NBFAA members for the 2006 Fall Conference and Chartered State Association (CSA) Symposium beginning Sunday, Oct. 22, 2006 and take advantage of networking and educational events. NBFAA’s Fall Conference, which will be held Oct. 22 and 23 at the Sheraton Suites on the Hudson in Weehawken, N.J., will include the CSA Symposium, annual chapter awards luncheon, Board of Directors meeting, committee meetings and member reception. The conference will be followed by the 2006 ISC East event at the Jacob Javits Center in New York. NBFAA will host a booth and additional meetings during ISC. Make plans now to attend this annual event. Conference updates and registration information will be available soon at www.alarm.org – so be sure to visit the Web site often for additional news. |
A Look at CCTV – A Complete Review
“CCTV - A Complete Review” is a 16-hour Web-based training program with downloadable course notes, online testing and certification, plus 3.2 Continuing Education Units.
The course is geared toward students with a basic-to-intermediate knowledge level of closed circuit television (CCTV) systems. Students typically are end users, installers/dealers, suppliers, technical and non technical people. Students are able to collaborate with other students through discussion forums and e-mail contact with instructors.
The course includes a look at cameras, lenses, CCTV accessories, and transmission systems, switching systems, monitors, recording systems and design/installation processes and applications.
NTS July Course Schedule
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Please use the following numbers when contacting NTS: |
Certified Alarm Technician
July 14 – 16 – Knoxville, Tenn.
July 21 – 23 – Port Allen, La.
July 28 – 30 – Lake of the Ozarks, Mo.
Fire Alarm Installation Methods
July 15 – 16 – Montgomery, Ala.
July 28 – 29 – Lake of the Ozarks, Mo.
Continuing Education Courses
July 18 – Fire Alarm Test and Inspection Course – Atlanta, Ga.
July 19 – 20 – NICET I & II Test Prep Course – Atlanta, Ga.
July 20 – Networking the Alarm Industry, and VoIP and Alarm Systems – Nashville, Tenn.
July 31 – Aug. 4 – Certified Security Project Manager – Toronto, Ontario
Understanding Alarm Systems
July 15 – Monroe, La.
NBFAA Calendar Highlights
Check Out the Latest Events, Meetings and Annual Conventions
Stay up to date with the latest news about industry events. In addition to Member Update’s Calendar Highlights, you can stay informed through the online calendar located in the Information Center at www.alarm.org. To get your event added send an e-mail to communications@alarm.org. Be sure to include a description of the event along with the dates.
Missouri Burglar & Fire Alarm Association
July 28 – 30, 2006
2nd Annual Trade Show
The Resort at Port Arrowhead
Lake Ozark, Mo.
Attendees will enjoy an alarm trade show; cocktail hour and prize drawings; outdoor BBQ and MBFAA meeting; Texas Hold-Em poker tournament; and supervised poolside movies for the kids.
NTS Level 1 courses will be available to attendees all three days and Fire Alarm Installation Methods courses will be available July 28 and 29 only.
For show information and booth registration e-mail rampartbs@aol.com or call
(816) 365-5821. For more information about classes call (573) 341-2562.
New Jersey Burglar & Fire Alarm Association
Aug. 7, 2006
14th Annual New Jersey Alarm Industry Golf Outing
Bella Vista Country Club
100 School Road East
Marlboro, N.J. 07746
Contact the New Jersey Burglar & Fire Alarm Association for more information at
(609) 695-4444.
Mississippi Alarm Association
Aug. 16-17, 2006
12th Annual Convention
Jackson, Miss.
The annual convention will include a golf tournament Aug. 16 at Patrick Farms Golf Club in Brandon, Miss. This year’s fee is $85, which will include the green fee, golf cart, food, beverages and prizes. Contact Ed Trim at (601) 624-5231 or e-mail ed@penningtonandtrim.com for more information.
The convention will also include a Continuing Education Day, a statewide meeting, and a vendor trade show on Aug. 17.
A number of sponsorship opportunities for the trade show and golf tournament are available, and members from other states are also invited to attend. If you have any questions, please contact Don Williams, Mississippi Alarm Association (MAA) president, at (601) 410-5205 or Scot Sunquist, MAA trade show chair at (504) 909-6927.
South Carolina Alarm Association
Sept. 27 - 29, 2006
SCAA 2006 Trade Show
Charleston Riverview Hotel
Charleston, S.C.
Attendees will enjoy a golf tournament, training classes, roundtable discussions and trade show. For more information, contact Gabrielle at (803) 252-0580.
Tennessee Burglar and Fire Alarm Association
2006 TBFAA Annual Convention & Trade Show
Oct. 11-13, 2006
Park Vista Hotel
Gatlinburg, Tenn.
The annual event will also feature a sporting clay tournament, golf tournament, trade show, eight continuing education hours, annual meeting, luncheon, and casino party.
For information on exhibiting or dealer registration, please contact Penny Brooks, TBFAA executive director, at TBFAAexdir@aol.com or at (615) 791-9590.
Washington Burglar and Fire Alarm Association
12th Annual Security Show
Mirabeau Park Hotel
Oct. 13, 2006
Spokane, WA
This is the most cost effective opportunity for you to promote your products to a large population of Pacific northwest dealers.
- Golf and President’s Reception—October 12
- Show: 11 a.m. to 3 p.m.—October 13
- Price: $495 single booth—$825 double booth
(Single booth 8x10, 6’ table— 100 volt electrical service)- Hotel Room: (509) 924-9000
2006 NBFAA Fall Conference
2006 Fall Conference and Chartered State Symposium
Sheraton Suites on the Hudson
Oct. 22 – 23, 2006
Weehawken, N.J.
NBFAA’s Fall Conference, which will be held Oct. 22 and 23 at the Sheraton Suites on the Hudson in Weehawken, N.J., will include the CSA Symposium, annual chapter awards luncheon, Board of Directors meeting, committee meetings and member reception. Make plans now to attend this annual event. Conference updates and registration information will soon be available at www.alarm.org.
Chapter News
Wisconsin, Missouri Chapters Seat New Presidents
The Wisconsin and Missouri Chapters of NBFAA have seen a changing of the guard with the election of new presidents.
The Wisconsin Burglary & Fire Alarm Association (WBFAA) welcomed Andy Abbott to the post. Abbott, the owner of Abbott Electronic Security, was elected to a two-year term, replacing Mike Horgan.
Abbott said he planned to continue Horgan’s efforts by focusing on the association’s Alarm Response Management (ARM) project. ARM helps member and non-member companies reduce the number of false alarms by looking at trouble accounts and company procedures.
Abbott said he would also be focusing on state licensing for low-voltage wire installation. In Wisconsin, Abbott said, licensing varies between municipalities with some requiring that installation be performed by a licensed electrician only. Most alarm systems use low-voltage wiring. WBFAA believes alarm technicians should be allowed to install the low-voltage wiring for the system once they’ve been trained and certified.
“We want people to be certified and qualified,” he said. “We want a structure in place for training and certification.”
Abbott plans to use the resources of the NBFAA and other state associations to accomplish his goal of getting standardized state licensing approved.
Jim Morris, owner of American Detection Specialists, was elected to a two-year term as president of the Missouri Burglar & Fire Alarm Association (MBFAA) taking over for Nick Barrack.
Morris said he wants members to get more involved in the association to take advantage of benefits such as training and networking.
“My primary goal is to increase participation and membership in the association,” Morris said. “We want to work with companies so they know where to go for training and networking.”
He said by attending events, like the upcoming annual trade show July 28 through 30 at the Resort at Port Arrowhead in Lake Ozark, members get the opportunity to learn and interact with other professionals in their industry. This year’s show, he said, will include NTS Level 1 and Fire Alarm Installation Methods courses.
Morris also currently serves as president of the Southwest MBFAA. He started his company 18 years ago and has been active in the industry for almost 23 years. He has been a member of MBFAA for 21 years. This is his first state office.
Member News
SentryNet Dealers Focus on Video Monitoring at Annual Conference
SentryNet held its 11th annual dealer conference April 26 and 27 in Tunica, Miss. More than 100 dealers from eight states attended the two-day event devoted to developing marketing plans for SentryNet dealers to sell video monitoring.
Presenters included manufacturers of verification and surveillance systems and sales and marketing experts focused on developing plans for packaging systems and getting them to the marketplace.
According to SentryNet the world of video monitoring is migrating into three paths or types of services; video verification, video guard tours and video surveillance.
SentryNet also announced they would take the training seminar on the road to Nashville, Atlanta, Orlando, Knoxville, Birmingham, Tampa and Pensacola during the summer.
HSM Donates $15,000 to One Small Voice Foundation
HSM Electronic Protection Services, Inc. sponsored the Open Toe Shoe fundraiser benefiting the One Small Voice Foundation. HSM’s sponsorship and $15,000 donation helped the foundation raise more than $25,000, tripling last year’s efforts.
“In addition to the judges who graciously donated their time and those who contributed to our silent auction, we owe a great debt of gratitude to our underwriter, HSM electronic Protection Services,” said Debbie Katzbeck, founder of the One Small Voice. “They deserve a large amount of credit for the astounding results generated by this year’s event, and we look forward to their involvement again next year.”
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The One Small Voice Foundation raises money for research for optic nerve hypoplasia, the leading cause of blindness in children. Attending from the Santa Ana Offices were Beth Tarnoff, HSM corporate marketing coordinator; Debra Ross, Bert Ross, HSM national account manager, Chip Durham, HSM district general manager, Lisa Durham, Diana Baily, HSM customer account manager and Kalisha Baily. |
Brink’s Opens Tennessee Facility
Brink’s Home Security opened its new state-of-the-art alarm monitoring and customer care facility located in Knoxville, Tenn. The facility is staffed with monitoring operators and customer care specialists who respond to alarm signals and inquiries from customers throughout the U.S. and western Canada.
“We selected Knoxville because of its high-quality workforce, solid infrastructure and positive business climate. We currently have over 150 employees in Knoxville and will continue to expand staff levels as our business grows,” said Bob Allen, president of Brink’s Home Security.
The National Customer Contact Center is a fully redundant facility, complementing Brink’s Home Security’s National Support Center in Irving, Texas. Alarms and calls from customers are routed to the first available monitoring operator or care specialist through a single queue serving the Irving and Knoxville facilities.
Bosch to Acquire Telex Communications
The Bosch Group announced that it has signed a definitive agreement for the acquisition of Telex Communications Holding, Inc. through the merger of a wholly-owned subsidiary of Robert Bosch GmbH into Telex.
Telex Communications is a manufacturer and supplier of professional audio, wireless, life safety and communication equipment. The systems are installed in a wide range of applications, such as large stadiums and airport projects, where customers are increasingly asking for turnkey solutions combined with security systems.
“With the acquisition of Telex, Bosh Security Systems can significantly expand its communications systems product offerings and penetrate the professional audio equipment market. The strength of the Telex distribution network will enhance our worldwide market position as a provider of comprehensive security and communication systems. At the same time, we obtain a leading position in the American market,” said Bosch Board of Management member Peter J. Marks, who bears regional responsibility for the Americas and for the Security Systems division.
Pump Some Emotion Into Your Promotions
Why isn’t your “$99 installed” promotion delivering enough new customers? It’s just plain unexciting, and likely too similar to your competitors. If you’re discounting to drive traffic, you’re throwing away money.
The equation is simple -- more store traffic equals more sales and more profit. Since nearly all alarm service customers buy from the first or second alarm company they visit, you want to be at the top of the list. Here are some tips to increase the effectiveness and reduce the costs of your promotions.
1. Offer a compelling gift with purchase.
Face it; a $100 off isn’t as compelling as it used to be. A compelling gift is one that the customer wants separately from your product. So if you’re trying to get your customers attention, you need to connect with them at that emotional level. Offer them something they don’t expect, something they want, and something that complements your product.
Tie into broader themes such as new homeowners and vacationers. There are dozens of compelling promotions including portable DVD Players, iPods, home theater systems, and even gift cards to popular retailers.
2. Target Your Promotional Offer.
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Targeting your promotions enables you to focus your dollars on the most valuable customers. Ideally, you would never offer an incentive to a customer who doesn’t need one. Practically, this is difficult to do, but several approaches get pretty close to the ideal. Here are five types of promotions that generate the highest return on your promotional investment:
- Up-sell incentives motivate higher value (higher profit) purchases.
- Impulse incentives (buy now) are used as a discretionary close tool by the sales team.
- Limited eligibility incentives focus on customers with the greatest need and ability to pay.
- Limited-time or quantity incentives create an urgent call to action.
- Gender-specific incentives stir more emotions – baseball tickets for men and salon certificates for women.
3. Use Certificates to Reduce Your Costs by 50% or more.
By having customers mail in certificates to claim their gift, you can reduce your costs by more than 50 percent. The reason? More than half of all customers fail to redeem their certificate. The value of the certificate approach is three fold:
- Only those customers that truly care about the offer will redeem the certificate. (You don’t spend money on those that don’t care about the promotion).
- The perceived value of the promotion can be up to five times the actual cost which enables you to either offer a much higher value promotion or a much lower cost promotion, or both.
- Certificates enable you to outsource the program and eliminate inventory issues from your organization. Customers mail in certificates to a third party distribution facility enabling you to rapidly change promotions with virtually zero implementation effort.
Member Benefit Spotlight
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Replace one of your high-interest credit cards, lower your payments, and show your support for our association by applying for an NBFAA logo credit card. This endorsed credit card program features a low-initial interest rate and various financial investment products. |
Member Product News
Bosch Defines Second Generation IP CCTV with New Encoder
Bosch Security Systems has expanded its portfolio of video over Internet protocol (VIP) encoders for networked closed circuit television (CCTV) systems with the VIP X1600 encoder.
VIP X1600 functions as a high-performance digital video recorder (DVR), but with a key difference. An iSCSI (Internet Small Computer System Interface) storage array can be directly connected to the VIP X1600 for reliable recording and storage “at the edge,” or attached to the LAN where it can be shared by other encoders and Internet protocol (IP) cameras on the network, including Bosch’s full range of IP-enabled products. The VIP X1600 can also be used in Bosch’s classic NVR architecture, where it supports Bosch’s patent-pending Automatic Network Replenishment, which provides uninterrupted centralized recording even in the event of a network outage.
Designed to run non-stop, the VIP X1600 accommodates up to four hot-swappable modules, each with four analog video or combined audio/video inputs. This means that additional video or audio/video modules can be exchanged or added at any time without interrupting the other 12 cameras. Users benefit from easy system expansion with high channel density and lower costs.
The VIP X1600 is available through Bosch Certified Security Dealers, who can be found on the company’s Web site at www.boschsecurity.us under the Dealer Locator link.
NAPCO Presents VoIP Solution
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NAPCO Security Systems, Inc. announced new alarm reporting options designed to answer the new trend in voice over Internet protocol (VoIP) and no-phone line residential markets. When subscribers eliminate their traditional telephone lines in favor of cell-phone only services or VoIP Internet phones, alarm dealers can retain these accounts by economically enabling their alarm panels to continue to transmit to a central station using a choice of Napco NetLink or StarLink alarm reporting products. Napco’s Netlink ™ Net-Comm is a programmable control panel module that reports alarms signals over a transmission control protocol/Internet protocol (TCP/IP) based network This low cost Internet communicator universally works with all brands of control panels and data is securely transmitted by using both National Institute of Standards and Technology and Advanced Encryption Standard encryption and dynamic IP addressing. |
DICE Corporation Partners With Cellularm for Radio Backup
DICE Corporation has collaborated with Cellularm ® Inc. of Topanga, Calif. to offer an effective and low maintenance solution for central stations to implement secure backup communications.
DICE clients can now utilize long-range radio or “Alarm over Internet protocol (IP)” service to backup alarm signals using a Cellularm MeshWorks™ secure network. Through the Cellularm radio or Alarm over IP backup systems, alarm signals communicate directly to a DICE *eLink server located at the central station. According to Dice, the simple-to-install backup monitoring network ensures redundancy, allowing for multiple paths of communication and a secure way to continue monitoring alarms when telephone and cellular routes fail.
For a central station running on DICE, starting a Cellularm Meshworks network requires a Cellularm receiving site with an outside antennae and an Internet connection. Site locations have already been established in Los Angeles, San Francisco, Sacramento, and Phoenix.
Industry News You Can Use
International Code Council Foundation Seeks Silent Defenders
The International Code Council Foundation is accepting nominations for its 2007 Silent Defender Awards. The program recognizes individuals and organizations that perform extraordinary acts that demonstrate a commitment to the foundation’s mission of building stronger and safer communities around the world.
The Foundation award Committee is looking for individuals and organizations that have made a difference in the lives of people through improving building safety and fire prevention. Nominees should have high ethical standards and lend themselves to the dignity and credibility of their profession.
They can play a role in building safety and fire prevention through a variety of means. They may take an active role in building-related public policy issues, advance safety in the built environment, support the application of stronger building codes or take creative and innovative approaches to encourage safer communities.
If you know an individual or organization who has improved the lives of others through building safety and fire prevention, help give them the recognition they deserve. Nominate them for the Silent Defender Award. In 150 words or less describe the details of the nominee’s acts and include a brief biography of the nominee along with the person’s contact information. Nominations are accepted by e-mail, mail or fax until Oct. 16, 2006.
E-mail your nomination to pmyers@iccsafe.org; mail them to Silent Defender Awards Program, Attention: Paul Myers, President, International code Council Foundation, P.O. Box 11335, Cincinnati, Ohio, 45311; or fax them to (513) 574-2159. Visit www.icc-foundation.org for more information.
Winners will be announced during Building Safety Week, May 6-12, 2007, at the International Council Foundation’s Annual dinner in Washington, D.C.
2006 ISC East Event Receives Support from Key Vendors
The upcoming ISC East event, taking place Oct. 24-25 in New York City, will include industry leaders ASSA ABLOY, Bosch, Brink’s, DSC, Honeywell Security, IR Security & Safety, NAPCO Security Group, Panasonic, Pelco, and Tyco according to show organizers.
Since returning to New York City in 2004, ISC East has experienced two consecutive years of growth, bringing more than 9,100 security professionals together to sample the latest technology, identify the latest trends and gain insight and education on the issues that are facing the industry.
For more information regarding the upcoming ISC East event please visit www.isceast.com.
Verified Response Study Draws Criticism
Security System News
After Sonitrol released a verified response white paper to share with police departments, the Security Industry Alarm Coalition (SIAC), with the support of the NBFAA and others, moved quickly to express concerns.
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City May Alter New Alarm Policy
Wisconsin State Journal
Elizabeth Kerwin, who lives on Madison's West Side, said the police told her about five months ago to get a home alarm system after she received a threat in the mail. She did. But the City Council approved a policy that drastically limits Madison police response to such mechanical alarms.
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Reading Between the Lines of a Study on Verified Response
SecurityInfoWatch.com
New Sonitrol-sponsored survey promotes verified response, but leaves many questions unanswered. Verified response isn’t usually something that the security industry typically promotes. Instead it’s the kind of policy that, when proposed by town mayors and police chiefs, usually elicits grassroots opposition from within local and state alarm associations and creates letter-writing campaigns from alarm owners.
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Burleson, Texas Considering Verified Response
Security InfoWatch.com
The City of Burleson, Texas, is the latest in the list of cities considering verified response. Town’s police department reportedly short-staffed; policy is at ‘debate’ stage.
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NBFAA and Members in the News
Youths Tie for NBFAA Scholarship Award, Split Prize
For the first time in the history of the NBFAA Youth Scholarship Award program, two students have tied for first place. Jordan Biltoft, Spokane, Wash. and Ryan Patton, Yorba Linda, Calif. were this year's winners and will receive $5,000 each.
:: Security Info Watch
:: Security Sales & Integrations
Police Investigate Recent Carlsbad Home Burglaries
10News.com
People living in Carlsbad are on alert after a recent rash of burglaries in the area. When driving through many neighborhoods, it is not hard to often spot an open garage, open window or unlocked door. But with the summer months upon us, police are reminding people that no neighborhood is exempt from crime.
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NBFAA to Offer New Residential Installation Training
Security Systems News
The National Burglar & Fire Alarm Association announced that it will provide new courses for security installers who would like to expand their businesses by offering the installation of home audio, theater and networking.
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ADI Teams With Slayton Solution, NBFAA to Offer Network Training
Security Sales & Integration
Wholesale distributor ADI announces a partnership with NBFAA and Slayton Solutions Ltd. to bring in-depth network training to low-voltage technicians at the local level.
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Cameras Credited for Drop In Crime
DallasNews.com
Lake Highlands, Dallas subdivision has seen 80 percent decrease. Richland Park Estates residents hoped surveillance cameras they installed in February would reduce crime in their northeast Dallas neighborhood. But they never imagined their crime rate would drop to almost nothing.
:: Full story
For Member Update
Sponsorship information, contact
NBFAA Senior Director of Business Development Tonja
Jenkins.
If you have questions, comments or concerns about Member Update, please contact the Communications Department.
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