|
In This Issue
NBFAA News
NBFAA Business Focus Spotlight: The Last Three Presenters
This will be the last Member Update before the start of the NBFAA Business Focus in Indianapolis on June 14. In this issue we will be highlighting the three remaining presenters for the event.
 Bob Harris |
The fourth presenter in our spotlight feature is Bob Harris, founder of The Attrition Busters. He will be presenting From Satisfied to Delighted – Raising the Bar on Customer and Employee Loyalty.
This two-hour dynamic and highly interactive session and workshop designed specifically for integrators and electronic security companies, will convey significant tools on topics such as attrition reductions, customer and employee loyalty, defusing angry people, employee ownership of problems, and tangible “no cost” ways to differentiate your company from competitors. This program will include a “hands on” workshop with a very high degree of audience participation. The workshop segment will include a variety of challenges every system integrator and alarm business is faced with on a daily basis. A brief focus group will share creative and alternative ways to successfully resolve these common challenges and become a hero in the eyes of your customers. If you are a systems integrator or an electronic security dealer, this program will absolutely benefit your business and is not to be missed.
Harris is widely recognized as the premier security and integration industry motivational speaker and retention consultant. His training empowers people with creative and dynamic tools which can be implemented immediately after his sessions.
 Keith Davis |
The fifth presenter is Keith Davis, senior Dealer to Builder (D2B) manager for AVAD LLC. He will be presenting Growth Opportunities through Residential Development.
This session will focus on how to work with builders to create opportunities for multiple and repeat projects that can provide lucrative home technology business. The building market is an excellent target for security dealers to become installers of home electronics and lifestyle products. With an abundance of new homes on the market and more demand for home technology than ever before, the opportunity is immense.
Attendees will learn what builders and homeowners want. It’s never about the gear, it’s about the lifestyle and experience. They will learn how to provide the experience by selling comfort brands, limiting choices and removing confusion as well as how to create base packages that will meet 95 percent or better of their customers needs. The session will cover how to make more bottom line dollars through economies of scale and efficiencies and how to establish an ongoing relationship with builders and homeowners.
Serving in positions including president, vice president and manager of engineering in consulting and contracting firms, Davis brings more than 25 years of experience in the electrical, security and home automation industry. A North Carolina Licensed Electrical Contractor with an Unlimited (Masters) License, he worked extensively with both tract and custom builders from 1980 to 1998. Davis helps create profitable opportunities between a cadre of trained and certified electronic systems contractors (ESC) and new residential builders at many different price points and home types.
Davis’ speaking engagements span seven years at venues including CEDIA, Electronics House Expo and the TecHome Expo.
 Allan Lamberti |
Our sixth and final presenter is Allan Lamberti, director of U.S. sales for TOA Electronics Inc. He will be presenting How to Ensure Success when the Rules of the Industry have Changed.
This motivational, entertaining and educational session designed for owners, executive and managers of system integration companies will answer questions like: What are the rules? Who am I really competing against? Who should I be selling to? What direction is the industry headed? Attendees will learn why selling traditional security systems and central station monitoring just isn’t enough anymore and how understanding technology driven solutions and integration can make the difference. They will also learn what they can do differently today to prepare their businesses for long-term success.
Lamberti, CSP, has addressed audiences in more than 17 countries around the world. He leads the sales efforts of TOA’s Security Products and Commercial Audio Divisions. Previously, he was an award winning manager at Tyco International where he managed one of its most profitable business units as general manager of ADT Security Services. Lamberti was also president of ITS, a successful regional systems integrator of access control systems with four branches throughout the Northeast. Lamberti has authored articles for Security Sales, Security Dealer, and other industry trade publications.
Time is running out to register for the event. Hurry up and book your spot before classes fill up. Register today at www.alarm.org.
AMPS Service Expected to Terminate Feb. 18, 2008 - Take Action Now!
Background
After a two year public comment period, the Federal Communications Commission (FCC) on August 8, 2002 established a sunset date of February 2008 for the requirement that cellular carriers provide analog mobile phone service (AMPS). This sunset date is significant for alarm companies that utilize cell phone-based radios for relaying alarm signals. Once the sunset date has passed, cellular carriers may terminate AMPS service to the public, thereby stranding cellular alarm radios that rely on AMPS technology.
Today most existing cellular alarm communicators are AMPS-based systems. Digital technology in cellular networks is being driven by its advantages over analog. Because of the cost and benefits of digital, the major telecommunications companies plan to go to all-digital service and phase out AMPS.
NBFAA has been actively working behind the scenes, both in individual lobbying efforts undertaken by the association and its members, and as a member of the Alarm Industry Communications Committee (AICC) on this issue for nearly two years.
Despite these industry efforts, the FCC is not expected to extend the Feb. 18, 2008 sunset date. (See NBFAA Press Release on this topic.)
Therefore, NBFAA urges members to take action
immediately to prepare for this transition.
Resources
Below are links to companies that currently provide (or will provide in the near future) a digital wireless security solution:
Please note that while we have tried to make this list as comprehensive as possible, there may be additional digital solution providers not listed above.
Please be aware that some dealers are under the misconception that their installed cellular units are "digital" and they are not effected by this sunset issue.
UNLESS YOU HAVE SPECIFICALLY INSTALLED GSM CELLULAR RADIOS, YOUR "DIGITAL" UNITS WHICH USE THE CONTROL CHANNEL OF THE ANALOG (AMPS) SERVICE WILL STOP FUNCTIONING.
Plan of Action
With less than a year remaining, we encourage you to change from analog to digital as soon as possible. You may also elect to install a non-cellular based, private radio network.
What You Need To Do
First, you should review your business model and develop a strategy for replacing analog units in a planned, well-thought-out manner.
Here are some steps to consider:
- STOP AMPS INSTALLATIONS ASAP!
- Take an inventory and know how many customers may be affected.
- Prioritize customers for replacement programs geographically. Consider working with cellular carriers in your area to see which locations may be impacted first.
- Find a Vendor
- Begin now to find the right equipment supplier for you
- Take your time and do your homework
- Communicate to your customers now and tell them about this issue. It will help to prepare them for the transition. (Download sample letter - Members Only)
- Determine Labor Requirements
- Determine how many units you will need to replace.
- Decide whether or not you want to add temporary labor or contract workers.
- Anticipate the employees that will be diverted to replacement activities once that phase begins.
What You Can Expect Moving Forward
Although, under the current laws, AMPS service is expected to be maintained by the cellular carriers until February 2008, in actuality, the closer the deadline is, the more likely there will be service degradation. Thus, it is important for alarm companies to make a swift transition from AMPS-based networks to ensure continued customer safety.
Brink’s Calls Police When Customer Needed Them Most
Brink’s Home Security gave their customer exactly what she needed the night an intruder broke into her home; calm reassurance that help was on the way. Their efforts earned Brink’s a finalist spot in the 2007 First Line of Defense award.
Brink’s customer Julia Lewis, of Anderson, Ind., experienced one of the most terrifying nights of her life. On June 9, 2006, a strange man forced his way into Lewis’ home at 2:17 a.m. with unknown intentions.
Lewis awoke to the sound of beating on the front door which was quickly kicked in. With the alarm sounding, Lewis locked herself in her upstairs bedroom and pressed her panic buttons on the Brink’s alarm keypad she had installed in the master bedroom.
At this time, Brink’s Sr. Monitoring Operator Chris Hardy received the panic signals and upon reaching the answering machine at Lewis’ home, immediately requested a dispatch from the Anderson Police Department.
Lewis said she continued to hear a lot of commotion downstairs and was terrified as she waited for the police to arrive. Having no phone in her bedroom prevented her from calling the police on her own, but she knew Brink’s had made the call on her behalf.
Once the police arrived, they discovered the intruder dead on her floor. They promptly evacuated Lewis from the home and investigated the body. There were no visible wounds, nor any evidence of a stroke or heart attack.
According to Lewis, police said the man had died of a drug overdose. She was also terrified to learn that the intruder had been released from prison two days prior to the break in.
“For Julia Lewis, the Brink’s Home Security system truly was her first line of defense and her only link to calling for help in this very scary situation,” said Hardy.
NBFAA is featuring the 2007 First Line of Defense finalists online, in articles in Newsline and Member Update. For further information about the program go here.
NBFAA Welcomes Three More Associate Members
Three more associate members have joined the NBFAA in recent weeks. For a complete list of NBFAA’s Associate Members, visit www.alarm.org.
 |
Security Solutions was started by Gust Askounis in January 1989 with EXCELLENCE in mind. Our goal is to offer the best sales experience and customer support in the industry. To meet this objective, we have invested heavily in our sales staff and sales tools. We offer product solutions, through distribution, for most closed circuit television (CCTV), Internet protocol (IP), mesh network, access control and home technology needs. We offer our customers a fully staffed information technology (IT) department and two Mobile Demonstration Units to support their sales and installation needs. |
 |
GEXPRO is a full line electrical distributor. Product lines include: fire, security, electrical distribution, cable, raceway, lighting, automation and miscellaneous construction materials. In August 2006 we were acquired by Rexel, and are now part of the world's largest electrical distributor. Headquartered in Shelton, Conn., the business operates in more than 155 locations in the U.S. and more in Europe, Middle East, Southeast Asia and China. GEXPRO distributes product from over 200 leading manufacturers. Check out www.gexpro.com for more details. |
 |
Bob Harris founded the Attrition Busters after a thirty-year career in the alarm industry. A natural at motivational public speaking, Harris empowers alarm company employees to take more ownership of problems and distinguishable long term customer retention. With the addition of Harvey Eisenstadt, the Attrition Busters now provide a dynamic one-two punch on sales training and customer loyalty through seminars, workshops, and consulting. They are nationally recognized as the premier industry leaders in this field. |
Educate Your Sales Staff and Improve Your Bottom Line
When customers visit your stores they are looking for qualified, knowledgeable sales people to answer their questions and to ensure them that the system they are purchasing is going to help protect their families. A knowledgeable sales staff can go along way in retaining and gaining customers.
NTS offers a course geared towards your sales people to help them learn the elements of security technology.
Understanding Alarm Systems teaches participants about system components, detection and response. They will acquire technical training in sensors, control panels, communications, supervising stations and false alarm prevention enabling them to understand system design.
Hone Your Skills with NTS Training Courses
 |
NTS offers plenty of training and certification opportunities across the nation this month. Sign up for a class near you and get that extra bit of edge over your competitors. Complete course descriptions and schedules are available at www.alarm.org in the Education & Training section. Courses are listed by state and class type. Individuals in states where classes are not currently offered, who are interested in receiving training, should contact NTS. |
Please use the following numbers when contacting NTS:
Send any hard copy correspondence to NTS at the following address:
|
Upcoming courses:
Advanced Burglar Alarm Technician
June 2 – 3 – Cullman, Ala.
June 2 – 3 – Port Allen, La.
June 9 – 10 – Southaven, Miss.
June 13 – 15 – Long Island, N.Y.
June 19 – 20 – Fairfax, Va.
Central Station Training
June 21 – Memphis, Tenn.
Certified Alarm Technician (Level I)
June 5 – 7 – San Leandro, Calif.
June 7 – 9 – Greensboro, N.C.
June 12 – 14 – Little Rock, Ark.
June 12 – 14 – Ft. Walton Beach, Fla.
June 12 – 14 – Fairfax, Va.
June 15 – 17 – Southaven, Miss.
June 19 – 21 – Omaha, Neb.
June 22 – 24 – Lafayette, La.
June 29 – July 1 – Knoxville, Tenn.
Electronic Access Control
June 7 – 8 – Atlanta, Ga.
June 14 – 15 – Riverside Calif.
June 21 – 22 – Boston, Mass.
Fire Alarm Installation Methods
June 6 – 7 – Oklahoma City, Okla.
June 9 – 10 – Kenner, La.
June 21 – 22 – Fairfax, Va.
June 23 – 24 – Southaven, Miss
Life Safety Code Course Work
June 8 – Oklahoma City, Okla.
June 18 – Fairfax, Va.
Networking 101
June 5 – Minneapolis, Minn.
June 7 – Milwaukee, Wisc.
June 19 – Buffalo, N.Y.
June 21 – Allston, Mass.
Understanding Alarm Systems
June 2 – Southaven, Miss.
Video Systems Technologies
June 5 – 6 – Atlanta, Ga.
June 12 – 13 – Riverside, Calif.
June 19 – 20 – Boston, Mass.
NBFAA & Chapter Calendar Highlights
Time is Running Out to Register for the NBFAA Business Focus
 |
|
 Learn More |
|
| Register Now! |
|
Learn how smart businesses grow at NBFAA’s Business Focus in Indianapolis. Register today at www.alarm.org.
This two-day event, which will be held June 14 and 15 in Indianapolis in cooperation with the Indiana Burglar & Fire Alarm Association, features business-focused training courses designed to enhance business insight and management skills for owners, executives and management.
To have an event placed on the calendar, please e-mail it to communications@alarm.org. Be sure to include the date, time and location along with a short synopsis and a contact for the event.
Webinar: Virtual Matrix Displays, the Next Step in IP Video Design
June 6, 2007
This complimentary Webinar will discuss:
- Integration of virtual matrix with legacy video systems
- Creating a time and labor saving security command center utilizing IP technology
- Using technology to improve video content analysis and response to emergency situations
New England Alarm & Controls Council Golf Outing
June 6, 2007
Heritage Country Club
Charlton, Mass.
For more information and to register, visit www.neacc.org | Register Now!
Northeast Security & Systems Contractors Expo
June 7, 2007
Royal Plaza Trade Center
Marlborough, Mass.
For information, call Russ Ryan at (617) 489-7516 or visit www.neacc.org | Register Now!
NBFAA Business Focus
How Smart Businesses Grow
June 14 – 15, 2007
University Place Conference Center & Hotel
Indianapolis, Ind.
This two-day event, which will be held June 14 and 15 in Indianapolis in cooperation with the Indiana Burglar & Fire Alarm Association, features business-focused training courses designed to enhance business insight and management skills for owners, executives and management.
Attendees will hear from six keynote speakers; Keith Davis, senior dealer to builder manager for AVAD LLC; Cathey Rempel, founder and CEO of the Summit Group; Bob Harris, founder of The Attrition Busters; Allan Lambert, director of sales for TOA Electronics; Dan Dunkel, president of New Era Associations; and Paul Boucherle, a professional security consultant and president of Matterhorn Consulting Inc.
The event will take place at the University Place Conference Center & Hotel situated on the Indiana University-Purdue University Campus.
Washington Burglar & Fire Alarm Association
All State Meeting
June 19, 2007
Seattle, Wash.
This promises to be a fun meeting with a great speaker, presentation to scholarship winners and a terrific door prize.
Pennsylvania Burglar & Fire Alarm Association
PBFAA Annual Convention, 25th Anniversary Celebration
June 20 – 21, 2007
Philadelphia, Pa.
The convention will be held at the Holiday Inn on Arch St. For registration information call (800) 458-8512. PBFAA will also host a dinner cruise on the first night on the Spirit of Philadelphia and recognize all of the past presidents and past board members who have helped build such an active and successful association.
Washington Burglar & Fire Alarm Association
6th Annual Golf Tournament
July 10, 2007
Elk Run Golf Course
Maple Valley, Wash.
This event will feature a putting contest, door prizes, a shootout for a BMW-Z4, par 3’s closest to the pin contest and a longest drive contest. For more information visit www.wbfaagolf.advantagegolfonline.com or contact Alan Foreman at golfnalf@msn.com or aforman@washingtonalarm.com.
Mississippi Alarm Association
13th Annual Trade Show & Convention
August 1 – 5, 2007
Imperial Palace
Biloxi, Miss.
For more information, visit www.msalarm.org.
Kentucky Burglar & Fire Alarm Association
TableTop & Golf Outing
August 9, 2007
Audubon Country Club
Louisville, Ky.
You are invited to come and show your wares. Please join the Kentucky Burglar & Fire Alarm Association and share with their members your resources of products and knowledge. Make new contacts and friends. August 9 will be the TableTop & Golf Outing at the Audobon Country Club in Louisville, Ky. Please arrive at 9:30 a.m. for registration and a light breakfast. Tee times will begin at 10:15 a.m. A box lunch will also be provided. The TableTop and free hors d’oeuvre buffet will be from 4 – 6 p.m. If you would, please bring an item worth $50 or better to be given away during the TableTop. For $50, you can sponsor a hole during the golf outing. Please direct questions to Chris Raupp at kbfaa@insightbb.com | Vendors Sign Up Form
NBFAA 2007 Fall Conference
September 9 – 12, 2007
New York City, N.Y.
This four-day annual event, which will be held Sep. 9 – 12 in New York City, features a Leadership Symposium, which includes a Chapter Workshop, Member Reception, meetings and social events.
2007 Tri Association Awards Dinner
September 11, 2007
The Lighthouse on Chelsea Pier 61
New York City, N.Y.
The NBFAA, together with the Security Industry Association (SIA) and the Central Station Alarm Association (CSAA), is pleased to host the Tri-Association Awards Dinner annually in conjunction with the ISC East Expo. The event is hosted each year in honor of the recipients of the distinguished Tri-Association Triton Award and SIA's highest honor — the George R. Lippert Memorial Award.
2007 Triton Award: Stan Martin, executive director, Security Industry Alarm Coalition
2007 George R. Lippert Memorial Award: George Fletcher, president, DMF Consulting
2007 ISC East Expo
September 11 – 12, 2007
Jacob Javits Convention Center
New York City, N.Y.
Security Canada Atlantic Conference
September 20, 2007
Wolfville, Nova Scotia
Canada
More Information
South Carolina Alarm Association
Annual Convention & Trade Show
September 27, 2007
Holiday Inn, Patriots Point
Charleston, S.C.
The event will feature a golf tournament, training classes, roundtable discussions and trade show. Contact Gabrielle at (803) 252-0580 for more information.
Alabama Alarm Association
Annual Meeting and Trade Show
October 10 – 12, 2007
Double Tree Hotel
Birmingham, Ala.
Washington Burglar & Fire Alarm Association
13th Annual Trade Show
October 11, 2007
Spokane, Wash.
International Security Conference & Expo
October 17 – 18, 2007
Toronto, Ontario
Canada
More Information
Louisiana Life Safety and Security Association
Convention & Trade Show
November 14 – 16, 2007
The Pontchartrain Center
Kenner, La.
More Information
California Alarm Association
Winter Convention
December 6-8, 2007
Crowne Plaza
San Francisco, Calif.
www.caaonline.org
Member News
DICE Corporation Attends the CSAA Electronic Security Form and Expo 2007
DICE Corporation attended the Central Station Alarm Association (CSAA) Electronic Security and Forum and Exposition in Orlando, Fla. at the Buena Vista Hotel and Resort, May 16-20.
DICE Corporation held a technical presentation on May 17, the main focus of which was to preview their new Microsoft based SQL (standard query language) powered central station monitoring system (CSMS).
On Friday, May 18, Dice Corporation sponsored the morning continental breakfast and during Friday’s scheduled agenda, Adam Eurich, Dice Corporation’s director of core products, spoke on the subject of “Mining the Central Station Database.”
Brink’s Home Security Chosen for Consumers’ Choice Award
Dallas-Ft. Worth citizens chose Brink’s Home Security for the 2007 Consumers’ Choice Award in the category of Home Alarm Security Systems and Business Security Alarm Systems.
“Respondents to our survey were asked to rank companies based on their experience with each business, then questioned on their opinion of each. Brink’s Home Security was identified as ‘Best in Class’ in its categories in such areas as quality, value, service and appearance of the business,” said Consumers’ Choice Awards Chairman Jeffrey Chernoff.
Award recipients were identified through a comprehensive and objective survey recently conducted by Survey Sampling International.
“This award is a seal of excellence. Recipients are rewarded with the knowledge that they have earned the trust and loyalty of consumers,” Chernoff added.
New Identity for GE Supply
Gexpro is the new brand name of the GE Supply business. Announced May 4, the name change follows the acquisition of GE Supply by Rexel, a worldwide distributor of electrical supplies.
Rexel acquired GE Supply from General Electric Company in August, 2006 and the name change is part of an ongoing transition. Gexpro will continue to operate as an independent Rexel banner in the U.S.
The brand change to Gexpro will be phased-in throughout the current GE Supply locations worldwide.
Member Benefit Spotlight
Alarm Debt |
The Alarm Debt Liquidation Group, a division of Anderson, Crenshaw & Associates, specializes in the collection of overdue accounts receivables for the alarm industry. Using their extensive knowledge of both the alarm industry and the collection process, they’re able to consistently achieve high recovery rates, contributing to the profitability and growth potential of their clients. Contact ADLG for specifics on NBFAA discounts and exclusive member benefits. |
Industry News You Can Use
Nassau False Alarm Bill Okd
After five months, the Nassau County legislature finally passed an automatic alarm bill Monday that hikes fines for too many false alarms, while placing responsibility on the installer and home or business owner for getting police alarm permits.
:: Full story
Communication Preparedness Tips for Hurricane Season
AT&T offers the following recommendations to consumers and small business owners for preparing for this year’s hurricane season.
:: Full story
Reno’s Police Department is Enforcing Stricter Penalties
For every house or business alarm that goes off police are taken off our streets – and that can be a real problem.
:: Full story
Member Product News
Innovative Design Protects Emergency Pull Stations Vital to Building Safety
Protecting emergency pull stations is easy with Pull Station Protectors from the newly founded Fire Protection Devices Inc (FPD).
Ed Hevy, a licensed electrician and president of FPD, came up with the concept of a Pull Station Protector after regularly being hired to repair fire pull stations that had been knocked off walls in commercial and industrial settings.
Hevy realized that not only is it dangerous for fire protection products to be damaged, but replacing emergency pull stations is also expensive. On average, it costs $300 to pay for a replacement pull station and the labor of a licensed technician. Furthermore, if damaged pull stations aren’t brought up to code quickly, fines from fire professionals might result.
The fire engine red coverings for these fire protection products are backed by a 10-year warranty and are designed to protect fire pull stations from impact caused by rolling carts, trolleys and the like. This means that the Pull Station Protector absorbs all impact, so the emergency pull stations are not adversely affected by accidental run-ins.
Moreover, the Pull Station Protectors are easy to install on new or existing pull stations. The only tools required for installation are a Phillips screw driver, a level, a drill with a quarter inch drill bit and a utility knife.
To learn more about the Pull Station Protector, please visit www.fireprotectiondevices.com.
NBFAA and Members in the News
NBFAA in the News
More than Just a Loud Bell
Marketplace Money – Los Angeles
The NBFAA estimates a burglary is committed about every 15 seconds in the U.S. For that reason, one in four homeowners invests in security systems.
:: Full story
Morning Briefing
The NapervilleSun – Chicago
HSM Electronic Protection Services of Lisle received The First Line of Defense Award at this year’s International Security Conference for its electronic security and life safety systems.
:: Full story
Recent Press Releases
Members Tout Success for First NBFAA Day on Capitol Hill
In a grassroots effort to educate the U.S. Congress about the importance of fire detection systems and other safety concerns, members of the NBFAA took their messages direct to the nation’s capitol. It was the first NBFAA Day on Capitol Hill, and according to those attending, it won’t be the last.
:: Full story
Industry Urged to Prepare for Cellular Sunset Date
Despite the best efforts of the industry, the scheduled date for cellular carriers to discontinue service to analog-based systems is expected to occur on Feb. 18, 2008 as scheduled. The Federal Communications Commission (FCC) has informally indicated that the Alarm Industry Communications Committee’s (AICC) request for a two-year extension will NOT be granted. In the absence of an affirmative extension from the FCC, the AMPS Sunset WILL OCCUR as scheduled.
:: Full story
NBFAA Joins ASAE on Capitol Hill in Victory to Oppose Anti-Association Legislation
The NBFAA worked in concert recently with the American Society of Association Executives (ASAE), which represents all of the major trade and professional associations in the United States, to oppose a section in H.R. 2316, a lobby disclosure bill which would have required associations to submit all of their membership lists if they have retained lobbyists.
:: Full story
New Video System Technology Course Now Available
In response to increased demand for video system technology training, the NBFAA is now offering an advanced classroom training course through its National Training School (NTS).
:: Full story
For Member Update
Sponsorship information, contact
NBFAA Senior Director of Business Development Tonja
Jenkins.
You are receiving Member Update as a courtesy of the National Burglar & Fire Alarm Association (NBFAA).
If you do not wish to receive future issues, please click on the SafeUnsubscribe link at the bottom of the e-mail or
simply reply with "REMOVE" in the subject line. If you have questions, comments or concerns about Member Update,
please contact the Communications Department. All content © National Burglar & Fire Alarm Association (NBFAA).