slide1 l.
Skip this Video
Loading SlideShow in 5 Seconds..
Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom PowerPoint Presentation
Download Presentation
Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom

Loading in 2 Seconds...

play fullscreen
1 / 43

Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom - PowerPoint PPT Presentation

  • Uploaded on

Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom Infrastructure Corp. BICSI Publications. NDRM (Network Design Reference) 6 th Edition November 2005 ESS (Electronic Safety and Security Design) 1 st Edition January 2006

I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.
Download Presentation

PowerPoint Slideshow about 'Experience and Perspective of Security Installation Opportunities Edward J. Donelan, RCDD/NTS, TLT President, Telecom' - brooke

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.

- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -
Presentation Transcript
Experience and Perspective of Security Installation OpportunitiesEdward J. Donelan, RCDD/NTS, TLTPresident, Telecom Infrastructure Corp
bicsi publications
BICSI Publications
  • NDRM (Network Design Reference) 6th Edition
    • November 2005
  • ESS (Electronic Safety and Security Design) 1st Edition
    • January 2006
  • CO-OSP (Customer Owned Outside Plant) 4th Edition
    • January 2007
  • PAVDRM (Principles of AV Design) 1st Edition
    • June 2006 (ICIA Partnership)
bicsi update
  • ESS (Electronic Safety and Security) Designer Designation Direction

The ESS designer is the person who understands vulnerability, risk, and threat, designs a complete and functional security system, oversees the implementation and verifies / validates system performance.

  • SIA – Javits Center, NYC
    • August 24 – 25, 2005
    • Security Industry Association
bicsi update4
  • ESS Outline
    • Threat – Legal, liability, ethic
    • Asset Protection
    • Intercom / Annunciators
    • Biometrics / Intrusion Detection
    • CCTV – Access Control
    • Monitoring - training
  • Fire Detection & Alarm
  • Sensors / Integrated System
  • Mobile Security / Wireless / Data Security
  • Doors, locks, safes and seals
business opportunity


Business Opportunity

In 2004 47% said their company is listed on a GSA Schedule, compared to just 12% in 2003.

The convergence of IT and computer networking with electronic security is becoming reality.

A true indicator that separates an alarm dealer from a serious systems integrator is if the company has its own CAD/CAM plotter equipment.

business opportunity6
Business Opportunity

CCTV and Access Control making strides toward topping burglar alarms as the electronic security industry’s No 1 source of revenue


business opportunity8
Business Opportunity

Homeland security efforts appear to be substantially impacting the electronic security industry as large industrial (gov’t, utilities, airports, stadiums, etc.) swiped 6 percentage points from both commercial and residential installations in 2004.


business opportunity9
Business Opportunity

Electronic security contractors continue the recent trend of making more at the front end as paid-in-full installations remained at 58%.


security installation statistics
Security Installation Statistics
  • Average number of installed accounts in 2004 is 550
  • Average number of monitored accounts in 2004 is 300
  • 76% use a third-party contract central monitoring station
  • 47% of integrators have access to the internet from the field.
security business opportunities
Security Business Opportunities

The “sweet spot” for the typical security contractor is $1 million to $4.9 million in annual gross revenues.





Remote video is one of the most in-demand features with networked video on the rise.

Average gross profit margins 40.3% and 27.4% net profit on CCTV installations

questions to ask
  • What is the application?
    • Retail store, office, parking lot, all
  • How many cameras in the system?
    • How many indoors & outdoors
  • What are the cameras viewing?
    • Area, distance
    • This may determine if P/T/Z is needed
questions to ask14
  • What is camera environment?
    • Freezer, office, hot warehouse, etc.
  • Where or how are cameras mounted?
    • Ceiling dome, outdoor pole, etc.
  • How will the system be used?
    • Manned system, monitored
    • Passive system just recorded
questions to ask15
  • How many monitor locations?
    • View only or control
  • Is remote access needed?
    • Remote network connection
    • Internet
questions to ask16
  • What does user want to achieve?
    • Stop internal theft
    • Security from outside influences
    • Shoplifting
    • Vandalism issues
  • Be aware of lighting
  • Observe the sun
  • Know why customer wants cameras
  • 1 camera will not cover a 300’ fence
access control20
Access Control
  • Average profit margins for Access Control installations are 37% gross and 22% net.
  • Integrators say more than 48% of their access control installations include some sort of integration with CCTV or other security system.
  • Commercial office environment accounts for more than 36% of all access control system installations.
ac worksheet
AC Worksheet

Access Control System Door Planning Worksheet

  • In order to install the proper locking hardware, answers to the following questions are essential.
reasons for access control
Reasons For Access Control
  • Reduce Key Control Problems
  • Allows Managed Access
  • Provide 24/7 Security
  • Management Tool
  • Reduce Cost
key control problems
Key Control Problems
  • Affects all business and government
  • No control of distributed keys
  • Huge security risk
    • Stolen/missing keys = new locks & keys
  • Very labor intensive and expensive
key control solutions
Key Control Solutions
  • Provide card access to all employees
  • Each card is unique, assigned to user
  • Absolute control
  • Immediate information
  • Easier to manage
  • Reduced costs
allow access problems
Allow Access…Problems
  • Providing security to the building
    • Day vs. night
    • Various levels of security
  • Authorized personnel
    • Time, day,entry & exit
  • Doors must be locked and unlocked
  • Key holder control
allow access solutions
Allow Access…Solutions
  • All employees are issued a card
  • Demonstrates confidence to employees
  • Maintains control over usage
    • Time, day, schedule. Etc.
    • By employee, dept., visitor
  • Cards are difficult to duplicate
  • Provides flexibility with security
    • Secure when and where needed
24 7 security problems
24/7 Security Problems
  • Key systems are not secure
  • Employees must feel safe
  • High cost for keys, locks, guards, etc.
  • Risk of internal theft and fraud
24 7 security solutions
24/7 Security Solutions
  • Provide perimeter security
  • Permit free movement of employees
    • Authorized access w/o supervisor key
    • Increase mobility of workers
  • Reduce or eliminate guards
  • Reduce opportunity for theft of fraud
application for access control
Application for Access Control
  • Need to improve or upgrade security
  • Companies with key control problems
  • Real or potential security risks
  • Need to provide greater security
    • Shift schedules
    • High employee turnover
    • Temp. workers
application for access control30
Application for Access Control
  • Multiple levels of security
    • Execs., factory, R&D, TR’s, MTER’s, etc.
  • Need to record or control usage
    • Charge for use, common conf. Room
  • Companies offering flexible schedules
  • Improve after hours security
  • Need to automate security functions
why sell access control
Why Sell Access Control
  • Leads to add-on sales
    • CCTV
    • Expansion
    • Motion detectors
  • Small recurring revenue in cards
    • Also keeps you in touch
  • Less competition than traditional alarms
why sell access control32
Why Sell Access Control
  • Potential for higher margins
  • Leads to other sales
    • Word of mouth
    • Envy
access control basics
Access Control Basics
  • Who, When, Where, What
    • Who uses the system
    • When they use the system
    • Where they use the system
    • What happened
access control components
Access Control Components
  • Controller
    • Multi-reader control in a can
    • Single door keypad
    • All wire goes to this point
  • Cards
    • Each user assigned a unique card
    • Usage parameters programmed in system
    • Bit formats
access control components35
Access Control Components
  • Reader Technologies
    • Proximity (prox)
    • Magnetic Stripe
    • Bar Code
    • Weigand
    • Radio (RF)
    • Multi-Technology
access control components36
Access Control Components
  • Reader Technologies
    • Biometric
      • Hand
      • Finger
      • Face
      • Voice
      • Retina
    • With Keypad
access control components37
Access Control Components
  • Controlled Door
    • Lock
      • Electric strike or magnetic lock
    • One or two readers
    • Door contact
    • Request to exit detector (REX)
    • Automatic door closer
    • Optional annunciater
access control components38
Access Control Components
  • Magnetic Lock
    • Must release with fire alarm, power failure
      • Building not secure in power failure
    • “Push To Exit” button w/ separate timer
    • Automatic release (15 sec. delay max.)
  • Electric Strike
    • Free exit device
    • Typically locked without power
    • Use a locksmith
access functions features
Access Functions & Features
  • Schedules & Holidays
  • Access Levels
  • Monitored Inputs
  • Alarm Events
  • Elevator Control
  • Antipassback
  • Mantrap
  • Time & Attendance
ac worksheet40
AC Worksheet

Access Control Quick Quote Fax Form

  • In order to spec the right equipment for the job, fill out this handy quick quote sheet.
burglary alarms
Burglary Alarms
  • Average profit margins installing companies realize on burglary jobs are 42.2% gross and 25.5% net.
  • 26% of burglary installations include wireless equipment

Average Profit Margins

Gross Net

Access Control 37% 22%

CCTV 40.3% 27.4%

Security Contractor typical Sales is $1 million to $4.9 million in annual gross revenues.

thank you
Thank You

Edward J. Donelan, RCDD, NTS, TLT

President, Telecom Infrastructure Corp

Treasurer, BICSI