Experience and Perspective
of Security Installation
Opportunities
Edward J. Donelan, RCDD/NTS, TLT
President, Telecom Infrastructure Corp
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
– www.isceast.com
BICSI UPDATE
• ESS Outline
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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
Source: SecuritySales.com
In 2004 47% said their
company is listed on a
GSA Schedule,
compared to just 12% in
2003.
Business
Opportunity
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
Opportunity
CCTV and Access
Control making strides
toward topping burglar
alarms as the
electronic security
industry’s No 1 source
of revenue
Source: SecuritySales.com
Source: SecuritySales.com
Security Business
Opportunity
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.
Source: SecuritySales.com
Business
Opportunity
Electronic security
contractors continue
the recent trend of
making more at the
front end as paid-infull installations
remained at 58%.
Source: SecuritySales.com
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
The “sweet spot” for
the typical security
contractor is $1
million to $4.9 million
in annual gross
revenues.
Source: SecuritySales.com
Source: SecuritySales.com
Security
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 ASK
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 ASK
How many monitor locations?
• View only or control
Is remote access needed?
• Remote network connection
• Internet
QUESTIONS TO ASK
What does user want to achieve?
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Stop internal theft
Security from outside influences
Shoplifting
Vandalism issues
GUIDELINES
Be aware of lighting
Observe the sun
Know why customer wants cameras
1 camera will not cover a 300’ fence
INTRODUCTION TO ACCESS
CONTROL
Access
Control
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
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
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•
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•
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Reduce Key Control Problems
Allows Managed Access
Provide 24/7 Security
Management Tool
Reduce Cost
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
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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
• 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
• 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
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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
• 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
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•
•
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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 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
• 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 Control
• Potential for higher margins
• Leads to other sales
– Word of mouth
– Envy
Access Control Basics
• Who, When, Where, What
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Who uses the system
When they use the system
Where they use the system
What happened
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 Components
• Reader Technologies
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Proximity (prox)
Magnetic Stripe
Bar Code
Weigand
Radio (RF)
Multi-Technology
Access Control Components
• Reader Technologies
– Biometric
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Hand
Finger
Face
Voice
Retina
– With Keypad
Access Control Components
• Controlled Door
– Lock
• Electric strike or magnetic lock
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One or two readers
Door contact
Request to exit detector (REX)
Automatic door closer
Optional annunciater
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
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Schedules & Holidays
Access Levels
Monitored Inputs
Alarm Events
Elevator Control
Antipassback
Mantrap
Time & Attendance
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
• Average profit
margins installing
companies realize
on burglary jobs are
42.2% gross and
25.5% net.
• 26% of burglary
installations include
wireless equipment
Opportunity
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
Edward J. Donelan, RCDD, NTS, TLT
President, Telecom Infrastructure Corp
Treasurer, BICSI
edonelan@BICSI.org