Experience and Perspective

of Security I nstallation
Opportunities


Edward J . Donelan, RCDD/NTS, TLT
President, Telecom I nfrastructure Corp
BICSI Publications
NDRM (Network Design Reference) 6
th
Edition
November 2005
ESS (Electronic Safety and Security Design) 1
st
Edition
January 2006
CO-OSP (Customer Owned Outside Plant) 4
th
Edition
January 2007
PAVDRM (Principles of AV Design) 1
st
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
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
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.
Source: SecuritySales.com
Business
Opportunity
CCTV and Access
Control making strides
toward topping burglar
alarms as the
electronic security
industrys No 1 source
of revenue
Source: SecuritySales.com
Security Business
Opportunity
Source: SecuritySales.com
Business
Opportunity
Homeland security
efforts appear to be
substantially impacting
the electronic security
industry as large
industrial (govt, 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-in-
full 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
Security
Average gross profit margins
40.3% and 27.4% net profit
on CCTV installations
Remote video is one of the most
in-demand features with
networked video on the rise.
Source: SecuritySales.com
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?
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
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
Provide card access to all employees
Each card is unique, assigned to user
Absolute control
Immediate information
Easier to manage
Reduced costs
Allow AccessProblems
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 AccessSolutions
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
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
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, TRs, MTERs, 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
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
Proximity (prox)
Magnetic Stripe
Bar Code
Weigand
Radio (RF)
Multi-Technology
Access Control Components
Reader Technologies
Biometric
Hand
Finger
Face
Voice
Retina
With Keypad
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 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
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