Distributor News Events& INDUSTRY INSIGHTS New Technology & Business Challenges
Answered at ADI Executive Summit Industry leaders provided their insights into the current state of the electronic security industry at the ADI Executive Summit, held on August 26 in conjunc- tion with the ADI Expo training and product show in Houston, Texas.
companies. ADI’s Sullivan stated deal- ers need to be “prepared for the coming growth,” and emphasized that today’s client is comfortable with new technolo- gies and services, such as the iPhone and Facebook.
The ADI Executive Summit in Houston, Texas.
Presenting their opinions were panel- ists Jeremy Hockham of Bosch Security Systems, Mulli Diamant with OnSSI, Utz Baldwin with CEDIA, John Sullivan of ADI, Chris Russell from the Texas Burglar and Fire Alarm Association (TBFAA), Fredik Nilsson of Axis Communications, and Chuck Wilson from the National Sys- tems Contractors Association (NSCA). Hosted by John Burton, regional sales manager for ADI, most of the questions presented to the panel dealt with three of the primary concerns of today’s security integration dealers, those being the uses of IP technology, the impact of the current economic slowdown, and legal issues. Wilson of NSCA warned of increased IRS scrutiny of security companies involved in the use of contract employ- ees. Baldwin discussed new regulations regarding working in older buildings where lead-based paint may be present. Dealers were encouraged to get up-to- date on the present EPA standards. The current economic conditions pose specific challenges for alarm installation
Representing OnSSI, Diamant made some interesting points regarding the great value and opportunities provided by IP- enabled cameras and devices. He stated that security dealers should be prepared for a bounceback in the economy, but must understand that it “won’t be the same mar- ket as it was before…it will be IP-based.” Changes in electronic security tech- nologies will continue, and “a bad econ- omy will accelerate technology shifts,” according to Nilsson of Axis Commu- nications. He made a strong case for the value of IP video surveillance systems, stressing the lower total cost of owner- ship that IP video provides. When asked about upgrading existing CCTV systems, Bosch Security Systems’ Hockham discussed various analog-to-IP migration paths such as replacing older DVRs with hybrid NVRs to allow the use of both analog and IP cameras. He shared that a primary goal of dealers should be the “repurposing of [existing] coax” to maxi- mize profits while minimizing sale price. Russell represented the TBFAA and discussed pending Texas-specific legis- lative issues — suggesting that all secu- rity dealers should be aware of proposed new laws. This sentiment was echoed by Baldwin, who stated that CEDIA watch- es legislative agendas across the country that might change the business climate for low-voltage system contractors. ADI plans to continue hosting Execu-
tive Summit forums at future ADI Expo events in North America. — By David J. Engebretson, Contributing Technology Writer
Tri-Ed / Northern Video Distribution & Kantech Partner in Enhanced Marketing Program
Tri-Ed / Northern Video Distribution and Kantech just announced their enhanced marketing partnership. Each Tri-Ed / Northern Video branch location will now have a section dedicated solely to the Kan- tech line, making product selection simple and efficient, according to a news release issued by the companies. Kantech is one of only three key suppliers that are part of this enhanced marketing program, joining its sister company, DSC.
All branches will maintain a significant presence for these premier partners to keep up with the high demand for their products. In addition, Tri-Ed / Northern Video will be hosting a number of Access/ Intrusion Integration training sessions. For information, visit
www.tri-ed.com. ■
ScanSource Security Adds Next Level’s HD Media Decoders ScanSource®
Security, a business unit
of ScanSource Inc., added Next Level Security Systems to its line card. Through this partnership, ScanSource Security will now offer Next Level’s comprehensive product line, beginning with the NLSS HD Media Decoder. The media decoder provides a conve- nient way to display video from IP cam- eras and video encoders on LCD, LED and plasma monitors or televisions. The NLSS HD Media Decoder can display up to four simultaneous streams of HD video to a single monitor and support multiple video pane layouts. It also can stream stored media content or available online content, making it ideal for digital sig- nage or viewing video from the Internet, according to the company. For information, visit
www.scansour-
ceinc.com. ■
October 2010 100
PHOTO COURTESY OF ADI
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