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Signs Indicate Challenging Road Ahead for Electronic Security Industry

SSI’s 2012 Industry Forecast queries more than two dozen security authorities from all corners of the industry to tell you what to expect and how to target success. While customers expect more and competition is intensifying, security integrators and dealers are uniquely qualified and positioned to come out on top.

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<p>Many trends from 2011 will carry right on into 2012. One example, according to Dakota Security Systems President/CEO Eric Yunag, is an acceleration of the commoditization of security products. He recommends integrators reinvent themselves as service-oriented providers with a larger variety of higher margin offerings. © Slobodkin</p>Ongoing Challenges

Robert Solomon, PE, Division Manager for Building and Life Safety Codes, National Fire Protection Association (NFPA) — Since 9/11, NFPA has worked to address the more than 40 recommendations that NIST issued in 2005 and 2007 on the collapses of WTC 1, 2 and 7. Some issues still need more work and better solutions like the first-responder communications in high-rise buildings. Other ideas like elevators for occupant-controlled evacuation prior to Phase I Emergency Recall Operation are now recognized in the NFPA codes.

An important component of that technology, however, is the messaging strategy for the building occupants. For about 100 years, we have been instructed or have seen the signs that say, “In case of fire, use stairs, not the elevator.” Now we must develop a communication strategy that says it’s OK to use the elevator in some newly designed buildings. What I say, how I say it, how often I say it in terms of the elevator status and when it might arrive at my floor are all important concepts that need more work. The Fire Protection Research Foundation (FPRF), an affiliate of NFPA, is working on this and we expect to have some solutions on the table in early 2012.

John Lombardi, First V.P., Central Station Alarm Association (CSAA); President, CIA Security — The market is inundated with service providers offering a changing means of alarm signal communication and the mechanisms that process signals. Our challenge is to embrace these new technologies while remaining the dominant force in the market. Additionally, our industry image is sorely lacking in the marketplace. We are not recognized as security professionals nor does the public at large equate our services with value. Due to the fact that much of the security alarm market has become commoditized, we have lost our perceived worth in the eyes of the consumer. The industry needs to permanently and positively change this perception.


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Systems Integration · Features · Industry Forecasts · All Topics

About the Author
Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
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Features, Industry Forecasts

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