ISC East to Serve Up Extensive Education Agenda

NEW YORK — The regionally focused ISC East will host thousands of security industry professionals who will peruse and source security technology, products and services from about 200 exhibiting companies.

Sponsored by the Security Industry Association (SIA) and endorsed by several state alarm associations, ISC East returns Nov. 20-21 to New York’s Jacob K. Javits Convention Center after last year’s event was postponed for weeks while Northeasterners recovered from Hurricane Sandy. This year’s installment will be staged for the first time in the Javits Center North exhibit hall.

“The ISC East event is proud to again be sponsored by [SIA] and hosted by the NYSESA, NJBFAA, PBFAA and CASIA,” says Ed Several, senior vice president and general manager, ISC Events. “This critical event for dealers, installers and integrators is shaping up to be the best in many years with an outstanding array of exhibitors and valuable education provided by SIA.”

Organizers have programmed a wide array of learning opportunities throughout the conference, including a bevy of free sessions presented under the SIA Education@ISC East Program banner. The sessions will be led by subject matter experts from across the industry, covering such topics as business management best practices, recurring revenue creation, safeguarding facilities and organizations with new technologies, how to contend with industry regulations working in multiple states, and much more.

SIA Education@ISC coursework qualifies for continuing education (CE) hours with several industry accreditation bodies, including ALOA, ASIS Int’l and NICET. Certificates of attendance will be distributed after the show. Participants can use the document to self-report their education hours to those industry bodies that award CE and professional development credit.

New for this year are Learning Lab workshops, which feature a pair of manufacturer solution training courses on how best to install and use the vendors’ products. During “From School Lockdowns to Quiet Auditoriums: The Proven Benefits of Electric Latch Retraction” (Nov. 20, 1:30-3:30 p.m.), participants will examine opportunities for providing electric latch retraction devices, review motorized retraction methods and the accessories needed for installation. The “Enable the Cable for IP Video” workshop (Nov. 21, 9:30 a.m.-2:30 p.m.) will focus on video surveillance trends and how to efficiently install a reliable and warranted IP surveillance system.

A pair of co-located seminars are also on tap for Nov. 20. Geared for anyone who sells security products or services in today’s new convergence market, PSA-TEC@ISC will present “Selling Return on Security Investment (ROSI) Effectively” (10-11 a.m.). Paul Boucherle, principal of Canfield, Ohio-based Matterhorn Consulting, will explain advanced techniques to ask better questions, map organizational dynamics, and enhance listening and presentation skills, all with a goal of defining the ROSI concept.

“Return on security investment should be approached uniquely for each company and not as a one-size-fits-all scenario,” says Boucherle, who pens SSI’s “Convergence Channel” column. “It can be a challenging proposition but worth the investment of time with customers that appreciate business value.”

Also on Nov. 20, the International Association for Professional Security Consultants (IAPSC) will present “How to Be a Security Consultant.” Held 1-5 p.m., the workshop comprises three separate educational sessions, plus a Q&A session featuring a three-member panel. The sessions include fundamental advice for starting a consulting business; how to market a security consulting business; and best practices in security consulting. The workshop will conclude with a networking cocktail reception on the exhibit floor.

And speaking of the exhibit floor and assorted goings-on, an ISC East Mobile app is available to help attendees use their time efficiently. The app, which is available for iOS, Android and BlackBerry platforms, categorizes educational sessions, special events, show floor locations, plus it includes an exhibitor directory and interactive map. Download the app for smartphones and other mobile devices at

Be sure to stop by and visit SSI at booth No. 688 during ISC East.

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!

About the Author


Although Bosch’s name is quite familiar to those in the security industry, his previous experience has been in daily newspaper journalism. Prior to joining SECURITY SALES & INTEGRATION in 2006, he spent 15 years with the Los Angeles Times, where he performed a wide assortment of editorial responsibilities, including feature and metro department assignments as well as content producing for Bosch is a graduate of California State University, Fresno with a degree in Mass Communication & Journalism. In 2007, he successfully completed the National Burglar and Fire Alarm Association’s National Training School coursework to become a Certified Level I Alarm Technician.

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Commercial Integrator + Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add to your bottom line.

A FREE subscription to the top resource for security and integration industry will prove to be invaluable.

Subscribe Today!

Get Our Newsletters