Security Dealer & Integrator

JAN 2018

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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January 2018 www.SecurityInfoWatch.com / Security Dealer & Integrator 49 of the installation, an integrator who puts the subject on the table tends to differentiate their capabilities and knowledge from the competition, and ultimately adds value to their brand. Drawing attention to surge protection is most easily done in an RFP or similar quotation, when it is a separate line item. is immediately opens the door for the integrator to introduce surge protection solutions and their value. From this point, the integrator must be prepared to articulate the value of surge protection through tangible ROI numbers, as well as benefits that can be mapped to safety issues. Educated customers make better buying decisions – benefiting both the customer and the system integrator. Here are some sales best practices to help you get started. Introducing the Product As improbable as it might seem, many security professionals do not realize that power strips and surge protectors are distinctly different products. A power strip is essentially an extension cord with multiple plug receptacles. When multiple devices with high voltage requirements are plugged into a single power strip, they pose a potential fire hazard and can stop working without warning. A surge protector, on the other hand, prevents power surges from damaging equipment by diverting excess voltage to ground. e two products can look quite similar, but they perform two very different functions. Confusing the two can result in thousands of dollars in damages, so it is worth starting the conversation with the customer by pointing out this distinction. Similarly, the customer may think that because components in Electrical Security Datacom Telecom Residential 805.384.2777 www.platinumtools.com We Make Connections EZ! ª New! The Last Crimp Tool You'll Ever Need. Terminates multiple sizes of cables and conductors. Cat 5e/6/6A • Single cycle crimp and flush trim • Reversible Die for ambidextrous operation • Connectors lock into tool for correct positioning • Push button lock for easy storage • Comfort grip handles • The Original EZ-RJ45 (Cat5e/6) • New ezEX-RJ45 (Cat6/6A) • Made in USA • One-step to cut/trim conductors • EXO Crimp Tool terminates EZ-RJ45 & ezEX-RJ45 connectors EXO Crimp Frame ® with EZ-RJ45 ® Die P/N 100062C Cut Strip Terminate Test Request information: www.SecurityInfoWatch.com/10216200 the system already have built-in surge protection, or that they have installed surge suppression devices, that there is no need for additional protection. At best, these products protect against only modest levels of a surge and are not recommended as a solution for a high-value video surveillance system that serves a critical security function. Articulating its Value In video surveillance applications, surge protection is vital because the video images are an invaluable tool for identifying criminals, exposing false injury claims, solving thes and reviewing incidents; however, power outages, surges and voltage transients on network data lines can leave video surveillance systems inoperable right when they are needed most. It is recommended that surge protection be installed at every external camera, including outdoor PoE or PoE+ IP cameras. is is recommended because a surge can travel through the cabling from a remote device, damage or destroy a network switch, and possibly cause further issues with other switch-con- nected devices such as servers run- ning VMS soware. Aside from these potential liabil- ities, if there is no data backup solu- tion in place, there is also the risk that a random power surge can perma- nently delete data. Loss of equipment, data and cabling are not the only costs from power surge incidents. From a business perspective, the potential downtime could be far costlier. Facilities must

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