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MEMBER SECURITY WATCH Industry News and Trends 6 Security Dealer & Integrator / www.SecurityInfoWatch.com February 2018 February 2018 Contents Published by SouthComm Business Media, Inc PO Box 803 1233 Janesville Ave Fort Atkinson WI 53538 920-563-6388 800-547-7377 Vol. 40 • No. 2 EDITORIAL Editor-in-Chief | Paul Rothman PO Box 366 1595 Peachtree Parkway, Suite 204 Cumming, GA 30041 800-547-7377, ext. 2226 prothman@Southcomm.com Editorial Director | Steve Lasky 800-547-7377, ext. 2221 slasky@Southcomm.com Expert Contributors Ray Coulombe - Tech Trends Greg Kessinger - Fire & Life Safety Chris Peterson - Modern Selling Eric Pritchard - Legal Watch SALES Group Publisher | Nancy Levenson-Brokamp 800-547-7377 ext. 2702 nbrokamp@Southcomm.com Northeast US & East Canada | Janice Welch 800-547-7377 ext. 6288 jwelch@Southcomm.com Midwest | Brian Lowy 800-547-7377 ext. 2724 brlowy@Southcomm.com Western US & Western Canada | Bobbie Ferraro 310-800-5252 bferraro@Southcomm.com Display/Classified | Kristy Dziukala 800-547-7377 ext. 1324 kdziukala@Southcomm.com PRODUCTION Production Manager | Jane Pothlanski jpothlanski@Southcomm.com Art Director | Bruce Zedler bzedler@Southcomm.com Audience Development Manager | Ella Dean edean@Southcomm.com SOUTHCOMM INC. Chief Financial Officer | Bob Mahoney Chief Operating Officer | Blair Johnson EVP | Gloria Cosby VP/Group Publisher, Public Safety | Greg Toritto VP Events, Public Safety & Security | Ed Nichols VP, Production Operations | Curt Pordes VP, Technology | Eric Kammerzelt Subscription Customer Service Toll-Free 877-382-9187; Local 847-559-7598 Circ.SecDealer@omeda.com Article Reprints • Brett Petillo Wright's Media 877-652-5295, ext. 118 bpetillo@wrightsmedia.com 10 TOP STORY Security Industry Poised for Increased M&A; Market research firm predicts 2018 will kick-start a new wave of deals Jim McHale 12 ASSOCIATION REPORT NFPA Fast-Tracks Standard for Active Shooter Response Private security, first responders and other professionals collaborate to craft the organization's provisional standard Joel Griffin 14 EVENT REPORT Physical Security Industry to Tackle Cyber Threats New conference from SIA, PSA and ISC aims to move past just scaring people about the risks Joel Griffin Also: Industry Events Calendar 16 FRESH OFF THE WIRE • ADT a Public Company Once Again • Red Hawk Makes Pair of Acquisitions • Vivint Settles Deceptive Sales Lawsuit • Kastle Systems Acquires Urban Alarm 18 HEADLINES FROM SECURITYINFOWATCH.COM COLUMNS 8 EDITOR'S NOTE Video Verification: Cutting Edge 15 Years Later The technology may have been born in the days of CCTV and POTS lines, but its evolution continues today Paul Rothman 20 TECH TRENDS Hearing is Believing A closer look at hot gunshot detection products on the market Ray Coulombe 22 HOW TO SELL TO DIY GUYS 3 ways to deal with those pesky customers who think they can do it better than a pro Chris Peterson 43 LEGAL WATCH Navigating the Sea of Managed Services Exploit RMR opportunities; protect your company Eric Pritchard 58 INSIDER INTELLIGENCE Training Tips With PSA TEC and other shows on the horizon, here are three ways to maximize employee training strategies Kim Garcia DEPARTMENTS 52 NEW PRODUCTS 55 MARKETPLACE 57 ADVERTISER INDEX