Security Dealer & Integrator

AUG 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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68 Security Dealer & Integrator (USPS 460-650), (ISSN 1941-0891, print; ISSN 2157-507X, online) is published monthly by Endeavor Business Media, LLC. 1233 Janesville Avenue, Fort Atkinson, WI 53538. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Security Dealer & Integrator, PO Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return undeliverable Canadian addresses to: Security Dealer & Integrator, PO Box 25542, London, ON N6C 6B2. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S. $54 per year, $101 two year; Canada/Mexico $74 per year, $143 two year; All other countries $106 per year, $202 two year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Canadian GST#842773848. Back issue $10 prepaid, if available. Printed in the USA. Copyright 2018 Endeavor Business Media, LLC. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recordings or any information storage or retrieval system, without permission from the publisher. Endeavor Business Media, LLC does not assume and herby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. The views and opinions in the articles herein are not to be taken as official expressions of the publishers, unless so stated. The publishers do not warrant, either expressly or by implication, the factual accuracy of the articles herein, nor do they so warrant any views or opinions offered by the authors of said articles. MEMBER SECURITY WATCH Industry News and Trends 6 Security Dealer & Integrator / www.SecurityInfoWatch.com August 2018 August 2018 Contents Vol. 40 • No. 8 Published by Endeavor Business Media, Inc PO Box 803 1233 Janesville Ave Fort Atkinson WI 53538 920-563-6388 800-547-7377 EDITORIAL Editor-in-Chief | Paul Rothman 800-547-7377, ext. 2226 prothman@Southcomm.com Editorial Director | Steve Lasky 800-547-7377, ext. 2221 slasky@Southcomm.com Expert Columnists Ray Coulombe - Tech Trends Greg Kessinger - Fire & Life Safety Timothy J. Pastore - Legal Brief Chris Peterson - Modern Selling PSA Security Network - Insider Intelligence SALES Group Publisher | Nancy Levenson-Brokamp 800-547-7377 ext. 2702 nbrokamp@Southcomm.com Northeast US & Eastern 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 | Terri Petitt tpetitt @Southcomm.com ENDEAVOR INC. Chief Executive Officer | Chris Ferrell EVP | Gloria Cosby VP/Group Publisher, Public Safety | Greg Toritto VP Events, Public Safety & Security | Ed Nichols VP, Marketing | Gerry Whitty 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 "Resideo" Revealed as New Honeywell Home Business Name Company to continue Honeywell brand for products; ADI to keep its name as well Paul Rothman 12 TECH REPORT U.S.-China Trade War's Impact on Security Expands Tariffs expected to significantly impact the market in several additional areas (follow-up to SD&I's June 2018 cover story) Steve Surfaro 14 VIDEO REPORT Arecont Vision Charts New Path Under Costar Surveillance manufacturer recapitalized and reinvigorated following its emergence from Chapter 11 Joel Griffin 16 Fresh off the Wire • Allegion to Acquire Access Control Solutions Provider ISONAS • Bold Technologies Completes Merger with Perennial Software • Video Surveillance Equipment Demand Still Growing 18 Headlines from SecurityInfoWatch.com 20 EVENT REPORT ESX 2018 recap News, awards, and our annual "Caught on Camera" from the show floor in Nashville Paul Rothman COLUMNS 8 EDITOR'S NOTE A New Tool for Your Arsenal? Specialized software to enable parents to monitor and protect their kids online is quickly growing in popularity Paul Rothman 22 TECH TRENDS Ransomware Prep Why it is advisable to make the up-front investment rather than pay a ransom with no guarantees Ray Coulombe 24 MODERN SELLING Old School Five concepts that remain relevant in a new world of closing sales Chris Peterson 26 LEGAL BRIEF The Legal Pitfalls of Contract Modifications Should security companies allow technicians or sales personnel to modify security service agreements? Tim Pastore 66 INSIDER INTELLIGENCE Budget for the Better Four ways to build professional development into next year's expenditures Kim Garcia DEPARTMENTS 62 MARKETPLACE 65 ADVERTISER INDEX NEW COLUMN!

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