Security Dealer & Integrator

SEP 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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SEPTEMBER 2018 CONTENTS Vol. 40 • No. 9 FEATURE ARTICLES 26 YOUR BUSINESS Total Cost of Ownership How integrators can use TCO as the foundation for selling long- term added value for both physical and cloud-based security systems Ray Bernard 32 VIDEO SURVEILLANCE When to Believe the Hype With the excitement and marketing around AI prevalent on the GSX show floor, how do you navigate the peaks and valleys of technology hype cycles? Fredrik Nilsson 74 VIDEO SURVEILLANCE New PoE and Data Transmission Solutions How integrators can leverage both coax and fiber infrastructure to deliver RMR and enhanced service capabilities Ronnie Pennington 76 FIRE & LIFE SAFETY Little Mistakes Can Be Big Trouble Avoid these common errors to increase profit potential on fire alarm business Greg Kessinger 4 Security Dealer & Integrator / September 2018 52 GSX Education Sneak Peek A look at expanded show floor features, keynotes and integrator- focused sessions on tap for the Las Vegas show Paul Rothman 56-72 SD&I's Annual GSX Product Preview Take a virtual walk around the show floor with this exclusive look at more than 70 products that will be on display in Vegas! Use this section as a guide to plan your show visit, or if you can't make it to the event, check out the products that should be on your radar. PREVIEW 38 HIGHER EDUCATION Integrator Roundtable: University Campus Security How security integrators provide service and trusted advice to this important vertical Paul Rothman 42 ACCESS CONTROL School Lockdown How integrators can maximize an educational facility's access control system Huy Lai and Bret McGowan 48 COMPLIANCE The Danger of Non- Compliance Many secondary locking products violate code and should not be deployed in schools – find alternatives for your K-12 customers Ron Baer IN FOCUS: Back to School Security 38

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