Security Dealer & Integrator

OCT 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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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 / October 2018 OCTOBER 2018 CONTENTS COLUMNS 8 EDITOR'S NOTE DIY Not? Residential integrators may be losing on direct purchases of video, but there are still positive signs in the market Paul Rothman 18 TECH TRENDS Wireless Locks: Going Beyond the Perimeter My quest to solve a client's outdoor access control conundrum Brian Coulombe 20 MODERN SELLING 4 Ways to Develop Personal Relationships Connecting with clients still matters in sales Chris Peterson 22 LEGAL BRIEF Beware of the Hidden Camera When it comes to video surveillance, privacy should be a major concern for integrators as well as their customers Tim Pastore 74 INSIDER INTELLIGENCE Decision- Making Strategies Often, managers make choices that can have lasting implications for a business... perhaps it is time to embrace new ways of evaluating options Kim Garcia Vol. 40 • No. 10 Published by Endeavor Business Media, Inc PO Box 803 1233 Janesville Ave Fort Atkinson WI 53538 800-547-7377 EDITORIAL Editor-in-Chief | Paul Rothman 800-547-7377, ext. 2226 Editorial Director | Steve Lasky 800-547-7377, ext. 2221 Expert Columnists Ray and Brian 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 Northeast US & Eastern Canada | Janice Welch 800-547-7377 ext. 6288 Midwest | Brian Lowy 800-547-7377 ext. 2724 Western US & Western Canada | Bobbie Ferraro 310-800-5252 Display/Classified | Kristy Dziukala 800-547-7377 ext. 1324 PRODUCTION Production Manager | Jane Pothlanski Art Director | Bruce Zedler Audience Development Manager | Terri Petitt ENDEAVOR INC. Chief Executive Officer | Chris Ferrell Chief Revenue Officer | Scott Bieda 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 Director of Finance | Jessica Klug Subscription Customer Service Toll-Free 877-382-9187; Local 847-559-7598 Article Reprints • Brett Petillo Wright's Media 877-652-5295, ext. 118 10 TOP STORY Burglar, Fire Alarms Hit in Latest Round of Tariffs Ongoing U.S.-China trade war impacting ever growing list of security products Steve Surfaro 12 TECH REPORT New Apple Watch a Potential Game-Changer for mPERS Series 4 device is able to detect falls and automatically notify first responders Joel Griffin 14 Fresh off the Wire • UTC Acquires S2; Merges it with Lenel • ADT Partners with Amazon on Alexa Guard • Pelco, Vivotek, Milestone, Bosch and Hanwha form Alliance 16 Headlines from DEPARTMENTS 69 MARKETPLACE 73 ADVERTISER INDEX

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