Security Business

FEB 2019

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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6 Security Business / www.SecurityInfoWatch.com / February 2019 February 2019 Contents SECURITY WATCH Industry News and Trends 10 TOP STORY Shutdown Wreaked Havoc on Contractors The government shutdown's effects are still being felt as the threat of another looms Joel Griffin 12 ALARMS & MONITORING Demand for Video Verification Technology on the Rise False alarm rates, smart home systems drive adoption Anna Sliwon Also: Sandy Springs Battle Rages On 14 FRESH OFF THE WIRE • Alliance Working on New Industry Standards • ADT Makes Another Commercial Buy • Industry Events Calendar 16 HEADLINES FROM SECURITYINFOWATCH.COM COLUMNS 8 EDITOR'S NOTE Any Startups Out There? New and growing integrators are getting harder to find Paul Rothman 24 TECH TRENDS OSDP: The Awareness Campaign Support for the access control standard is growing among integrators, but there is still a ways to go Brian Coulombe 26 LEGAL BRIEF Privacy in the Age of AI and Biometrics Use human intelligence to ensure artificial intelligence does not present unnecessary liability Timothy J. Pastore 28 MODERN SELLING Grab Them By the Collar Five ways to command a room, engage your audience and make a sale Chris Peterson 58 INSIDER INTELLIGENCE Get Training, Trends and Connections at PSA TEC The annual event is one way for integrators to face all the changes happening in this industry in one place Kim Garcia DEPARTMENTS 52 NEW PRODUCTS 54 MARKETPLACE 57 ADVERTISER INDEX Vol. 41 • No. 2 Published by Endeavor Business Media, LLC 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 paul@securityinfowatch.com Editorial Director | Steve Lasky 800-547-7377, ext. 2221 steveo@securityinfowatch.com 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 nancy@securityinfowatch.com Northeast US & Eastern Canada | Janice Welch 800-547-7377 ext. 6288 janice@securityinfowatch.com Midwest | Brian Lowy 800-547-7377 ext. 2724 brlowy@endeavorb2b.com Western US & Western Canada | Bobbie Ferraro 310-800-5252 bobbie@securityinfowatch.com Display/Classified | Kristy Dziukala 800-547-7377 ext. 1324 kdziukala@endeavorb2b.com PRODUCTION Production Manager | Jane Pothlanski jpothlanski@endeavorb2b.com Art Director | Bruce Zedler bzedler@endeavorb2b.com Audience Development Manager | Terri Petitt tpetitt @endeavorb2b.com ENDEAVOR BUSINESS MEDIA, LLC Chief Executive Officer | Chris Ferrell Chief Revenue Officer | Scott Bieda Chief Operations Officer | Patrick Rains Chief Technical Officer | Eric Kammerzelt Controller | Angela Mitchell Director of Finance | Jessica Klug VP, Group Publisher | Amy Mularski VP, Production Operations | Curt Pordes General Counsel | Tracy Kane 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 Security Business (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. 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