Security Business

APR 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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4 Security Business / April 2019 Contents April 2019 SPECIAL ISSUE: THE SECURITY BUSINESS FAST50 America's Fastest Growing Security Integrators »18 Fast50 2019: Consolidation Takes Hold Take a closer look at the Top 10 in our rankings, along with the fascinating results of our extensive security market research Paul Rothman »42 COVER STORY Select Success Backed by 40-plus years of experience and an aggressive acquisition strategy, Select Security is the 2019 Fast50 fastest-growing security integration company Paul Rothman » 46 NO. 2 Bringing it all Together at Briscoe Protective Systems The melding of three major companies under one brand has enabled the growth of one of the largest privately held security service providers in New York Catherine Berce »50 NO. 3 Convergint Isn't Slowing Down A record 2018 saw the company acquire nine integration firms, hire its 4,000th colleague and top the billion-dollar mark Paul Rothman »52 NO. 4 Future Built Presidio is growing quickly thanks to its focus on marrying IT services with traditional physical security technologies Deborah L. O'Mara »56 NO. 5 Primed for Growth Thanks to an IT-centric focus on security integration, Prime Communications has found its niche Larry Bernstein COLUMNS 6 EDITOR'S NOTE Deepfakes: A Very Real Threat AI-powered methods of digital video manipulation have the potential to alter the security industry Paul Rothman 14 TECH TRENDS Wireless Access Control Wired can still get the job done, but the prospect of 50-percent cost savings per door can be enticing for a variety of markets Brian Coulombe 16 LEGAL BRIEF Negligence vs. Gross Negligence The difference between the two can have a major impact on limitation of liability for a security business Timothy J. Pastore 66 MODERN SELLING Get Personal How to shift away from probing questions and tailor them more to the individual Chris Peterson SECURITY WATCH Industry News and Trends 8 TOP STORY Is the Smart City Dream Still on Hold? 10 FRESH OFF THE WIRE 12 HEADLINES FROM SECURITYINFOWATCH.COM Security Business Vol. 41 • No. 4 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 prothman@securitybusinessmag.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 Technology Officer | Eric Kammerzelt Vice President, Accounting | Angela Mitchell Director of Finance | Jessica Klug EVP/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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