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09/13 The Voice of the Channel CONTENTS VOL. 35 • NO. 9 FEATURES COLUMNS ACCESS CONTROL EDITORIAL 64 | Making the Move to Wireless 8 | New Voice, Same Message By Peter Boriskin Four steps to selling the technology shift to your customers By Paul Rothman 68 | Manufacturer 1-on-1: Kwikset By Eric Pritchard An alarm company's best defense is always in the contract By Paul Rothman Q&A; with Keith Brandon, the company's residential access control guru LEGAL WATCH 16 | Avoid the Jury FIRE & LIFE SAFETY INTEGRATOR CONNECTION 76 | IP Security is on the Menu By Curt Harler Inside the strategic sales formula of Florida-based integrator Daytona Broadband 18 | Melding Cameras with Fire Detection By Greg Kessinger Also: More on Duct Detectors TECH TRENDS 20 | Raising the Bar(s) in Wireless By Ray Coulombe New options in Wi-Fi and beyond DEPARTMENTS INSIDER INTELLIGENCE 10 | SECURITY WATCH 72 | Does Your Brain Need a Tune-Up? 10 - NFPA Releases 2014 National Electrical Code 12 - ONVIF Publishes Profle G for Video Storage and Recording 14 - Transactions By Barbara Shaw Tips on keeping your mind and body sharp and ready for productivity Not since the 1980s has the climate seemed so ripe for consolidation." ASIS 2013 Product Preview 98 | THE LAST WORD Caught on Camera: ESX 2013 94 | MARKETPLACE 97 | ADVERTISER'S INDEX — Samsung's Frank De Fina (see page 60) Security Dealer & Integrator (USPS 460-650), (ISSN 1941- 0891, print; ISSN 2157-507X, online) is published monthly by Cygnus Business Media, Inc., 1233 Janesville Avenue, Fort Atkinson, WI 53538. Periodicals Class postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Security Dealer & Integrator, P.O. Box 3257, Northbrook, IL 60065-3257. Canada Post PM40612608. Return undeliverable Canadian addresses to: Security Dealer & Integrator, PO Box 25542, London, ON N6C 6B2. SUBSCRIPTION POLICY: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. SUBSCRIPTION PRICES: $45 per year ($90 for two-year MEMBER subscription) in the USA; Canada and Mexico, $65 per year ($130 for two-year subscription); all other countries, payable in U.S. funds, drawn on U.S. bank, $95 per year ($180 for two-year subscription). Canadian GST # 131910168. Back issues $10.00 if available. Cygnus Business Media does not assume and hereby disclaims any liability to any person or company for any loss or damage caused by errors or omissions in the material contained herein, regardless of whether such errors result from negligence, accident or any other cause whatsoever. Printed in the USA. 6 ED ITO RI AL editor-in-chief | Paul Rothman 12735 Morris Rd., Bldg. 200; Suite 180 Alpharetta, GA 30022 800-547-7377, ext. 2226 paul.rothman@cygnus.com editorial director | Steve Lasky 800-547-7377, ext. 2221 steve.lasky@cygnus.com expert contributors Greg Kessinger - Fire & Life Safety Eric Pritchard - Legal Ray Coulombe - Tech Trends art director | Elizabeth C. Barbieri elizabeth.barbieri@cygnus.com production manager | Tina Kennedy 631-963-6253 | tina.kennedy@cygnus.com audience development manager Wendy Chady 920-563-1744 wendy.chady@cygnus.com Circ.SecDealer@omeda.com subscription customer service Toll-Free 877-382-9187; Local 847-559-7598 Circ.SecDealer@omeda.com S AL ES group publisher | Nancy Brokamp 800-547-7377, ext. 2702 nancy.brokamp@cygnus.com northeast US & eastern canada | John Lacasale 800-547-7377, ext. 6288 john.lacasale@cygnus.com midwest | Ryan Olson 800-547-7377 ext. 2719 ryan.olson@cygnus.com " 82 | NEW PRODUCTS A Division of Cygnus Business Media www.SecurityInfoWatch.com | SD&I; | September 2013 western US & western canada | Bobbie Ferraro 310-545-1811 bobbie.ferraro@cygnus.com display/classifed | Erica Finger 800-547-7377 ext. 1324 Erica.Finger@cygnus.com pacifc asia | Young J. Beak Tel: 82 2 2273 4819 ymedia@chol.com CY GN U S BU SI N ES S M ED IA chief executive offcer | John French chief fnancial offcer | Paul Bonaiuto EVP, public safety & security | Scott Bieda VP Events, public safety & security| Ed Nichols VP, human resources | Ed Wood VP, production operations | Curt Pordes VP, audience development | Julie Nachtigal VP, technology | Eric Kammerzelt