the sentr y -...

CONTENTSSales Corner...........................8Training Calendar .................22Associates News ................4, 6Contact Information ..............12Event Calendars ...................22

Vol. VI, Number 9 SEPTEMBER 2017PUBLISHED FOR THE SOUTHEASTERN ELECTRONIC SECURITY INDUSTRY

SE N T RYS O U T H E A S T E R NTHE

October 25, 2017• Charleston Harbor Resort & Marina• 20 Patriots Point Road• Mount Pleasant, SC 29464

October 26, 2017• Patriots Point Links Golf Course• 1 Patriots Point Road• Mount Pleasant, SC 29464

“Every man owes a part of his time and money to the

business or industry in which he is engaged. No man has a moral right to withhold his

support from an organization that is striving to improve

conditions within his sphere.”Theodore Roosevelt

September 13, 2017 (Wednesday)Clay Shoot and Golf Tournament* Breakfast sponsored by Anixter/Tri-Ed Distribution

September 14, 2017 (Thursday)CEU Classes (8 hours)MESA Statewide MeetingMESA State Fire Marshal PresentationTrade Show featuring 50+ Vendor Booths!

2017 SCESA Trade Show and Golf Tournament

For more information, please visit www.sc-esa.org or call 803-252-0580.

For additional information:Phone (601) 668-0528

Email: [email protected]: www.ms-esa.com

Hilton Hotel, 1001 East County Line Rd.Jackson, MS 39211(601) 957-2800 Group Rate $121

It’s that time again! Time to start making plans to attend the Annual GELSSA Golf Tournament. This year’s tournament will be held on Thursday, October 12, 2017 at the Trophy Club of Apalachee golf course in Dacula, Georgia.

Located just north of Atlanta in Dacula, Georgia, along the riverbanks of the Apalachee, this 6,620-yard championship course designed by former PGA Tour player Steve Melnyk features narrow tree-lined Bermuda grass fairways, rolling terrain, and new Champion Bermuda Grass greens. Trophy Club of Apalachee —featured in “Top 100 Places to Play” by Golf Digest — is an exceptional setting for a round of unforgettable golf, or an outstanding tournament.

Some come to the GELSSA Golf event to network or simply for the love of the game, but one thing we all have in common is our commitment to excel in the security industry and grow our businesses. No matter what our passion, we cannot do it alone. Come mingle and meet the other members and non-members of your state association and possibly find new ways to grow your market.

The tournament will begin at 1:00 p.m. with a shotgun start. GELSSA will provide dinner in the clubhouse for all participants immediately following the tournament.

GELSSA Golf Tournament

Trophy Club of Apalachee1008 Dacula Road, Dacula, GA 30019Phone: (770) 822-9220

If you would like to participate, you may contactChuck Price — [email protected] Kelley Price — [email protected] send an email to [email protected]

MSESA Convention & Trade Show

3THE SENTRY SEPTEMBER 2017

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WV

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ALMS

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October 10, 2017 (Tuesday)• CEU Classes (6 hours)• Reception featuring Jermaine

“Funnymaine” Johnson

Location:Doubletree Hotel, 808 South 20th Street, Birmingham, AL 35205Phone (205) 933-9000www.birmingham.doubletree.comGroup Rate: $100.00Deadline for Group Rate is October 3, 2017. Register early!

October 11, 2017 (Wednesday)• CEU Classes (6 hours)• Statewide Meeting• Trade Show featuring 50 Vendor Booths!

4 THE SENTRY SEPTEMBER 2017

The CONTINENTAL ACCESS DIVISION OF NAPCO SECU-RITY TECHNOLOGIES, INC., introduced new Western Regional Sales Manager, George Zamora, reporting to Ron Kandcer, Director of Sales. Zamora comes to Continental Access with a suc-cessful career of over 20 years in all aspects of integrated systems,

access control, video & security, and some of the industry’s largest companies. Based in the Greater Los Angeles area, Zamora will use his expertise developing integrator relationships and building their businesses, and also working with A & E firms, in specing Continental equipment, pro-viding sales- and systems design-support, product introductions and training, in the western territory. Zamora has an MBA from Pepperdine Univer-sity, an M.S. from California Lutheran University,

and holds a long list of security technology certifications. Kandcer said, “We’re happy to welcome George to the team, he’s join-ing the organization at a particularly exciting time, with the recent launch of high-anticipated CA4K™ Enterprise Access Control & Security Management Platform and the powerful, new labor-saving uniVerse® POE Single-Door Controller.” George Zamora can be contacted via email [email protected].

JOHNSON CONTROLS introduced the VideoEdge 1U Network Video Recorder from American Dynamics. The VideoEdge 1U NVR’s 16 embedded software configurable Power over Ethernet ports make it ideal for small to medium-sized businesses seek-ing a quick-to-install, cost-effective video recording option. The versatile VideoEdge 1U NVR supports as many as 32 IP cameras and stores up to 24 TB of recorded video in a small 1U form factor, enabling small to medium sized businesses to meet their network growth requirements. Embedded intelligence allows users to

ASSOCIATES NEWS

receive multiple video streams for live and recorded video, alarm, and meta-data collection, all tailored to different viewing conditions. “The value gained by leveraging data from VideoEdge 1U NVR’s powerful analytics not only enhances security applications by track-ing behaviors but also by capturing consumer metrics and using it to shape business-critical plans and functions,” said Mike Tabola, Senior Product Manager, Building Technologies & Solutions, John-son Controls. “These benefits come in a unit designed with the smaller user’s need for easy installation and unique requirements in mind.” For more information, visit www.americandynamics.net.

COPS MONITORING, a Lydia Security Monitoring brand an-nounced its ‘Grow Your Business’ roadshow. The no-cost seminars are designed to help alarm-installing companies learn how to manage attrition, optimize their teams to meet sales goals, and provide additional exclusive benefits that can help alarm-installing companies grow their business. “With the competition steadily growing in the alarm industry, it is more important than ever for dealers to have the tools and support they need. Our ‘Grow Your Business’ workshops are part of the Lydia Security brands’ inno-vative strategy to help alarm dealers succeed in every aspect of their business,” said Jim McMullen, President and COO of COPS Monitoring. “We’ve had such an overwhelming response that we’re taking the GYB seminars on the road to reach dealers in other parts of the country. Dealers walk away with practical information and valuable benefits that can immediately be put into use to cre-ate competitive advantages that can make a significant impact on their bottom line.” GYB seminars are conducted by former alarm dealer Ron Bowden who shares the secrets that helped him create 300,000 accounts within a 10-year period. With more than 35 years of industry experience growing alarm companies, Ron is an integral part of the Lydia Security team at UCC and dedicates his talents to helping independent alarm dealers reach new heights. “We’ve re-ceived a lot of positive reaction from our GYB seminars,” explains Ron Bowden, Director of Dealer Development. “Dealers tend to leave the seminars energized with new ideas and with the confi-dence required to tackle challenges with prospecting, sales, sales compensation, customer referrals, and managing attrition.” GYB seminars are currently scheduled for Denver, CO, Boca Raton, FL, Salt Lake City, UT, and Williamstown, NJ with more dates to follow. To register, visit www.copsmonitoring.com/GYB.

JOHNSON CONTROLS introduced the latest version of exac-qVision video management system (v8.6) which offers improved video searching and video bookmarking, as well as a host of enhancements that improve the user experience and overall system protection. When exacqVision v8.6 is used as part of the Complete Security Solution from the Tyco Security Products brand portfolio, the system can leverage event information from intru-sion and access control systems to improve search results and provide a comprehensive security picture. For example, users can now easily search an access control badge number to quickly obtain video of all the doors that a specific employee may have accessed. As exacqVision’s capabilities exponentially increase, so do the cybersecurity measures that are designed to protect a customer’s system, personnel information and enterprise. This release supports the enforcement of complex passwords, lock-ing out users after a specified number of failed login attempts, and gives administrators additional tools to manage user access. Companies looking to enhance their ability to monitor the health of the surveillance environment can now request a free trial of the Enterprise System Manager (ESM), a centralized health monitoring and software updating system that will maximize recorder uptime and reliability. For more information, visit www.exacq.com.

Associates News, continued page 6


OPTEX announced that Dan Cummings has joined the Optex team and is the new South Eastern Regional Sales Manager. He was the former Mid Atlantic Regional Manager for TRI-ED/ Anixter, has 25 years in the low voltage security industry, and will be working from our Charlotte, NC office location. For more infor-mation, visit www.optexamerica.com.

For security dealers to be successful and drive greater profitability for their business in this changing tech-nology landscape, they need to get closer to their customers,

understand what makes their system more useful and de-liver a stellar experience. It’s not enough to simply offer a running list of new services. It’s critical to engage with the customer and identity how a service, device or technology will make the user’s facility more efficient, yield a tangible return on investment

or provide annual savings to their business. Critical environmen-tal monitoring of freezers or coolers can also yield value to the customer in hospitality or food storage market verticals – provid-ing documentation and recordkeeping of regulation standards compliance. Critical temperature monitoring can also be used for pharmaceuticals, fire sprinkler rooms, servers/IT/data centers, ma-chine operations and farming/livestock monitoring. These and other services become essential to the customer’s business, making the security dealer’s account stickier and resulting in additional value to the service provider’s business and a differentiator in a crowded

market. Think about all the possibilities customers will find useful: voice control of systems; geo-location services to track vehicle fleets or capital goods; or the ability to unlock doors quickly with the smartphone via an easily affixed barcode and no additional hardware. The cloud makes it easy for dealers to add services customers will use daily and find value in. When that happens, your value proposition becomes undeniable and your profitability will rise. For more information, visit WWW.SIMPLIFYWITHCON-NECTONE.COM.

DIGITAL MONITORING PRODUCTS (DMP) has named Ken Nelson to the position of Dealer Development Manager in the com-pany’s New York City region. He will be responsible for developing

new sales and providing ongoing service to DMP-authorized dealers in his region, helping them to grow their businesses. “Ken has an excellent reputation in our industry,” said Jim Hawthorne, DMP Director of Sales - East. “He is a talented sales leader and brings more than 24 years of security industry experience to our organization. I know he will provide outstanding leadership and support to the members of the

DMP authorized dealer network in his region.” Before coming to DMP, Nelson was the VP of OEM Sales and Security Industry Re-lations for Interlogix a division of UTC. Prior to that he led the East Region sales team for Interlogix & Lenel. Ken has also been active in the New Jersey Burglar and Fire Alarm Association, serving on the state board and has been an active instructor for the National Training School (NTS). Ken attended Clemson University where he earned a BS in Chemical Engineering, he also received his MBA from Drexel University. He lives in Medford, NJ with his wife Sheri. For more information, visit www.dmp.com

ASSOCIATES NEWS, continued

CONFIDENTIALLY: ISN’T IT TIME FOR YOU TO CONSIDER SELLING YOUR BUSINESS?Find out if you qualify for a

no-fee sale of your company.Call Tony Smith at (626) 795-9199

Email: [email protected]

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As human beings, we all possess the desire, imagination and fearlessness that it takes to be a winner. Winning is the ability to recognize and exercise these possessions successfully. However, as human beings, from time to time we have to be reminded of our ability to exer-cise these possessions. All too often we move through life’s cycles not recognizing that we encounter challenges to these abilities which we are not addressing, and as a consequence negatively affecting our progress as we strive to reach the top.

Periodically we must receive a wake-up call to remind us that with control of these possessions our accomplishments can be accelerated. Our relationship with these three possessions is that we all have the desire to be successful and will always engage whatever imagination we possess to achieve this success. However, we quite often do not recognize how fear affects our growth, and how to execute fearlessness to move us into that winner’s circle.

First, we must recognize that fear drives us to settle for less than we can truly accomplish. The fear of knowledge, failure and rejection plays havoc with our mind and presents the roadblock to winning. This moves us in a direction which I refer to as “risk avoidance” which is the willingness to settle for less rather than address the fears that accompany risk. Granted, there are clearly discomforts when taking a risk. However, there are significant rewards when challenging the risks, confronting the fears and finding the emotional capabilities to overcome them. Winners will accept the challenges, never giving up and constantly exerting everything they have to employ the fearless-ness they possess.

ASSOCIATES CORNER

By Harvey Eisenstadt

Exercising Fearlessness for SuccessThe fear of knowledge is a result of not being honest with yourself

when you do not have the answer to a question or a comment. There is nothing wrong with saying “I don’t know.” In fact, being honest and forthcoming could be the perfect opportunity to educate yourself on a subject for which you have little or no knowledge. Overcoming this fear then becomes a valuable asset as you move forward in your career.

The fear of failure prevents us from entering situations where we feel we may not have total control. In sales, we avoid situations where we are not 100% confident that we will be successful. I have yet to meet a salesperson with a 100% closing ratio. Accepting this as fact, then failure will be recognized an integral part of selling. With this mentality, we should not fear failure but accept it as a critical component in the sales learning process. Yes, view your mistakes as a learning tool, so that you do not repeat them and will not avoid situations where you believe you may not have total control. Don’t let the fear of failure restrain your progress.

The fear of rejection can be viewed as the total result of both the fear of knowledge and the fear of failure. Rejection leads us in the direction of risk avoidance. Simply stated, when we fear rejection we don’t take risks. To overcome this fear, we must start remembering what is right, and to do what we want to do rather than what others want us to do merely to avoid rejection. The acceptance of some discomfort while recognizing the opportunity for long term success will be the catalyst that awakens you to your own fearlessness.

Periodically take a look back at your activities for the past week or month and see if there were any situations where you could have exercised your fearlessness and changed the results of a situation. I am confident that there were some that could have been changed if you had exercised the fearlessness you possess.Harvey Eisenstadt is a Sales Consultant, Trainer, Speaker, Mentor and Author. Harvey possesses over 55 years of successful sales and sales management experience and is a nationally recognized authority on relationship building. Harvey can be reached at 818-701-7799 or [email protected]

(877) 840-54913550 Covington Pike #103Memphis, TN 38128www.ztechcentral.com

Fast Response Fair Price

9THE SENTRY SEPTEMBER 2017

Industry News

New Law Clarifies California Alarm Companies Cannot Be Fined by Local Governments for False Alarms

The California alarm industry had a big win this year when AB 1616 by Assemblyman Nazarian was signed into law by Governor Brown on July 31, 2017. This bill was sponsored by ADT Security Services and supported by the California Alarm Association (CAA).

Specifically, AB 1616 provides that local jurisdictions impose false alarm fees and penalties on the permittee, not on the alarm company, except in cases where the false alarm is attributed to error by the company or its installer. As the alarm industry knows well, false alarm fees are customarily imposed on the home or business owner as a means to encourage responsible use of alarm equipment. While most local jurisdictions already assign false alarm penalties on the user, AB 1616 ensures consistency in the imposition of false alarm fees throughout California by codifying current practices.

Because CAA has worked effectively with many local governments and law enforcement to establish reasonable alarm ordinances, we asked ADT to seek input from law enforcement, cities, and counties before moving forward with the language in AB 1616. CAA wanted to ensure that the alarm industry maintained the productive relationships it has worked to build with local officials. To their credit, ADT and their lobbyists did an outstanding job clearing the path with local represen-tatives and shepherding the bill through the Legislature.

The language in AB 1616 will take effect on January 1, 2018.

10 THE SENTRY SEPTEMBER 2017INDUSTRY NEWS

The Electronic Security Association (ESA) announced the rebranding of its Young Security Professionals (YSP) Group to the Rising Leaders Group. ESA transformed the look and name of the group, to one ac-cepting of all up-and-coming professionals. In its unveiling of the Rising Leaders Professional Group, ESA also announced the dates and loca-tion of its Rising Leaders Forum, October 2-4 in Myrtle Beach, SC.

The ESA Rising Leaders group is a collaborative community that provides invaluable network-ing, education, mentorship and resources to the leaders of tomorrow. Some of our indus-try newcomers are people who change professions, or even those who have just come out of the military. ESA respects all ambitious professionals looking to make a difference in our industry and has developed a network to contribute to their success.

The Rising Leaders will con-tinue to maintain the principles of the Young Security Professionals Group, focusing on the following four pillars: leadership develop-ment, philanthropy, government relations and mentorship. The Rising Leaders Forum is home to some of the most unconventional team building and leadership exercises in the industry. It is also where ESA’s Mentorship Program participants are recognized.

The Forum is an event dedicated to new ways of purposeful learn-ing, quality networking and dynamic team-building activities specifically designed for industry professionals. Get ready to interact, engage and team build in a way you never have before. This year’s Forum will take

place on the sandy beaches of SC, Oct. 2-4 at the DoubleTree Resort by Hilton Myrtle Beach Oceanfront. The event has negotiated an incredible room rate of only $109/night for Rising Leaders Forum participants.

Registration for the event is live and par-ticipants can register for $199. For more informa-tion, to register, book your hotel reservations, and to view the sched-ule of events, visit www.ESAweb.org/RLF.

Rising Leaders Group Forum October 2-4


President ....................... Dan GordonVice-President ............... Scott HightowerSecretary ....................... Cathy FincherTreasurer ....................... Diane FreelandAssociate Director 1 ...... Matthew BrandonAssociate Director 2 ...... Becky BusbyDistrict 1 Director ........... Derek DeverDistrict 2 Director ........... Counte CooleyDistrict 3 Director ........... OPENDistrict 4 Director ........... John LoudDistrict 5 Director ........... Lolita MartinTraining Director ............ Frank CampbellPast President ............... Chuck Price

Visit our website for more info on upcoming events or for membership at www.gelssa.com.

Mississippi Electronic Security AssociationPhone: 601-668-0528Website: http://www.ms-esa.com/Facebook: Mississippi Electronic Security Association

STATE OFFICERS AND CONTACT INFORMATION

6333 North State Hwy 161, Ste 350Irving, TX 75038Contact: Donya WrightPhone: (502) 536-9372Email: [email protected] Website: www.ESA-KY.org

Georgia Electronic Life Safety & Security [email protected] - www.gelssa.com.

110 Horizon Drive, Ste. 210Raleigh, NC [email protected]

PO Box 1763Columbia, SC 29202(803) 252-0580 (877) 252-0580www.sc-esa.org

2017 SCESA Trade Show and Golf Tournament

October 25, 2017Charleston Harbor Resort & Marina 20 Patriots Point RoadMount Pleasant, SC 29464October 26, 2017Patriots Point Links Golf Course1 Patriots Point RoadMount Pleasant, SC 29464For more information, please visit www.sc-esa.org or call 803-252-0580.

638 Independence Parkway, Suite 100Chesapeake, VA 23320 Phone: 800-538-2322 or 757-410-8064www.ESA-VA.org

of Florida

[email protected] Pollack, PresidentRick Seymour, Vice PresidentChuck Bellissimo, SecretaryKen Kupferman, TreasurerExecutive Director, Jill AccettaBoard Meetings are generally the 1st Wednes-day of each month at 5:00 p.m. EST. Subject to change.

EXECUTIVE COMMITTEECommittee Chair: Angela White

Vice President: Chris Mosely

Vice President: Dee Ann Harn

Vice President: Tim Creenan

Vice President: G. Thomas Eggebrecht, Ph.D

Secretary: Jon Sargent

Treasurer: Steve Paley

Immediate Past President: Marshall Marinace

ESA Executive Director: Merlin Guilbeau

Association Counsel (Ex-Officio): Bryan Lawrence

Membership InformationMike [email protected]

Alabama’s Security

Association

ALABAMA

Phone: 877-425-2576www.alabamaalarm.net [email protected]: Alabama Alarm Association

Louisiana Life Safety & Security Association208 W Gloria Switch Road Suite 112Lafayette, Louisiana 70507P – 337-886-7282F – [email protected]

NCESA is a chartered state association of the Electronic Security Association. Each organization represents business profes-sionals dedicated to the betterment of the electronic security industry throughout the state of North Carolina and the U.S. Member companies install, integrate, and monitor alarm, fire detection, video, and access control systems for homes, businesses and government agencies. Visit our website to find out why every electronic security business should be a member of these associations to under-stand the tremendous benefits and how NCESA and ESA are working to be the industry’s one voice. For more information, visit www.ncbfaa.net.

PUBLISHED FOR THE SOUTHEASTERN ELECTRONIC SECURITY INDUSTRY


We publish THE SENTRY monthly to serve the security industry in the southeastern states.

Send us your news, training schedules, event calendars, etc. Email to: [email protected]

www.snnonline.com Call for advertising information, rates & specifications.

800-490-9680

MEETINGSOctober 10

AAA CEU Day & Casino NightBirmingham, AL

October 11 AAA CEU Day, Statewide Meeting & Trade ShowBirmingham, AL

MEETINGSSeptember 13

MESA Clay Shoot & Golf Tournament Jackson, MS

September 14MESA CEU Day & Trade Show Jackson, MS

16 THE SENTRY SEPTEMBER 2017FROM THE DIRECTOR’S CHAIR ...

Bob Neely – Executive DirectorAlarm Association of Florida, Inc.

“Security is a strange thing, a myth that the brain allows in exchange for a brief moment of peace.”

― Alessandra Torre – American AuthorAs the fall season arrives, the summer time

business of the Alarm Association of Florida did not slow a single item. With state meet-ings for our members,

education and training development, classes on and off line and our association partners around the state, we have been and remain very busy. There is no doubt that our relationships with public safety and the private sector have been producing business fruit at an accelerated pace in the last few years. It took a long time to build the relationships and the trust for this to happen, but now it is paying dividends.

At the beginning of July, I had the privilege of attending the sum-mer conference of the Florida Police Chief’s Association. Once again, this year we co-sponsored the FPCA Wall of Honor along with the Security Industry Alarm Coalition. I was not disappointed in rep-resenting the AAF at the presentation of the induction awards at the conference, along with national SIAC representative, retired Deputy Chief Glen Mowrey.

This year it was the distinct privilege of the Alarm Association of Florida to sponsor the induction of Chief Karl Engel (posthumously) and retired Chief Dennis Jones to the prestigious Wall of Honor FPCA installation. The purpose of the Wall of Honor is stated on the FPCA web page:

“The purpose of the FPCA Wall of Honor is to distinguish former retired members of the FPCA or persons of distinction who made major contributions to the FPCA. This Wall will immortalize those persons who contributed greatly to the FPCA and will provide

important historical information to current and future FPCA members, families and visitors to headquarters.”

In addition, during the presentations at the awards luncheon and evening dinner several other current officers and Chiefs were honored for their exemplary service during the past year. It was extremely moving and greatly deserved

by these honorable people. I am providing a link to the FPCA awards page for the entire event here: https://fpca.com/awards. It is worth taking the time to read the explanations of their awards for bravery and courage literally under fire as they protect the public in their daily duties.

There is a movement afoot in the nation currently to stigmatize and denigrate the service and reputation of those police officers who pro-tect us daily from those who would do us harm. But there are literally thousands of men and women who arise every day and proudly wear their service uniforms and only hope they can return safely to their families each evening. They are hardworking, child rearing, God fear-ing and righteous Americans who uphold the law and believe in the Constitution. They respect each other and those they serve and they deserve so much better than they are being given at this time and place by the media.

It is time for all of us to act accordingly to protect our beliefs, our standards and our way of life, if we are to maintain the solid founda-tions that must endure; and we must protect and honor those who proudly serve. The Alarm Association of Florida has been a proud sponsor of these men and women and will continue to do so. As long as it is possible for this orga-nization to promote the better ideals of our industry and our country we MUST sup-port those who would protect and serve this nation in their struggle against criminal evil.

I would like to thank the Flor-ida Police Chiefs Association, Past President Chief Butch Arenal, current President Chief Kevin Lystad, Executive Direc-tor Amy Mercer, the FPCA Board of Directors and their over 1,000 members for their outstanding work and dedica-tion to the citizens of Florida. Also, please accept our thanks for the honor you have be-stowed upon us in allowing us the privilege of sponsoring your worthy award recipients.

18 THE SENTRY SEPTEMBER 2017EDITORIAL

If you have just started to read this article, I should quickly confess that this is not a Tom Clancy or Clive Cussler thriller. However, defending your company against cybersecu-rity risks and breaches has become a bigger responsibility for you than you may realize. Cybersecurity may sound intimidating to you, but there is help available and with some fo-cus and study you will be able to manage it.

With thanks to PSA Security Network, we will structure your analysis and plan into five sections.

1. Identify the problems:

a. Employee/Staff questions:When was your Staff last trained on cyber information and aware-

ness?When was your staff last trained on anti-phishing/social awareness

issues?Do you have any cyber security experts on staff or under contract?When browsing the internet or opening emails, is your staff aware

of cyber threat risks?b. Company Processes:Do you perform daily data backups and who is responsible?Is Personal Identifiable Information (PII), retained in any form?Is internal information data encrypted?

Is your Network scanned for breach or vulnerabilities on a scheduled basis?

Does your company carry cyber insurance and E&O coverage?

Does your company have an Information Security Policy and is the staff trained in it?

c. Product/Equipment Questions:Is there a Password management system in active

use?Does the company use a network firewall and inte-

grated monitoring tools?Does the company log affixed network equipment

and firmware versions?Does the company utilize a multi-network authentica-

tion login for access to network resources?Mitigation and Response as a function of yes/no

answers to the above:a. Employee/Staff Questions: Schedule training as soon as possible to rebuild

awareness and upgrade their sense of priority for cyber security. Annual training should be the minimum and documentation should be available to consider specific issues. There should be monthly training on phishing and internet management to keep skills sharp and prior-ity high.

b. Company Processes:Integrate with above training and consider posting a

“Don’t Get Hooked” poster in employee break area.c. Seek out a cybersecurity professional to work with

key staff. Create /buy software to provide security for the network including password protection, upgrades and updates. Ensure that no staff can affix a thumb drive or similar device to the company system.

The remaining four sections will be discussed in future issues, but the most important thing now is to get your staff involved and find a professional to assist you with the process. Unfortunately, the remaining sections will not be any more “thrilling” to read than this issue. But, you will find that cyber security prevention is a lot like alarm systems and signs when it comes to deter-rence.Tony Smith specializes in Merger/Acquisition advisory services for the security alarm industry. He is also past President of the CAA, licensed alarm dealer, and an active member of InfraGuard.com. [email protected]

Cybersecurity…A Dealer Perspective #3

By Tony Smith


AUTOMATIC FIRE ALARM ASSOCIATION

FIRE News

AFAA National Headquarters81 Mill Street, Suite 300Gahanna, OH 43230

AFAA Training Seminars AFAA continues to expand our benefits to members and provide

continuing training opportunities designed to enhance your skills. Through our regional delivery program, AFAA is committed to pro-viding training regionally in various part of the US and beyond.

Please check the AFAA training calendar (www.afaa.org) for a seminar near you. If you would like to host or sponsor specific training in your area or at your facility, please contact us directly at [email protected].

www.afaa.org 614-416-8076 [email protected]

StaffRandall L. Hormann - Executive DirectorJason Webb - Director of Industry RelationsEmily Bates - Sr. Administrative Assistant – Office Manager

Executive Committee President - William Koffel, P.E., Koffel Associates, Inc.Vice President – Rodger Reiswig, SET, Johnson ControlsSecretary – Susan Sadler, XtralisTreasurer – Rick Heffernan, SDiImmediate Past President – Jack McNamara, Bosch Security Systems, Inc.

AFAA DirectorsBob Baker, EBL Engineering John McGovern, Encore ElectricDavid E. Becker, SET, FESCO Tom Parrish, Telgian CorporationArt Black, Carmel Fire Protection Assoc. Larry Rietz, Jensen HughesJason Dupuis, Cintas Fire Protection Richard Roberts, Honeywell Life SafetyJim Loftus, Siemens John Ventrella, Red Hawk Fire & Security

22 THE SENTRY SEPTEMBER 2017CALENDAR 2017

INDUSTRY EVENTS 2017-2018

SEND US YOUR NEWSEditorial submittals:

Send your news releases to [email protected] Dates:

Send your Training dates (Title, Location, City, State, Telephone and Website) to [email protected]. Special Events:

Send your special events including conferences (Title, Location, City, State, Telephone and Website) to [email protected].

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ISC EastNov. 15-16New York, NY

CAA Winter ConventionNov. 29 - Dec. 2, 2017San Francisco, CA

ESA Leadership SummitFebruary 12-15, 2018Savannah, GA

SEPTEMBER13 .........MSESA Clay Shoot & Golf Tournament .........Jackson, MS14 .........MSESA CEU Day & Trade Show ...................Jackson, MS14 .........ADI Expo .........................................................Charlotte, NCOCTOBER10-11 ....AAA Fall Meeting & Trade Show ....................Birmingham, AL12 .........GELSSA Golf Tournament ..............................Dacula, GA19 ........ADI Expo .........................................................Louisville, KY21 .........GELSSA quarterly meeting .............................Macon, GA25-26 ....SCESA Trade Show and Golf Tournament ....Mount Pleasant, SC26 ........ADI Expo .........................................................Atlanta, GA

Please make your plans to attend the October 21 quarterly meet-ing in Macon. It’s been quite some time since we’ve had a meeting in Macon and we’re looking forward to visiting a “new” place!

The October meeting will take place on Saturday, October 21 at the Courtyard by Marriott in Macon, GA.

The GELSSA rate is $75 a night plus taxes and fees. THE CUTOFF DATE FOR RES-ERVATIONS IS FRIDAY, SEPTEMBER 29, 2017.

As always, you will need to contact the ho-tel directly and make your own reservations. Please don’t wait until the last minute as they are holding strictly to their cutoff date.

You will need to RSVP to Kelley Price via text or email: [email protected] or 770-547-9620.

September 14ADI ExpoCharlotte, NCwww.adiglobal.us

September 21Tri-Ed Fort LauderdaleInterlogix Training Seminar954-760-9151www.tri-ed.com

2017 TRAINING CALENDARSeptember 26Tri-Ed TampaInterlogix Training Seminar727-330-9200www.tri-ed.com

October 19ADI ExpoLouisville, KYwww.adiglobal.us

October 23Tri-Ed New OrleansInterlogix Access Control & Video Integration Training504-310-9290www.tri-ed.com

October 26ADI ExpoAtlanta, GAwww.adiglobal.us

333 Washington Boulevard, #431Marina del Rey, CA 90292

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P A I DPasadena, CAPERMIT # 740PUBLISHED FOR THE SOUTHEASTERN ELECTRONIC SECURITY INDUSTRY

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