Integration debate rages at conference

Dec 1, 1998 12:00 PM, TINA D'AVERSA-WILLIAMS

The 1998 Securing New Ground conference focused on technology, systems integration and growth. While opinions differed on the state of security integration, one fact was undisputed: Technology enables industry growth. Technological advancements enable manufacturers to answer the call for open architecture, ease of use and reliability.

HighlightsAlbert Janjigian, vice president of STAT Resources, said 1998 has been a pivotal year for technology and integration on a global scale. Integration, open architecture, remote video, biometrics, the Internet, global positioning systems and wireless systems are driving growth in the residential, light commercial and industrial commercial security markets.Janjigian noted that 1998 has been an important year for manufacturers investing in technical research and development and partnering for global ventures. Marketing and branding are becoming more important to security suppliers across market sectors, he said.Mike Snyder, ADT Security Services president, challenged security suppliers to provide the quality and reliability demanded by end-users. Snyder believes a focus on the customer will make the security industry the "common carrier" for response-based services of any type.King Harris, Pittway Corp. president, said consolidation and changing technology have impacted the security services industry in three areas: better product design, mass customization in the manufacturing process, and streamlined distribution."Manufacturers must focus on better product designs with easier user interfaces," Harris commented. "There must be shorter product life cycles. Today's security products are software-driven, not hardware-driven. Investments are required for manufacturers to stay on top."Richard Mainey, director of security, Morgan Stanley Dean Witter, said he wants the following from suppliers: quality products, reliability, the human element, transparency (minimum inconvenience, maximum security), and one-stop shopping.

Integration debateIn Access Control & Security Systems Integration magazine's 1998 Security Systems Integration Trends report, more than one-third of the end-user respondents indicated their security systems are integrated and another 50 percent said they are moving toward integration. Integration often means breaking away from proprietary controls. As manufacturers move closer to open communications, systems integration will become more important.Debate in the industry rages on about the definition of complete integration. Meanwhile, various levels of integration are provided today through dealers and systems integrators, who link divergent products. Unfortunately for end-users, these systems are unique and customers become captive to the creator. Today, integration is moving to the manufacturers. Rather than shifting power to the supplier, it shifts power to the customer. Integrators can now focus on the customer's business issues and become advisors to manufacturers seeking input on end-user needs.Sensormatic Electronics president Robert Vanoreck predicts it will be five years before truly integrated systems are used in the industry, while George Broady, president of Ultrak Corp., expects tremendous integrated systems growth in 1999."A common message presented by conference presenters was that technology is enabling security providers to rise to a new plateau of business services," said Sandra Jones, producer and sponsor of the conference, which was held Nov. 5-6 at the Roosevelt Hotel in New York. "Suppliers at all levels are moving toward becoming the providers and custodians of crucial business information, not just the transmitters of alarm signals."

Sensormatic restructures

To address changing market conditions, Sensormatic is modifying its commercial/industrial (C/I) business.In Asia and Latin America, Sensormatic will combine C/I and retail divisions under John Smith, international operations president. In North America, Sensormatic will combine sales channels with product development and support. - Access control will be a full business unit with functions such as product development, sales and support.- A new video products division will consist of Robot operations in San Diego and American Dynamics operations in Pearl River, N.Y. The business unit will have a video sales force under Bob Gearhart, national sales director of the video products division. The video products business will be based in San Diego under Ron Nieman, who has been named president and general manager of the division.- The Boca Raton, Fla.-based CCTV products company, headed by Pedro del Sol, will supervise the central order entry and marketing departments, which will function for the access control and video products divisions as well. The central departments give customers a single point of contact.Cannellos, del Sol and Nieman will report directly to Bob Vanourek, president and chief executive officer.

More on Securing New Ground

Producers of Securing New Ground include Lehman Brothers, an advisor on security industry mergers and acquisitions; Sandra Jones and Co., a security industry consulting firm that helps clients bring products to market; STAT Resources, a research and consulting firm specializing in high-tech, security and building management industries; Mitchell, Silberberg and Knupp, LLP, attorneys, specializing in the security services sector; and ProFinance Associates Inc., consultants and investment bankers.For information on Securing New Ground, contact Sandra Jones and Co., 440-285-4444.

Offering analysis and commentary on the security industry at large, our goal is to keep readers informed of the market growth and forward move-ment within the industry. The column is written by Tina D'Aversa-Williams, publisher of Access Control & Security Systems Integration, whose background includes work inmarket research and analysis.

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