Communicator
Volume XXIX Number 1
Connecticut Alarm & Systems Integrators Association, Inc. Publication • P.O. Box 7290 Wilton, CT 06897 • Tel. 203-762-2444
January 2009
Annual Meeting
Happy New Year
Wishing you health, peace
and prosperity in 2009
Thursday, January 29, 2009
6:15 p.m. Social Hour • 7:00 p.m. dinner meeting
February 26 Laurel View Country Club (dir. Pg.10)
Annual Keynote Presentation:
Membership Don’t Just Survive –
Learn How to Thrive in a Tight Economy”
Rochelle Carrington, President (bio below)
VENDOR DISPLAYS Second Wind Advisory Group
Watch for flyers...
Don’t let the economy dictate your future.
Find out why business professionals are using
Looking for talk of the “recession” as a reason
Program Chairman for 2009 – to take a fresh look at their businesses
and discover how to change their sales methods now,
How about you? to position their company for future growth.
Rochelle Carrington, Founder and President of Second Wind Advisory
In This Issue Group, Inc. believes that proper training in effective sales and sales
Schedule of Events................................. 3 management practices, can help professionals put “second wind” back
President................................................. 4 into their sales. She understands it takes long term training to be successful
Education Schedule................................ 6 and a strong finish is determined by dedication and practice.
Understanding Local Government ......... 7 Rochelle possesses over 16 years of experience in sales and sales
Selecting the RIGHT Power Supply ...... 8 management. She spent much of her career at the most highly regarded
Talking to Staff About Difficult publishing companies including Meredith Corporation, Hearst Magazines
Economic Times................................. 9 and Conde Nast Publication.
Police Services Night ............................. 9
Rochelle is an experienced professional in motivating the behaviors, attitudes and beliefs
Legislative Update ............................... 10
of a sales team, driving increased revenue generation and managing human capital. She is an
Laurel View Directions ........................ 10
accomplished speaker with expertise in all areas of marketing and sales, having trained and
Board Hi Lites ...................................... 12 coached sales professionals, sales managers, marketing and advertising professionals of both
Associate Members .............................. 12 large and small companies.
Welcome Aboard .................................. 14
Communicator • January 2009 • Page 1
Page 2 • January 2009 • Communicator
CASIA’s Next Events for 2009
Thursday, January 29
Annual Meeting
Communicator
Connecticut Alarm & Systems Integrators Association, Inc.
Laurel View Country Club (dir. Pg.10)
6:15 p.m. Social Hour;
PO Box 7230 Wilton, CT 06897 Keynote Presentation:
(800) 762-3099 (CT) • Fax (203) 762-9211 Don’t Just Survive - Learn How to Thrive in a Tight Economy”
Web site: www.casiact.org Rochelle Carrington, President
Charter State Association of the Second Wind Advisory Group
National Burglar and Fire Alarm Association, Inc.
Associate Member: Connecticut Police Chiefs Association
Member: National Fire Protection Association (NFPA)
President
Executive Committee
First Vice President Thursday, February 26
Bob McVeigh Jason E. Sokol
Security Solutions, Inc. Monitor Controls
12 Oakwood Avenue 178-180 Center Street Annual Membership
Norwalk 06850 Wallingford 06492
(203) 663-6850 (203) 269-3591 Back by popular demand....as keynote speaker
Email:bmcveigh@ssisystems.net jsokol@monitorcontrols.com Jeffery Zwirn, President
Treasurer Secretary IDS Research & Development
Dana M. Klesh Erik Turnquist
United Alarm Svcs, Inc Standard Security (attendees at Jeff’s presentation last year were so riveted we were asked
1087 Federal Rd PO Box 4005 to bring him back for an encore. New presentation; same expertise!
Brookfield 06804 Bridgeport 06607
(203)775-8788 (800) 341-4416
dana@unitedalarm.com eturnquist@standardoil.net Have you paid your 2009 membership dues yet?
Past Presidents We accept Visa, MasterCard
Walter “Harvey” Clark (2006-7) Mark Resko (1994-5)
Susan R. LaFond (January 2006) Robert Rossman (1992-3) and American Express
Richard G. Weiss, CPP (2004-5) Carl Spiegel (1990-1) Call Pat @ 203-762-2444 or send information
David W. Wilson (2002-3) Russ Fraser (1988-9) via private fax: 203-762-9211
Howard Friedman (2000-1) Horton Spitzer (1986-7)
Daniel Budinoff (1998-9) Irv Shiffrin (1984-5) or e-mail: premes@casiact.com
James Orvis (1996-7) P.W. Orvis, Jr. (1980-4)
Regional Vice Presidents
New Haven Fairfield Hartford
Stephen Goldberg
Alert Security Systems, Inc.
Andy Wilson
Fireworks, LLC.
Michele Fredericks
CT Home Automation
2009 MEETIng CaLEndar
308 Blake Street PO Box 97 36 Carol Drive CASIA meetings are held the last Thursday of the month
New Haven 06515 Cheshire 06410 Cheshire 06410 at Laurel View Country Club unless otherwise noted:
(203) 387-8332 (203) 271-7079 (203) 439-0776
steve@ fireworks_llc@cox.net michele@ March 26 General Membership Meeting
alertsecuritysystemsinc.com cthomeautomation.com April 30 Network & Integration Night
Litchfield New London/Middlesex Windham/Tolland
David Wilson Howard Legge Jeff Barter
May 19 (Tuesday) Fire & Code Officials Night
Berkshire Alarm Dynamark Protect America The Alarm Company June 18* Lobsterbake & Barbecue/Fairfield Beach
PO Box 879 1383 No. Main PO Box 270064 July 30 Annual Golf Tournament
Litchfield 06759 Waterbury 06704 West Hartford 06127
(860) 567-5267 (203) 757-1744 (860) 523-4226 Lyman Orchards
davidw@berkshirealarm.com howard@dynamarkct.com jeffalarmdude@aol.com September 24 General Membership Meeting
Associate Member Representatives
Todd Carson Linear Corp. (203)-499-8144 toddc@linearcorp.com
James Carey Speco (860) 271-1100
nOTE CHAnGE
Committee Heads October no CT meeting / see you at ISC East
Education Government Affairs Program november 5 Police Services night
Joel Kent Carl Spiegel
(860) 298-9769 (860) 442--2016 December 17 Holiday Party
Legislative Committee Chairman - John Yusza, Jr. (203) 269-3591 *third Thursday of the month
NEACC Representative
Paul Hoey (800) 645-9330 x355 Alt- Mark Resko (203) 377-5555
Other Important dates:
Connecticut Alarm & Systems Integrators Association, Inc.
Executive Director Legal Advice April 1 – 3 ISC West/Las Vegas, NV
Pat Shea Remes Buchanan Ingersoll www.iscwest.com
(800) 762-3099 (CT) Paul H. Jeges June 3 – 4 Northeast Security & Systems Contractors
Tel (203) 762-2444 • Fax (203)762-9211 (412) 562-8804
Expo sponsored by NEACC
Communicator
Judith Gould & Associates – Editor/Graphic Designer NEACC Golf (6/3) www.neacc.org
(203) 876-2355 • Fax (203) 878-9613 June 22 – 25 ESX / Baltimore, MD
judygould@sbcglobal.net
www.alarm.org
Communicator • January 2009 • Page 3
From the President
Happy New Year! station accounts with your billing accounts to see if all monitoring is being
billed correctly? Is it time to see if some accounts are being billed too little
Before we look forward, let’s take a mo- for monitoring? If you are well below the national average for monitoring
ment to look back on what was a year of ac- you may want to consider moving those customers up in small increments
complishments for the Association. but start now, don’t wait till next year. How up to date are your contracts?
• CASIA wins Charter Chapter of the Year If you ever plan on selling your business the value is directly related to
from NBFAA your contracts. If your customers are past the expiration date you will get
less for your business. Don’t rely on automatic renewal clauses to be there
• Executive Director of the Year goes to Pat for you, most contracts are getting away from renewals that go more than
Shea Remes month to month. Lastly look at your sales lead generation. Where did you
• John Yusza, Jr., Legislative Committee Chair, appointed to CT get most of your leads from last year, and what did you spend to get them?
Electrical Review Board If a lead source is costing you money you should know what your return
• Connecticut Chiefs of Police Association/CPCA adopts Model on investment is. Many business owners rely on seat of pants mentality to
Ordinance for Alarm Management endorsed by SIAC and CASIA judge lead sources, but this can be a costly mistake. Run the numbers and
spend more on the ones that work, and less on those that don’t.
• CASIA’s CEU program for State-mandated continuing education
gains largest enrollment to date. Be optimistic; be pro-active; be successful. I hope to see you at CA-
SIA events in 2009. Wishing you the best in the new year.
• CASIA’s education program exceeds projections thanks to Education
Chair Joel Kent’s, over-booked teaching schedule
Bob McVeigh
• Annual Golf Tournament fills the field at Lyman Orchards.
I bet you are wondering why you didn’t jump in and volunteer last year!
Don’t worry, 2009 volunteer opportunities have just begun and we are wait-
ing for your call. You don’t have to be a board member to be involved. Each
and every effort counts. You know where your strengths lie, we don’t. Please
don’t wait for someone to come and tap you on the shoulder. Give us a call if
you have an idea that would help the Association, and a willingness to join
in to get it accomplished. So much can get accomplished when everybody
does a little. Have you ever been told you are a good trainer? Don’t waste
that talent, contact Joel Kent or Pat today and sign up to become an NTS
instructor. Instructors are paid and the job comes with national recognition.
The need for instructors in the country is huge and you can put a feather in
your cap not many people have. If you do have the ability to lead, now is
the time to put your name in the hat for a board position. Jason Sokol will
be taking the helm as president in 2010 and many board positions will reach
the end of a two-year elected term. We need
new blood and new ideas. Your ideas! Don’t
wait for someone to ask you, put your hand up
and “Just Do It”. Who knows maybe you’ll be
writing this column in a few years.
CASIA’s executive board will attend the
January NBFAA Leadership Summit in Dal-
las. This opportunity will provide invaluable
leadership skills that will last a lifetime, not to
mention introduce them to the national leader-
ship. In turn, their professionalism and expertise
elevate the Association and what it has to offer
members. In a nutshell get involved in your in-
dustry and CASIA is a great place to start.
In the theme of looking forward, is this
the year you finally tackle the “to do” list for
your company? Does your filing system re-
semble your kids’ closet? Are your service
folders accurate? Are you filling out service
tickets for every service call you perform, and
are they being billed within 24 hours? When
was the last time you reconciled your central
Page 4 • January 2009 • Communicator
Communicator • January 2009 • Page 5
Education Schedule Spring 2009
*note: adequate pre-registration for all classes is required. Please register early.
State of Connecticut recognizes CASIA and nTS classes for “related studies”
when applying for your low-voltage license.
r nTS Level 1 Certified Alarm Technician
Fri/Sat/Sun March 20, 21, 22 8:30 a.m. – 5:00 p.m. (Noon / Sunday)
Members: $340 Non-members: $440 (lunch provided Fri/Sat)
Location: Tri Ed – 262 Quarry Road, Milford
r nTS – Advanced Burglar Alarm Technician (ABAT)
Fri/Sat April 24, 25 8:30 a.m. – 5:00 p.m.
Members: $290 Non-members: $390 (lunch provided)
Location: Eastern Distributing – 1435 State Street, Suite 90, New Haven
r nTS Class – Video System Technologies (VST)
Fri, Sat May 8,9 8:30 a.m. - 5:00 p.m.
Members: $290 Non-Members: $390
This two-day workshop teaches both theory and the practical application of Video Surveillance Systems. Exercises culminate in
actual system design based on a given specification and building plan. (FYI – Class covers 90% of the elements of NICET Level
2 Video).
Location: Tri-Ed – 262 Quarry Road, Milford
r nEC (national Electrical Code) Review Class. Prep class for State low-voltage license exam.
Lead instructor: John Yusza, Jr.
Sat April 4 8:00 a.m. – 5:00 p.m.
Members: $280 Non-members: $380 Includes: 2005 NEC book ($63 value) & lunch
Location: to be determined depending on class size (NH county)
COnTInUIng EdUCaTIOn rEQUIrEMEnTS FOr 2009
CaSIa IS a STaTE-aPPrOVEd “PrOVIdEr”
www.ct.gov/dcp
CASIA is offering four (4) dates for SUPER-7 CEU classes.
A one-day Class provides required seven (7) hours of continuing education for low voltage electrical license holders.
am is
Progr from One (1) hour of the class will be MAnDATORY Laws & Standards / Code / OSHA. Six (6) hours will be mixed
diffe rent industry-related material. CASIA’s education committee is finalizing the curriculum. Class dates listed below.
ers
all oth CASIA will provide reference materials, certificates and register your CEU’s “as complete” with the State.
Pick your date….and mark it on the calendar …
Save one Date: Thursday, April 16 / Saturdays, May 16 and June 13, Thursday, September 10
Location: Four Points Sheraton Hotel – 275 Research Parkway, Meriden, CT
Time: 8:00 a.m. to 4:00 p.m.
Specifics: Registration form being finalized
Cost: $135 includes lunch
Classes will be filed on a first-come, first-served basis.
note: registration form and full details will be posted on website: www.casiact.org
and in the Communicator soon.
FIrE-LITE aLarMS northford, CT –
Date Location Course Title
March 24 - 26 Northford, CT MiniScan
MiniScan Academy (3 Days)
A three-day training that begins with a half-day Basic Fire Alarm Technol-
ogy course covering the basic building blocks of modern conventional and
addressable fire alarm systems. It covers the primary and secondary functions
of a fire alarm control panel, various initiating and notification devices, digi-
tal communicators, waterflow alarm and sprinkler monitoring. The academy Kaiyan Chen
continues with training on Fire-Lite’s conventional and addressable fire alarm Regional Sales Manager, Northeast
control panels. Product features, installation methods, programming and 800-235-9918 x 3055
troubleshooting are taught through practical hands-on exercises. kchen@monitronics.com
Installation and configuration of Fire-Lite’s IPDACT, a module that
enables the transmission of alarms from a fire alarm control panel via any
IP network line (i.e. ADSL, cable, Internet), is also covered.
Page 6 • January 2009 • Communicator
Understanding Local Government and the Lobbying Process
by Ron Walters
Probably no one that reads this article has ever considered themselves make arrangements for you to state your case.
to be a lobbyist. However, this can change in a heartbeat when legislation At this ,point, you need to be aware of how
is proposed that will impact you, your company or your customers. local officials make their decisions. If you’ve
For the most part, our industry is represented by national and state associa- ever participated in one of the NBFAA’s Washington lobbying trips, and
tions that speak for us at their respective levels. But what happens when you I highly recommend that you do so at least once, you know that our U.S.
are suddenly faced with an issue that is local in nature? You should be prepared Senators and Congressmen and women have huge staffs that research issues
to step up as an industry representative and work with government officials. and report how their “bosses” should vote. As you go down the government
In the hierarchy of laws, federal is at the top, followed by state issues hierarchy at each level, the assets available to the officials diminish. By the
and then local. time you reach those elected at the local level, many times they have no staff.
Ultimately what is done is the municipal employees report to their findings
Laws at the national level are typically interstate in nature – areas such on an issue to a specific committee or the full council. The person in charge
as taxation, violations of the Constitution and criminal acts that cross state of zoning reports on zoning issues; the Director of Public Works reports on
lines. Laws at the state level can be criminal but there are also a great many infrastructure issues, etc. If the issue you are working on involves an alarm
issues designed to protect the consumer. For example, licensing of alarm ordinance, the police chief will be the person that reports to the elected body.
companies could be handled at the state level. That said, you will not likely If the Police Chief is against the industry position, elected officials will nor-
see a statewide false alarm ordinance. Instead, the state law would likely mally vote with the Chief. If not, they are giving a vote of non-confidence
be enabling legislation. An example of enabling legislation would be “if a to the person they hired to run the Police Department. To get around this,
community wants to have an alarm ordinance they are allowed to require you MUST find a way to make your case prior to reaching a formal meeting
that a company have errors and omissions insurance”. where a decision will be made.
There are variances in some states but most local government in the You can only meet privately with elected officials on an individual
U.S. starts with the county which can pass criminal laws and ordinances that basis unless the meeting is open to the public. Most elected bodies hold
are only enforceable in that county.,??? (what is “it”) it varies from state to meetings where details on pending issues can be presented to the group
state, but most likely the County would enact laws tat are enforceable only in an informal environment. Again, these meetings must be open to the
within the County, and this could include a city that is located within the public but if you are going to attempt to present your position on a topic
county. They can be misdemeanors punishable by up to one year but cannot you will probably have to make prior arrangements to do so. Just because
be enforced beyond the county boundaries. There could be a county-wide the meeting is open to the public, it does not mean they have to take public
ordinance that affects the local alarm industry and would apply throughout comment. These meetings might be termed a workshop or working group.
the county, including every municipality within the county boundaries. Again, your best source for this information is the Clerk’s office. They can
The final level of law deals specifically with cities, villages and town- tell you how to go about requesting an opportunity to speak.
ships, where a local ordinance typically cannot be criminal in nature. It is Most legislation must go through at least two public meetings. Usually
at this level where the independent alarm dealer would most likely be “on the first meeting places or reads the legislation into the public record and
their own” to fight an onerous requirement. the last meeting will be to vote for or against it. At a minimum, one of these
Should you find yourself in a position where you will need to work an meetings will open the bill to public comment.
issue at the local level, the first thing that you should do is understand how When your issue does reach the point where it will be approved or rejected,
local government works. Most often it will come down to either a Strong there are some severe limitations on how much time will be given to public input.
Mayor or Strong Manager type of government. Usually the elected body Be prepared to state your case in somewhere between three and five minutes. If
will be run by a Mayor, who in some cases is elected to that position and there are a great number of people who want to comment, they may even limit
in other cases is appointed by the elected body. Occasionally you may have testimony to less than three minutes from each speaker. This shows just how
a Strong Manager form of government where the Manager runs the City important it is to do the work prior to reaching a formal meeting.
and is hired to do so, although this is more likely to be at the county level.
Council and commission members are elected. When you are testifying, don’t be surprised if you are asked questions
that you know you’ve covered in your previous efforts. Many times these
In today’s world, even the smallest municipality will have a web site. questions are coming from the individuals that support your position. In fact,
These sites contain a wealth of information and can usually include bios this is a good thing because the official asking the question is making certain
on officials, meeting schedules and agendas, and on occasion even an that it is heard by all in attendance and becomes part of the public record.
explanation of how government works for that municipality. An important
person is the City or County Clerk. These are usually full-time government You should remember that you are not really alone when working at the
employees who survive elected officials terms. I have found that almost local level. The state association should be there to assist you, and through
always this Clerk will patiently explain how the world turns for that elected the national associations there are assets such as SIAC that will show up
body. They are also many times the “gate keeper” for the elected officials and assist you with efforts involving alarm ordinances. I would caution you
and are good people to become friends with. that there can be variances from one area of the country to another. Make
certain that you find out exactly how it functions in your area.
Once you know who’s who in your city, set about finding out everything
you can about them. For the most part, they will have full-time jobs outside of As part of this process, you will gain an appreciation of how this country
their elected positions. They attend church, little league and PTA meetings, and was intended to run. To think that any citizen has an opportunity to speak for
have alarm systems. With a little work, you may find you either know them or or against a measure and be involved in the public process is really pretty
you know someone who does. The more you get to know an elected official, amazing. You may even be motivated to become more involved in your com-
the more likely you will be able to gain an ally to plead your case to. munity, and who knows, some day you may even run for office.
Ron Walters is a 27 year industry veteran and currently works for the Security
In an ideal world, you should attempt to find out which elected of-
Industry Alarm Coalition (SIAC). The opinions and statements here are his and
ficials own or run a business. They will have the most understanding of are not necessarily those of SIAC. Ron is a frequent speaker and instructor to both
business-related issues. You should first attempt to “lobby” these individu- industry and law enforcement audiences. He can be contacted at ron@siacinc.org,
als. If you can develop an ally they will walk you through the process and or by calling 954-431-4552.
Communicator • January 2009 • Page 7
Selecting the rIgHT Power Supply
By Gene Pecora, General Manager, Honeywell Power Products
If you think of all the video, access control, intrusion and fire systems and available ventilation should be considered so adequate air flow around the
protecting people and property every day, you may not immediately recog- supply will always be present.
nize that a low voltage power supply is behind every one. Without a func- Humidity is another concern for indoor rated supplies. The best units
tioning power supply these sophisticated systems simply will not operate. are rated for 90% or more relative humidity.
When a product specifier or integrator selects the right power supply, they
can insure the proper and reliable functioning of the system. Not choosing Some supplies are rated to withstand extreme outdoor conditions.
well is a critical mistake which impacts system operation, resulting in re- They are contained within a sealed enclosure which should be made from
works with the accompanying non-billable labor and liquidated damages. durable non-metallic polycarbonate material with stainless steel or brass
hardware. These tend to be mounted near loads such as outdoor cameras,
Our mission as specifiers & integrators and complement the professional appearance of modern outdoor domes.
The specifier’s role details the system’s functionality by describing
end use requirements. Time, experience and vision are a specifier’s value. Line Condition
They create designs that meet the needs of their customers in the areas of Most fire and security system power supplies are switching power sup-
budget, function and service life. A specifier or integrator’s reputation and plies. A switching power supply converts power from your AC line into the
success are tied to the total job. It’s not just a bill of materials; a speci- DC voltages needed to run your system. A typical switching power supply
fier’s product is a solution that turns information into real world systems, doesn’t draw its power from the AC line smoothly. It actually draws sud-
functioning 24/7. Ultimately, the goal is customers who stay satisfied over den gulps of current, creating uneven loads on your AC power lines. In the
the long-term. To do this we must strive to be the best solution providers, instances where you have a large amount of equipment utilizing switching
and select the best equipment for the job. power supplies, you can actually overheat wiring and trip current break-
ers because of the way they gulp power. Good supplies have circuitry that
Why is the power source so important? smoothes out the gulps to keep your AC line better balanced.
For the security industry, power quality is a big issue. A power supply
that is not suitable for a specific application has the capability of bringing a Installers know video equipment is susceptible to damage by transient
system to its knees. An improperly selected power supply can cause system voltages and surge currents. Noise problems are best handled by a distrib-
slumps and shutdowns, in addition to burning up expensive control units. uted power supply that has built-in protection for these types of events.
The most common issues that impact power supplies are: Higher quality supplies encompass sophisticated surge protection compo-
nents. The protection module inside the supply should employ the latest
• heat (too much of it) technology to manipulate these potentially damaging voltages.
• surges, spikes and other line transients
• ground problems These advanced modules have three stages of protection that work in con-
• voltage sags that under-supply input energy cert to either bar entry, redirect or absorb damaging energy. The first stage of
• over-drawing the supply, taxing it beyond its design parameters protection reflects energy back down the supply line, barring it from entering
• noise that reduces video quality the supply at all. The second stage rapidly re-directs errant voltages to ground,
while the third stage suppresses remaining currents and spikes. In addition to
Today’s power supply market is extremely competitive and replete shielding the power supply from this harm, the module also protects adjoining
with information that may not be fully digested by system specifiers. We equipment by connecting their feeds through its protection circuits.
all tend to look for amp and voltage ratings as a sign of an adequate power
supply and that is where some falter in the process of choosing wisely. Other Considerations
There is a better way. Three more elements should be considered when selecting a power sup-
ply. The first is safety. Safety – The selection process should preference those
Product Selection Criteria supplies comprising greater safety features, as the first objective is to keep the
First and foremost, a power supply should deliver clean, consistent power installer and system users out of harm’s way. Good supplies have fused power
to system components. There are several factors that influence this perfor- disconnects to cut primary power to the supply in the event of overload. These
mance to a varying degree: load condition, environment and line condition. disconnects also make it easier to service the power unit in a safe manner.
Load Condition Source of Product – The most trustworthy power products are developed
Specifiers should use calculators available from equipment manufacturers by manufacturers with a proven track record of quality and product solutions
to determine current needs and wire sizing for the system devices to be con- verified through rigorous testing. Power supply manufacturers that also produce
nected. The NEC (National Electric Code) says to load circuits to a maximum the control units for fire and security systems can better assure system compat-
of 80% of the rated capacity. A good rule of thumb is to size for peak demand, ibility, given their access to system design detail that is not publicly available.
not average loads, and to consider the power factor of loads. Many times peak
loading occurs at system startup or when all devices are operating at the same Ease of installation – Another important selection consideration is for
time. Remember to consider the likelihood of future system upgrades. Finally, products that incorporate features to speed installation and field diagnostics.
some experts say to add 30% to your answer as a safety factor. Business reasons for good Power
Environment There are good business reasons for taking the time and incurring poten-
Installers should de-rate power supplies based on the ambient tempera- tially greater initial cost to select the best power supply for the job. End users
ture of the installation room. Unless the manufacturer specifically states appreciate it when specifiers seek to enhance the margin of quality and raise the
the operating temperature range in the product’s technical documentation, performance of their systems. Power supply efficiency is also of interest to end
power supplies are generally current rated at room temperature, 20ºC. An- users; an efficient power supply can save money on every electricity bill, espe-
other piece of advice offered by experts would be to de-rate power output cially if these systems are running 24/7. Equipment with greater dependability,
5 watts for each degree the room ambient will be over 20ºC. easier serviceability, and faster installation and troubleshooting enhancements
provide a competitive edge to the integrator who uses it. These benefits allow
Also be sure to consider the room’s air circulation. Most supplies have vent- installers to focus on other areas that are in greater need of attention.
ing to liberate the heat generated from within the supply’s enclosure. This heat
should not build up around the power supply. Room selection, interior placement See Power Supply on page 14
Page 8 • January 2009 • Communicator
Talking To Staff About Today’s Difficult Economic Times
by Kevin M. Spagone
Reitman Security Search, p: (203) 488-6944 toll free: (888) 477-5613
fax: (203) 488-2012 www.reitmanpersonnel.com kevin@reitmanpersonnel.com
(do your employees feel secure in their jobs?)
Newspapers, TV, radio, internet and other media are filled with doom ship, be involved in the day-to-day operations, and remain positive while
and gloom about the recession. Every day we hear about the difficulty in providing honest feedback about what is happening in your organization.
the real estate market, bank and insurance company bailouts by the gov- It is important to note that if we do not talk about the 100-pound gorilla in
ernment, the failing of the auto industry, unemployment numbers climbing the room, it is potentially more anxiety-producing than is the gorilla.
and retail sales dropping.
Leadership requires facing tough issues. People look to leaders for
With this kind of news, it is not uncommon for even the best employees direction during crises. Having a direction and goals is most helpful.
to feel insecure and anxious about their jobs and financial security.
FaQ:
Studies show that employees who fear being laid off do not kick into Q. I’ve been submitting my resume to positions online, and am find-
high gear and perform. They focus on their needs, not on the good of their ing that I’m not getting many responses? What am I doing wrong?
company, and worse, begin to look elsewhere for a job with more stability
(or perceived stability). This is bad news for employers, especially if you A. The job boards are the least effective job search strategy. Think about it.
are talking about star employees. You compete with hundreds of others and you have little information.
Tough economic times are a fact of life. At a recent Reitman man- Use the job boards to research companies. Sharpen your search and only
agement meeting we openly discussed with our staff what this difficult apply to the few positions that specifically fit your skill set and experience.
economic news means for our organization. Network to learn more about opportunities to meet people in your field who
are knowledgeable. Professional networking sites such as LinkedIn can be
We began the discussion with acknowledgement of the fact that we are advantageous. Not only will this increase your chances of a response, but it
in a recession. We then talked about how we, as a team, should approach will decrease the frustration you experience with your search.
the next few months, and we determined the following:
• Have a mindset to succeed (ignore the negativity).
• Work harder and smarter than you ever have before.
• Don’t take shortcuts; pay attention to detail and quality.
• Take excellent care of clients and candidates.
• Work to truly understand what clients and prospective clients need.
• Understand that this recession will end, as they all have, and is a
powerful opportunity to gain market share in the upturn.
• We will communicate regularly as a team.
All that said, we can never guarantee anything-especially in tough
economic times. However, keep your staff informed, provide strong leader-
CaSIa honors glastonbury Chief Thomas J. Sweeney
as Police Person of the Year 2008
at the november 20, 2008 Meeting.
Chief Sweeney, Co-Chairman of the Con-
necticut Police Chiefs Association Private Security
Committee was presented this award for his intense
involvement in creating the new Model Ordinance
for Alarm Management adopted by the CPCA.
L to R: Ret. Chief Glen Mowrey, SIAC;
Chief Tom Sweeney, Glastonbury; Robert
Johnson, Glastonbury Alarm Administrator;
Jason Sokol, CASIA 1st VP
Communicator • January 2009 • Page 9
Legislative Update
by Elizabeth Gara
Gara & Markowski, LLC 25 Capitol Ave., Hartford 06106
Tel: 860-547-0566 Cell: 860-841-7350
E-mail: GaraLLC@hotmail.com Web: www.gmlobbying.com
nEW FaCES In THE LEgISLaTUrE
There will be 5 new faces in the State Senate when the General As- Although Governor M. Jodi Rell and some lawmakers have vowed
sembly reconvenes this year, with the Democrats holding a 24-12 veto- not to raise taxes, the last time the state faced a sizable deficit, a surcharge
proof majority. Incumbent Robert Russo (R-22nd, Bridgeport, Monroe, was imposed on the corporate business tax and a new tax – the Business
Trumbull) was defeated by challenger Anthony Musto (D). All four open Entity Tax – was imposed on LLCs and other small businesses. Also look
seats in the Senate, however, were retained by Republicans, with victories for the state to increase licensing and registration fees across the board and
by State Representative Kevin Witkos in the 8th Senate District, State Rep- possibly repeal tax credits, such as the tax credit available to employers in
resentative Toni Boucher in the 24th Senate District, Michael McLachlan in the construction trades who provide apprenticeship training.
the 24th Senate District and L. Scott Frantz in the 36th Senate District.
LICEnSEd COnTraCTOr ISSUES
A total of 26 new faces were elected to the State House of Representa- In addition to legislation affecting general business issues, there is
tives. House Democrats picked up 7 additional seats, boosting their num- expected to be discussions regarding the following issues:
bers to 114, while the House Republicans, despite defeating 3 incumbent
• Maintaining funding and tax credits to support apprenticeship training;
Democrats, dropped their numbers to 37.
• Consolidating or repealing certain occupational licensing categories
dEMOCraTIC LEadErSHIP ELECTEd to improve efficiency and reduce state costs;
Representative Chris Donovan (84th- Meriden) was elected as the new
• Requiring local building inspectors to check licenses and permits
Speaker of the House, and Representative Denise Merrill (54th-Mansfield)
and coordinate enforcement activities with the state Department of
was elected as the new Majority Leader. In the Senate, Senator Don Wil-
Consumer Protection.
liams (29th-Brooklyn) was re-elected as President Pro Tempore and Senator
Martin Looney (11th-New Haven) was re-elected as Majority Leader. • Requiring the State Building Inspector to adopt building codes in
a timelier manner to enhance public safety and better coordinate
BUdgET dEFICIT
training and enforcement relating to building codes.
Governor M. Jodi Rell called the General Assembly into special ses-
sion on January 2 to adopt a second deficit mitigation plan. House and
Senate Democratic Leaders, however, have decided that it makes more directions to Laurel View Country Club
sense to address the deficit after the legislature convenes in regular ses- 310 West Shepard Avenue, Hamden, CT 06514
sion on January 7. The legislature’s Office of Fiscal Analysis estimates www.laurelview.net 203-287-1988
that the deficit for the current fiscal year that ends June 30, 2009, will be
From the north or South/Interstate 91:
$391 million and also project that the combined deficits over the next two
Take I-91 to Exit 10 (Mt Carmel/Cheshire) Rte 40 (Exit 10 puts
fiscal years, starting July 1, 2009, and ending June 30, 2011, could hover
you on the Rte 40 Connector running from I-91 to Whitney Avenue,
near $6 billion.
Hamden). Take Rte 40 Connector to the end. Bear left at the fork. Take
2009 LEgISLaTIVE SESSIOn a left onto Whitney Avenue. Follow approximately 1.2 miles. Take a
In addition to grappling with a monster-size budget deficit, lawmakers right onto School Street. Follow through 3 traffic lights and take a right
will be considering a number of other issues this year. The AFL-CIO has onto Shepard Avenue. Looking at the YMCA. At the next light, take
already submitted a “wish list” of proposals to the legislature which would a left onto West Shepard. The Country Club is located a half mile on
roll back key workers’ compensation reforms and expand an employer’s the left.
obligations under the workers’ compensation laws. One proposal would
make employers responsible for workers’ compensation coverage for any From rte 15 – Wilbur Cross Parkway/Merritt Parkway:
independent contractors. In addition, there will once again be a push to Take Exit 60. Take a left onto Dixwell Avenue, the road will fork
mandate that employers provide paid sick leave for full and part-time after 5 traffic lights, stay left and head straight through the 6th stoplight,
workers, including apprentices. This bill was passed by the Senate last passing Sunoco on your right and Applebee’s on your left. This will
year but was not called for a vote in the House. bring you onto Shepard Avenue. At the fifth light, take a left onto West
Shepard Avenue. The Country Club is located half a mile on the left.
Michael F. Venoit Honeywell Life Safety
Luis Barros
National Sales Manager 12 Clintonville Road New England Regional Sales Manager
Power Products Northford, CT 06472-1653 USA Security Business Unit
(203) 484-6236 Direct 3825 Ohio Avenue
(203) 484-5366 Fax St. Charles, Illinois 60174
www.honeywellpower.com Direct: 203-272-1039
michael.venoit@honeywell.com Cell: 203-558-9172
Fax: 203-272-8943
luis_barros@systemsensor.com
Page 10 • January 2009 • Communicator
Communicator • January 2009 • Page 11
Executive Board Meeting Highlights CaSIa aSSOCIaTE MEMBEr’S LISTIng
…please support the vendors who support the Association
ADI – 800-233-6261
. new Applicant Associate Members – Speco Technologies and Alarm Central – 800-982-2010
Silent Knight / see Welcome Aboard pg. 14 Alarm Warehouse – 877-301-9912
Alarmax – 800-639-3605
. Education Classes – Policy recommendation: a student’s length of service Altronix – 888-258-7669
in the industry, licensing and apprenticeship status should not be discussed Anixter – 203-271-3600
during these classes. Bosch Security – 800-289-0096 x 4536
. nBFAA Leadership Conference – Attendees will include. Centra-Larm Group – 800-639-4068
McVeigh, Sokol, Klesh, Turnquist,. Kent and Remes. Connecticut Central Cooperative – 800-858-6435
Costar Video Systems – 203-265-2811
. 2009 Police Services night – New date of November 5, 2009 Crow Electronics – 800-438-2769
chosen to avoid conflict with annual FBI dinner. CSM/Criticom Monitoring Services – 866-844-6939
. Old Business / new Business –2009 Dues – free dinner bonus given Cynwyd International Corp. – 800-429-6993
to members who paid dues prior to December 31,2008 was approved. DMP – 800-641-4282
DSC – 888-888-7838
J. Barter raised the issue of central stations being classified as “Es- DynaLock Corporation – 860-582-4761
sential Service Providers” by the DPUC in order to receive priority Eastern Distributing – 800-221-0153
utility services in the event of outages. J. Yusza will follow up with Faraday (Siemens) – 516-242-2098
Lobbyist Betsy Gara, GE Security – 800-835-4546 x 555
GEM Electronics – 888-436-4195
Hayward Turnstiles – 203-877-7096
February 26 Annual Membership Honeywell Security Products – 800-645-7568
VENDOR DISPLAYS Honeywell Fire-lite Alarms – 203-484-7161 x 5670
Watch for flyers... Integrated Marketing Solutions – 781-593-7966
Linear – 800-421-1587
Metroguard – 800-495-0400
CaSIa adVErTISErS – Mid-Atlantic Representatives – 301-512-5910
MOrE FOr YOUr adVErTISIng $$$$ Midstate Battery – 860-243-0646
CaSIa will run a continuous loop video of Communicator ads Monitronics International – 800-235-9918
at general membership meetings to emphasize Napco – 800-645-9330 x 355
your products and services. NEXgeneration Central – 800-765-7403
Rapid Response Monitoring – 800-558-7767
Thank You loyal advertisers! Reed Exhibition Companies – 203-840-5530
Reitman Security Search – 203-488-6944
Repworks, Inc. – 800-777-7377
“Co-operative Alarm Monitoring”
Security Central – 800-228-2974
C ConneCtiCut Security Lock Distributors – 781-251-7226
C CentrAl SILENT KNIGHT by Honeywell – 800-328-0103
C CooperAtive Speco Technologies – 631-297-0173
C CorporAtion SRV Video – 800-647-1931 x 706
Supreme Alarm Screens – 203-262-1809
established 1992
System Sensor – 800-736-7672
35 Cold Spring roAd, Suite 122 Tane Alarm Products – 800-852-5050
roCky hill, ConneCtiCut 06067 Titus Management Group – 800-662-9178
(860) 257-6920 Tri-Ed Distribution – 877-874-3301
CArol denCe (in state) 1-800-858-6435 USA Central Station – 877-222-8118
executive director (out of state) 1-800-942-2906 Z Marketing – 800-330-1469
CROW Electronic Engineering, Inc.
Rich Giannattasio
Sales Representative
We Are Reinventing Security Technology 2160 North Central Road
Pet Immune PIRs Suite 301
Remote Video Fort Lee, NJ 07024
Access Control Telephone: 1-800-GET-CROW
Wireless Technology Facsimile: (201) 944-1199
Covert CCTV E-mail: crow@nisusa.net
Outdoor PIRs www.crowelec.com
Page 12 • January 2009 • Communicator
Communicator • January 2009 • Page 13
Power Supply cont’d from page 8
We could continue to provide a whole litany of reasons why power and economics are strong forces that will have an impact on fire and security
supply selection is so important, but the biggest incentive is that it will power systems in the long-term.
simply save money in the long run!
Our role as specifiers and integrators is to be the best selectors of product
regulatory and government Issues and to determine the most ideal long-term solution for our customers. We
On the regulatory front, Underwriters’ Laboratories has implemented live in a world of ever-changing regulations and government intervention
changes to the ANSI/UL 864 standards, cumulating in the release of the 9th that places additional conditions on a product selection process. Understand-
Edition of these fire alarm equipment requirements. Improvements to the power ing all the conditions that we will encounter will help us rise to the challenge
portion of many fire control panels are integral in obtaining product approval to of selecting the best and most appropriate power solutions available.
this updated standard. Your AHJs (Authorities Having Jurisdiction) will be on
the lookout for installation of 9th Edition product in the coming months.
By way of utility organizations, the government is aware that power supplies, Welcome Aboard
like the ones used in fire and security systems, consume energy around the clock.
As such, their cost of operation is affected by ever increasing energy prices. In
associate Members :
the future, much like electric lighting products, the energy consumption of power SPECO TECHnOLOGIES
equipment will need to be considered in addition to the expense of purchase and www.specotech.com
installation. We are already beginning to see this trend materialize. 123 Ledgewood Road, Unit 410, Groton, CT 06340
Rep: James Carey, National Accounts Manager
ENERGY STAR is a voluntary program of the U.S. Environmental Phone: 631-297-0173 Cell: 860-502-5241
Protection Agency and the U.S. Department of Energy, that’s working to Email: jcarey@specotech.com
save consumers money and protecting the environment through energy
efficient products. In January 2005, power supplies were introduced as a SILEnT KnIGHT by Honeywell
category for earning the energy star rating. Over 2.5 billion AC/DC power www.silentknight.com
supplies are currently in use in the United States alone. While the best 7550 Meridian Circle, Ste. 100, Maple Grove, MN 55369
power supplies are more than 90% efficient, less efficient models waste a Phone: 800-328-0103 Fax: 763-463-4252
portion of the electricity that passes through them. Michael Fischer, VP Sales
Today’s power supplies consume at least 2% of all U.S. electricity pro- Official Rep: Raymond Reilly
duction. More efficient power supply designs cut that usage, saving billions of Northeast Regional Sales Manager
dollars and millions of tons of carbon dioxide emissions per year. Legislation Phone: 203-823-7468 Email: ray.reilly@honeywell.com
Page 14 • January 2009 • Communicator
Communicator • January 2009 • Page 15
Associate’s Register
Bryan Ouellette
Regional Sales Manager
bouellette@tycoint.com
Digital Security Controls
3301 Langstaff Road
Concord, Ontario L4K4L2
www.dsc.com
Tel: 888-888-7838 Ext. 2693
DSC™ Cell: 603-327-7338
Fax: 603-458-2404
GE
Security
Chris Ferro T +1 413 534 0077
Territory Sales Manager F +1 413 534 4848
New England - U.S. M +1 413 530 2923
christopherferro@ge.com
www.gesecurity.com
12345 SW Leveton Drive
Tualatin, OR 97062
USA
WorldWide partner Ge Security inc. A nApco security group compAny
Prsrt Std
U.S. Postage
Connecticut Alarm & Systems Integrators Association, Inc. PAID
PO Box 7230 Wilton, CT 06897
Wilton, CT 06897 Permit No. 100
www.casiact.org
Address Service Request
Page 16 • January 2009 • Communicator