Security Systems News

MAR 2018

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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www.securitysystemsnews.com March 2018 SE c U r ITY SYSTEMS NEWS Commer C ial & systems integrators 14 briefs PSA to host exclusive education track during ISC West 2018 in Vegas WESTMINSTER, Colo.—PSA, one of the world's largest systems integra- tor cooperatives, announced it will host an education track with sessions and a workshop during ISC West in Las Vegas, Nev., April 10-12, 2018. The PSA education track will be held exclusively on Tuesday, April 10. Members of PSA Committees, PSA executive leadership team, and other industry experts will lead the six ses- sions that are included in the PSA Track. Focus areas include leader- ship, sales, cybersecurity, marketing, RMR, and project management. PSA President and CEO Bill Bozeman told Security Systems News that the education at ISC West and the new cybersecurity show that PSA recently launched with the Security Industry Association (SIA) and ISC Security Events (Reed Exhibitions, the global tradeshow company), are good examples of everyone coming together for the greater good of the industry. "It really isn't self-serving," said Bozeman. "If you want to do some- thing for the whole industry, you can't just do it with PSA, so the three of us partnering together can really make a difference, and I am really excited about this partnership." Security 101 ranked as a top franchise company WEST PALM BEACH, Fla.—Security 101 recently ranked in Entrepreneur magazine's Franchise 500 ranking. Placement in the Franchise 500 is a highly sought-after honor in the franchise industry, as evidenced by the fact that Entrepreneur received more than 1,000 applications this year, making it one of the com- pany's most competitive rankings ever. Recognized as an invaluable resource for potential franchisees, the Franchise 500 ranks Security 101 as 273rd for its outstanding performance in areas including unit growth, finan- cial strength and stability, and brand power. "This is the first time we submitted our name for Franchise 500 consider- ation and it's encouraging to rank so well among other established indus- tries," Corey Tyriver, director of mar- keting for Security 101, said in the announcement. "It validates security integration as an emerging trend and shows that a franchise model can be successful." Allied Universal makes buy in Philly Northland expands By Paul Ragusa CONSHOHOCKEN, Pa. and SANTA ANA, Calif.—Allied Universal, a leading facility services company and one of the largest security forces in North America with more than 150,000 employees, on Feb. 5 announced the acquisition of Covenant Security Services Ltd., a Philadelphia-based security firm that is a division of Covenant Services Worldwide. Terms of the deal were not disclosed. Allied Universal CEO Steve Jones told Security Systems News that Covenant is a great fit, as the company is well-established and respected within many verticals, most notably in the energy sec- tor where he sees tremendous growth long-range and possibly globally. "What really excited us about the deal it they are a very strong Convergint deal By Paul Ragusa FREMONT, Calif.—Northland Controls, a global security sys- tems integrator and managed services provider based here, recently opened a new office in Rochester, N.Y., which will be home to a technical training center with engineers focused on product testing and evaluation, as well as a redundant outsourced global security operations center (GSOC) to accommodate growing customer demand. CEO Pierre Trapanese pointed out that with companies such as Lenel and Bosch taking root in Rochester, and with the Rochester Institute of Technology and the University of Rochester right there, it was the ideal city for Northland's expansion. "We have a couple of highly skilled employees in Rochester, and we feel that the culture we have built here at Northland really aligns with what we are seeing coming out of Rochester," Trapanese told Security Systems News. "We are looking to develop future talent, with the idea of get- ting 20 to 50 application engineers in the pipeline so that five and 10 years from now we have great people who are trained from the ground up. So, access to those universities is key, and once they are trained, Rochester will become a technical support center for us." Trapanese said the office will train four to eight people at a time in six-month cycles. "By the end of the year we will have around six people staffed at the office, and it is designed for up to 12, so we will get to [that number] over the next few years." Northland CTO Henry Hoyne added, "This office will be our hub for Tier 3 technical support, as well as new security product testing and evaluation. We now have people dedicated exclusively to these services." In terms of overall growth, in a little more than a decade Northland Controls has grown from $1 million in revenue to $80 million. The company had 10 employees in 2005 and has more than 280 now. "Over the last seven or eight years we have grown approxi- mately 15 percent each year, closer to 17 percent in 2017," said Trapanese. "For 2018, it is about leadership development, so we are looking at what we do and how we can do it better, as well as how we can structure ourselves to be able to sustain our continued growth." SSN player—and have a high level of expertise working—in the energy and petro-chemical sector, which we felt was a tremendous opportunity," said Jones. "This also gives us some additional expertise so if there are international expan- sion opportunities beyond the markets we are in today, which are the U.S. and Canada, the energy and petro- chemical sector is one of those sectors that would lead us to that growth." All told, close to 2,000 employ- ees will be joining the Allied Universal team, including all of the security officers from the commercial security side and several from the management and leadership team, Jones noted. In addition to the chemical strategy for growth, which we will continue moving forward. And I am sure working with Ares we will come up with opportunities and areas for further expansion, geographi- cally as well as market- and solution-wise for our cus- tomers." Ken Lochiatto, CEO of Convergint Technologies, added, "Being our customer's best service provider is a lofty goal, and as such, we are con- tinually looking to enhance our ability to meet our custom- ers' need. The partnership with Ares Management allows us to maintain our growth strategy to further deepen and expand the portfolio of services we offer to customers." Moceri pointed out that Convergint has always had a financial partner—"This deal just continues the string of financial partners that we have had," he said. "We only entertain financial partners because we want to continue to build on Convergint's success- ful strategy and the incredible leadership team that we have had. Bringing in another finan- cial partner can help take us to that next stage of Convergint's evolution. If you look at our track record and our history, every time we have brought on a new financial partner, we just continue to accelerate the growth." Speaking of growth, Moceri said that Convergint is on pace to hit approximately $1 billion in revenue this year. "We will do that both organically and through acquisition as we have done the last four to five years," said Moceri. "We have a nice sales funnel and backlog of existing opportunities and a nice funnel of potential acqui- sitions moving forward as well. And we will continue to do what we have been doing from an acquisition perspective." Moceri is also excited about potential growth beyond North America. "One opportunity or area that Ares brings is they have a global footprint, so they have strong operations not only in North America but in Asia and Europe as well, so as we continue to build out our global footprint they are going to be able to help us to do that." SSN From a systems and technol- ogy standpoint, Jones said Allied Universal is "continually rolling out our new technology offerings throughout our customer base, while we continue to look for strategic acquisitions and focus on being a more comprehensive security solutions provider—not just pure labor." He continued, "For example, we have dozens of robots imple- mented around the country now and our remote video monitoring business continues to grow. Our new safety and security monitor- ing side of our business that we offer in our monitoring center, in regard to threats against our clients, is also growing tremen- dously. We see these as really an opportunity to try and find ways to bring additional services while using technology to do it in a more cost effective way." SSN and petro-chemical segments, in which Covenant has been a leading regional provider of guarding services since 1992, the company adds vertical segments such as commercial real estate, defense and aerospace, and manufacturing and utilities to Allied Universal's clientele base. Covenant rep- resents $80 million in annual revenue, with a cross section of major national clients and government accounts. Jones said the deal represents a great start for Allied Universal in 2018, after experiencing strong growth in 2017. "We had a great growth year … we grew 12 percent, both organically and through acquisition, so it was an exciting year and we are excited about 2018," he said. Continued from page 1 Steve Jones

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