2001 CSAA Mid-Year Meeting
The North
American Monitoring Technology Symposium and Exhibition (NAMTSE)
The Westin Savannah
Harbor Resort
One Resort Drive
Savannah, Georgia 31421
912-201-2000
Fax 912-201-2001
April 27-May 1, 2001
Table of Contents:
8:00am-5:00pm:
UL Seminar
(includes Continental breakfast and lunch)–Salon FUL Faculty
Underwriters Laboratories (UL)The Central Station Alarm Association (CSAA) and Underwriters Laboratories (UL) have developed a simplified and demystifying seminar to help Central Stations get and maintain their UL-Listing. Increasingly, law enforcement and fire organizations are requiring that an independent third-party organization, such as Underwriters Laboratories, certify that the central station meets all appropriate standards and codes for installation and monitoring. This certification will help you develop additional competitive advantages in your markets.
This one-day, hands-on seminar will answer your questions, provide networking opportunities with companies similar to yours and will partner you with a UL faculty mentor who will assist you through the listing process.
12:30pm-5:00pm
NAMTSE Golf Tournament
Club at Savannah Harbor (The Westin Savannah Harbor Resort)
Shotgun start at 12:30pm
7:30pm-10:00pm
Board of Directors Dinner
Boar's Head, Savannah, Georgia
(For Board members and spouses/guests only )
8:30am-9:15
Managing the Risk and
Expense of Hiring Decisions–Salon DPaul Norton
Business Development Director, Choice Point, Inc.People are one of a company’s most valuable resources and represent not only a tangible investment, but also an intangible asset to the business as well. Thus, the human element is of concern to management not only in the selection of good employees, but also in the security and safety of the company’s assets.
Due to the environment from which they come, applicants may represent not only a wide variety of backgrounds, but also a multiplicity of risks to the company. Learn how to institute a thorough screening and selection process in order to cull at least the obvious high-risk individuals.
How to Hire the Right Person–Salon E
Craig Leiser
President, Kismet Group, Ltd.Hiring of new employees is an ongoing challenge for any company in the security industry. This is particularly true of the central station. Learn techniques of advertising, interviewing, questioning, and performance testing to take some of the guesswork out of the process.
Use of Internet Technology to Modernize Central Station Operations–SalonF
Peter Lowitt
President, Lowitt Alarms & SecurityA panel discussion by major automation suppliers (DICE, Bold , MAS) as to how the use of the Internet can augment central station operations. Topics included will be e-notification, e-open/close reports, e-information exchange, e-communications with hand-held devices.
8:30-9:30am
Joint Insurance Liaison, UL Promotions Board & Standards Committee--Riverscape Room
Legal Affairs Committee--Moorings Room
9:15am-9:45am
Internet Monitoring–Salon D
David Roberts
Network Sales Engineer, Digital Monitoring Products (DMP)A brief overview of the features of the DMP Internet Monitoring Solution. Find out how today’s top banks and retail institutions are taking advantage of this new communications method; how Central Stations can save significant dollars, and increase the marketplace they serve, while delivering more revenue generating services to their customers.
How to Identify, Attract and Hire the Right People–Salon E
John Rose
President, N.E.I.S, Russell, Rose AssociatesWhether you have to hire five people per year or five hundred people per year, the process is the same. This hands-on, practical, common-sense approach will help you to write a position description, evaluate and analyze why people are leaving your company, determine the skills/talents needed, find the sources for these people, determine when to look for these people, set-up a process to manage this function (interview, screen, hire), and close the deal.
Finding the Best Deal for Long Distance and Local Exchange Telephone Service–Salon F
Speaker TBA
9:30-10:30am
Communications Committee--Riverscape Room
Education Committee--Moorings Room
9:45-10:00am
Coffee Break - Foyer
10:00am-10:45am
Dealing with the AIA and Other Non-Standard Contracts–Salon D
Alan L. Pepper
Partner, Mitchell Silberberg & Knupp LLPThis seminar will be a review of the benefits, pitfalls and burdens in using the non-standard contract forms of your customers and particularly the standard AIA contracts. This will include a discussion of their applicability to ongoing monitoring services, how these contract forms differ from traditional security services contracts, and how they can help or hurt you.
Interactive Video and Two-Way Monitoring Technology–Salon E
Cliff Dice
President & CEO, DICE CorporationThis seminar will discuss video monitoring, what companies can do to take advantage of this emerging technology and its effect on central stations, the proprietary market, and the public emergency response sector.
How Alarm Central Stations Could Potentially Monitor Websites, Servers, Routers and other Web-enabled Devices–Salon F
Richard D. Fiorentino
Co-Founder, Watchwire, Inc & American AlarmThe so called "new economy" Internet-based companies, as well as e-commerce expansion of "old economy companies, offer many new opportunities. This presentation will give the attendee a new perspective on the many opportunities as well as the technical challenges that must be overcome for successful market expansion into the monitoring of web-enabled devices.
10:30am-12:00pm
Joint Membership & Associate Member Liaison Committee--Riverscape Room
Private Sector Liaison Committee--Moorings Room
10:45am-11:30am
Document Retention: A Legal Primer–Salon D
David Chanin
Partner, Tannenbaum & Chanin, LLPConfirmation Before Dispatch–Salon E
Ron Schwartz
COB, Universal Atlantic Systems, Inc.Evaluating Central Station Operator Performance–Salon F
Speaker TBA
11:30am-1:00pm
Lunch Break-attendees on their own
1:00pm-1:45pm
How to Grow Your Own Supervisors: Identifying, Training, & Developing the Person–Salon D
Craig Leiser
President, Kismet Group, Ltd.The best supervisors and entry level managers come from within the organization. How do you identify those with potential? How do you "sell" them on the challenge? Can you train them in the skills? Is there a benefit in recognizing the inner person? What are your expectations and have you communicated them to the candidate?
Central Station-Based Access Control Administration–Salon E
Stanley Oppenheim
President, DGA Security Systems, Inc.MLR-2000, New Technology in the Central Station–Salon F
David Crawford
Sales Manager, Sur-GardAn introduction and explanation of the features of the Sur-Gard MLR-2000 receiver, how to use and benefit from DNIS-ANI-caller ID and TI Services.
1:00-4:00pm
Proprietary Central Station Forum-BY INVITATION ONLY--Savannah International Trade & Convention Center, Room 102:
Organizer: James Beaty
AutoZoneThird-Party Contract Monitoring Forum--Savannah International Trade & Convention Center, Room 103:
Organizer: David Avritt
President, SentryNetThis informal gathering of third-party monitoring companies will address issues of vital interest to this type of monitoring. Discussion will surround topics of good business practices, areas of growth, and areas of interest in the group.
UL Dealers Council--Savannah International Trade & Convention Center, Room 101:
Organizers: Bob Bean
Chairman, CSAA UL Promotion BoardIsaac Papier
Managing Engineer, Underwriters Laboratories (UL)The UL Dealers Council Forum is a formulative meeting to explore the formation of a council designed to support the efforts of UL and to determine how UL and CSAA can assist the UL-dealer industry.
1:45pm-2:30pm
Should a Central Station Become an Internet Service Provider(ISP)?–Salon D
John Judd
V.P., Executive Accounts, RadionicsThe Coming Digital Age–Salon E
Malcolm Pesner
Vice President, Alarme Sentinelle / Sentinel AlarmsDSL: What are the possible problems and fixes, the different type of installations, filters, & what the future holds. Formats: why we might not be getting all signals, reported problems, testing procedures. Modem Chips (uarts): do we need them, advantages, disadvantages.
Monitoring Over the Internet–Salon F
Ric Franzi
Vice President of Sales, Clearview NetworksDiscussion will focus on the use of Internet as a secure and monitored connection for central station monitoring. This will include a discussion of how to merge video, 2-way audio and alarm information over a single IP routable topology, including storage and retrieval of information.
2:30-2:45pm
Coffee Break - Foyer
2:45-4:00pm
Defining Excellence in Monitoring–Salon D
Richard Sampson
President, American Alarm & Communications, Inc.Automation & Accounting: Integrating Your Systems–Salon E
Michael Marks
President, Integral Technologies, Inc.Increase your bottom line and the value of your business by understanding how your Automation & Accounting Systems should work together. Learn how to maximize the return on your Central Station operations by integrating business management practices.
7:00pm-9:00pm
Opening Reception & Dinner–Harbor Lawn (If rain: Grand Ballroom-Salon A/B)
9:00pm-wee hours
Pub Crawl–River Street, Savannah
9:30am-10:15am
Direct to Fire Department Monitoring: A New Approach–Salon D
Jim Asselstine
President, Fire Monitoring Technologies International Inc. (FMTI)The session will describe a new technology providing direct to the fire department monitoring (DTF), which enhances response times by eliminating valuable seconds and minutes in the transmission of a fire signal to a fire department CAD system. By partnering with the providers of this new technology, monitoring stations can enhance their service to customers and preserve an important revenue stream from possible encroachment from municipalities and fire services.
GPS and the Monitoring Station–Salon E
William D. Twerdun
V.P., Pinkerton of CanadaGPS monitoring as an add-on service, the Pro’s and Con’s of providing the service, the liabilities, and the dynamics.
Attrition, Shrinkage, Cancellation, and Account Departure Will be the Death of your Company!–Salon F
Craig Leiser
President, Kismet Group, Ltd.The recognized value of an alarm company is the multiple of recurring revenue. The most serious problem in retaining this value is the loss of accounts due to any of many causes. Learn how to identify the causes, correct the problems, and retain your customers.
10:15am-10:45am
Central Station Operator Training: An Online Approach–Salon D
Speaker TBA
Remote Management: Viewing and Storage of Video via the Internet–Salon E
Bill Stuntz
CEO, GTSThe Internet and broadband connections have increased the access to CCTV cameras, improving their usefulness for security and opening many new applications, including remote business management and central station alarm verification. This presentation will discuss the benefits of these services and the process for installing the service.
Inside DSL--Salon F
John Judd
Vice President Executive Accounts, RadionicsDigital Subscriber Line (DSL) subscribers are estimated to grow from 1.97 million in the year 2000 to 12.2 million in year 2004*. What exactly is DSL? How is it Provisioned? What challenges and prospects does DSL present for Central Station Alarm Companies? This presentation a provides an up-close look at how DSL connections are installed and operate and surveys some of the many new opportunities DSL connectivity presents to alarm companies. (*Source: Gartner Group)
10:45-11:00am
Coffee Break
11:00am-11:45am
Managing the Risk and Expense of Hiring Decisions–Salon D
Paul Norton
Business Development Director, Choice Point, Inc.People are one of a company’s most valuable resources and represent not only a tangible investment, but also an intangible asset to the business as well. Thus, the human element is of concern to management not only in the selection of good employees, but also in the security and safety of the company’s assets.
Due to the environment from which they come, applicants may represent not only a wide variety of backgrounds, but also a multiplicity of risks to the company. Learn how to institute a thorough screening and selection process in order to cull at least the obvious high-risk individuals.
Where Have All the Margins Gone? ... To the Custom Installation Market–Salon E
Jason Knott
Editor, CE Pro MagazineSecurity companies need to take advantage of the high-margin custom electronics installation business that includes home theater and distributed audio.
Practical Solutions to False Alarms–Salon F
Paul Talley
Executive VP, Sales & Marketing, Vigilos, Inc.Our industry is wrestling with viable solutions to false alarm problems. Now Internet-based platforms can "glue" together intrusion, CCTV and access control hardware and allow operators to remotely view monitored premises and capture specific event data. With a completed view of the digital data, the central stations can provide new value-added services and minimize false alarms.
11:45am-12:30am
Should You Become A Local Or Long Distance Provider?–Salon E
Speaker TBA
Remote Video Intervention Monitoring–Salon F
Peter Bauer
President, International Video Surveillance, Inc.Central Station design considerations, interoperability design considerations, advantages of scaleable hardware and software. The importance of standards based communications and compression techniques. Communication over the switched networks, VPN, LAN, WAN and the Internet (TCP/IP). Types of RMR Services: Life safety, access control, disturbance and crowd control, loss prevention, remote access, remote video ID, building management, crisis and fire evacuation control, physical security, remote guard tours, hostage and terrorism control, burglar and hold-up verification, remote video recording and retrieval services.
12:30am-5:30pm
Exhibit Hall Opens-Salon A
12:30-1:30pm
Lunch served in the Exhibit Hall–Salon A
CSAA Virtual Tradeshow Overview–Exhibit Hall
Celia Besore
Director of Communications, Central Station Alarm Association
12:30pm-5:00pm
Board of Directors Meeting and Lunch–Harbor Ballroom A
4:30-5:30pm
"Stress Release" Southern-Style Symposia–Salon A, Exhibit Hall
Join us for drinks, snacks, and networking.
NOTE: All events will be held on Salon C unless otherwise noted.
8:00-8:30am
Continental Breakfast
8:30-9:30am
CSAA General Business Meeting
8:30am-10:00am
Spouse Breakfast (for paid spouses/guests only)–Riverscape
9:00-2:00pm
Spouse Tour and Lunch
Join us on our own private history tour of Savannah as we visit a Savannah house museum. Afterwards, we will have a special lunch at a private home, one of the most outstanding examples of Steamboat Gothic carpentry in the United States.
9:30-10:30am
Keynote Speaker
John Walsh
America’s Most Wanted (Invited)
10:30-10:45am
Coffee Break - Exhibit Hall, Salon A
10:45am-11:30am
Breaking Through : Motivating Your Supervisors and Managers
Samuel Del Brocco
President, PCI Communications, Inc.Your managers and supervisors—are they enthusiastic members of your team? Or are they demoralized, helpless, even cynical? Find out why today’s supervisors and managers have become so disengaged—and learn how you can take practical steps to inspire and motivate them through better communications.
11:30am-12:15pm
Williamsburg + 4 Years: Status of the Industry
Jim Covert
President, Cambridge Protection Industries, Inc.
12:15pm-1:30pm
Lunch served in the Exhibit Hall–Salon A
1:30pm-2:30pm
Opportunities for Alarm Companies in the Telecommunications Business
Moderator: Lou Fiore
Vice President, Technology, Detection Systems, Inc.Panelists: Ben Dickens
Partner, Blooston, Mordkofsky, Dickens, Duffy & PrendergastGerry Duffy
Partner, Blooston, Mordkofsky, Dickens, Duffy & Prendergast,Jerry O’Brien
ConsultantUnder the Telecommunications Act of 1996, most of the significant legal barriers to entry have been removed for the competitive provision of local telephone service. Many business deals in the telecommunications industry these days are, as a result, now focused on leveraging business opportunities from installed customer bases. The Alarm Industry is potentially well-positioned to take advantage of those opportunities, from being able to resell services purchased at a discount, to being able to tap into state and federal subsidy funds and being able to collect charges from other carriers.
2:30-2:45pm
Coffee Break, Salon A -Exhibit Hall
2:45pm-3:30pm
APCO Project 36: Retransmission Standards
Jeff Smith
Bold TechnologiesEd Bonifas
V.P., Alarm Detection Systems, Inc.Tom Lewin
President, Appropriate Data Communications, Inc.
3:30pm-4:15pm
Protecting Your Intellectual Property: Tradenames, Trademarks & Copyright Issues for Alarm Companies
Scott Caulkins
Partner, Cohen, Gettings & Dunham, P.C.John E. Gagliano
Partner, Cohen, Gettings & Dunham, P.C.The program will address the common intellectual property issues facing security alarm companies. The discussion will provide tips on how to protect your name, logos and symbols and written materials from piracy. The impact of the Internet on these issues will be a part of the presentation.
7:00pm-10:30pm
Theme Night: Low Country Cookout–Old Fort Jackson
Start the evening off with a unique view of Savannah as you paddle down the Savannah River on the Savannah River Queen Riverboat, a replica of the great paddlewheelers that once churned along the Savannah River. Our destination is Old Fort Jackson, a historic fort on the banks of the river dating back to 1800’s. The fort is ours for the evening with tours, historical guides, cannon firings and live 19th century music and dancing. Dinner will take us back to the "old time" with a traditional low country buffet.
NOTE: All events will be held on Salon C unless otherwise noted.
8:00-8:30am
Continental Breakfast
8:30am-9:15AM
Dealing with the AIA and Other Non-Standard Contracts
Alan L. Pepper
Partner, Mitchell Silberberg & Knupp LLPThis seminar will be a review of the benefits, pitfalls and burdens in using the non-standard contract forms of your customers and particularly the standard AIA contracts. This will include a discussion of their applicability to ongoing monitoring services, how these contract forms differ from traditional security services contracts, and how they can help or hurt you.
8:30am-10:00am
Spouse Breakfast (for paid spouses/guests only)–Riverscape
9:15am-10:00am
What the 911 PSAP’s Would Like to See the Monitoring Industry Do Differently
Steve Souder
APCO International
10:00-10:15am
Coffee Break -Exhibit Hall, Salon A
10:15am-11:00am
The Coming Digital Age
Malcolm Pesner
Vice President, Alarme Sentinelle/Sentinel AlarmsDSL: What are the possible problems and fixes, the different type of installations, filters, & what the future holds. Formats: why we might not be getting all signals, reported problems, testing procedures. Modem Chips (uarts): do we need them, advantages, disadvantages.
11:00am-11:45am
Anatomy Of A Disaster: The Real-life Story Of A Lawsuit That Could Have Destroyed An Alarm Business
Eric Pritchard
Partner, Tannenbaum & Chanin, LLPAnatomy of a Disaster is the real life story of a lawsuit against a central station alarm company, following a multi-alarm fire at a commercial building. The story is completely true, only the names have been changed to protect both the innocent and the not so innocent. The lawsuit took four years and involved 12 parties. Eric Pritchard, a partner at Tannenbaum & Chanin, LLP who served as lead counsel for the central station, will share the incredible story leading up to the loss. Benefit from Eric’s practical insights on how you can protect your central station. If you’ve ever lain awake a night worrying about losing your business, this is one story you won’t want to miss.
12:00nnon-1:30pm
Lunch served in the Exhibit Hall–Salon A
1:30pm-2:15pm
Connecting to the Future
Steve Winik
CTO, AdemcoNew system architecture will be presented that opens up exciting new service opportunities for the security industry. While the growth of the internet has broadened our potential horizons, it does not come without raising new questions. The serious issues involving authentication, encryption, secure remote access and plug and play configuration have been unified into a comprehensive, cost effective solution.
2:15pm-3:00pm
Influence of the Internet on the Security Industry – Part II
Albert Janjigian
President, Total Systems NetworkThe Internet will increasingly shape the future of our industry, both by opening new marketing opportunities and by changing fundamental processes that drive our businesses. Expanding on the discussion first begun during the CSAA Annual Meeting last fall, this session continues exploring key Cyberspace issues affecting our environment and influencing our day-to-day business activities.
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