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Casino System Leaves Nothing to Chance by Robert Grossman, Security Sales & Integration,
September
2007 --
The video surveillance installation
at Odawa Casino, located near the waters of Lake Michigan in Petoskey,
Mich., was such a project. The design included two control rooms and
auxiliary monitoring locations, encompassing a new casino, parking
structure, special events area and a remote waste water treatment plant. All
of it secured with full integration between video, access control and other
gaming systems. While I’d like to say I was pleasantly surprised, all of us
involved with this project genuinely knew it would succeed from the start. |
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Hybrid Systems are a Safe Bet for Casinos by Robert Grossman, Security Sales & Integration,
September
2007 --
While the odds at table games and
chances of winning at a slot machine are frequent topics for debate in the
gaming industry, one thing is certain: Casinos around the world, both
corporate and Native American, are in the midst of performing the biggest
upgrade since one-way glass was replaced with CCTV cameras. That upgrade is
the move to digital recording. |
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When Not Just any Integrator Will Do by Robert Grossman,
Campus Safety Magazine,
July/August 2007 --
As a CCTV and other security consulting
company that often works with hospitals, schools and universities, our goal
is to get as many qualified integrators so the process of bidding on a
safety and security project is competitive and the quality level will be
roughly comparable, regardless of the vendor selected. |
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Picking a Partner...Harmoniously by Robert Grossman, Security Sales & Integration,
June
2007 --
Last month’s column (“Matchmaker,
Matchmaker …”) focused on the first steps involved in choosing the right
integrator for your project. I reviewed the process of selecting prospective
bidders for your bid list and outlined how to ensure participation. As
promised, this month I’ll take the discussion to its logical conclusion:
supporting the bid process, evaluating the bids and selecting a partner. |
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Matchmaker, Matchmaker...by Robert Grossman, Security Sales & Integration,
May
2007 --
In operating a consulting company,
one of my challenges is to find suitable partners for our clients. It’s not
about arranging marriages (or other encounters); the aim is to identify the
right integrators to bid on a project.
The goal is to get as many qualified
bidders as possible to ensure the process is competitive and the quality
level will be roughly comparable regardless of the vendor selected. |
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Kick Off the Road to Success With a Meeting of the Minds by Robert Grossman, Security Sales & Integration,
April
2007 --
Most people agree that communication
is a major element behind the success of any team effort. The importance of
everyone understanding their participation in the CCTV project — functioning
as a team — and focusing on moving the project to a successful completion is
as universally praised as motherhood and apple pie.
However, the mechanics of ensuring
this happens is often left to chance or ignored until there’s a problem. A
key element for ensuring success on a given project is the project kickoff
meeting. |
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Deploy a 'Belt-and-Suspenders' Approach by Robert Grossman, Security Sales & Integration,
March
2007 -- However, at the enterprise
level there is an equal reemphasis on controlling entry and egress at
facilities, and we want to be sure we are addressing all areas of concern
for our readers. Because I often use events that are happening in my
consulting practice as topics for this column, the timing couldn’t be
better. We are currently involved in several major access control projects
and no doubt facing the same sort of issues that commonly affect you. In
fact, an issue that we’ve seen with three different clients in as many weeks
brings us to this month’s column. |
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IT and Security: Sharing the Sandbox by Robert Grossman, Security Sales & Integration,
February
2007 --
Much is being written about IP
video and network video recorders (NVRs), not the least of which includes
configuration, advantages, performance and features. If you are sold on the
concept and are thinking about deploying NVRs at your facility, there may be
one final hurdle you’ll need to overcome. One of the primary advantages of
an NVR-based system is that it uses existing infrastructure, open standards
and is very familiar to the IT folks. Unfortunately, that familiarity means
they will have an opinion as to how and where you should deploy the system,
and what restrictions will be imposed. In other words, you are not alone in
the sandbox any more. |
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New Year Offers New Opportunities
by Robert Grossman, Security Sales & Integration,
January
2007 --
Last year the January “Enterprising Solutions”
featured a look into the crystal ball — or in my case, the Magic 8 Ball —
with predictions for technologies and trends for the coming year. We jumped
the gun a little early and talked about that last month, but since January
is the month for predictions I thought we’d try a different kind of crystal
ball this issue. |
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Crystal Ball: IP to Flourish, but Analog to Linger
by Robert Grossman, Security Sales & Integration,
December
2006 --
The December issue of Security Sales & Integration is
distributed in tandem with the magazine’s annual 2007 Top 500 Industry
Resource Guide, which features the popular “Industry Trends and Challenges”
section. This industry assessment consists of “Top 5” lists provided by four
experts. Consider it essential reading. The topics include the top trends of
2006, plus industry challenges and predictions for 2007.In the spirit of
looking backward (and forward), I’d like to take a crack at the same items,
with a little more explanation. As an added bonus, we’ll take a look at my
“Gazing Into the Security Industry Crystal Ball” column from January 2006
(available online at www.securitysales.com) and see how I did. |
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Do Not Underestimate the Power of the UPS
by Robert Grossman, Security Sales & Integration,
November
2006 --
Now more affordable than ever, UPS units have become
an essential piece of equipment in myriad settings, from large data centers
to home entertainment systems. But nowhere is a UPS application more
essential than for security. In a day and age when most products incorporate
microprocessors and, therefore, require boot-up time, UPS units have become
even more critical. Consider a half-second loss of power to a system could
easily result in a reset time of several minutes or longer - an unacceptable
episode for equipment that requires 100-percent uptime, such as surveillance
cameras and access control systems. |
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Deliberating "Build Vs. Buy' by Robert Grossman, Security Sales & Integration,
October
2006 --
During my career, I have had the opportunity to work
for several different manufacturers in the electronic security field and
built consulting relationships with others as well.
One aspect common to all of these organizations is a
healthy internal debate over “build vs. buy” when it comes to new product
development. This month, I’d like to review the reasons for that
decision-making process and illustrate how you might benefit from a similar
line of thinking in your own organization. |
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Upgrade or Replace: Questions Abound to Flesh Out Answers
by Robert Grossman, Security Sales & Integration,
September
2006 --
The debate over whether or not to maintain, upgrade or
replace aging electronic security systems. Should you maintain the status
quo by performing maintenance and repairs? Upgrade a system (or portions
thereof)? Or just chuck it all and replace it? This is not simply a
technical question. For many it encompasses all areas of a security
operation and requires consideration of a number of factors. |
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Consultant's Notebook: The Nuances of Network
Video Recorders by Robert Grossman, Security Sales & Integration,
August
2006 --
An NVR is a system component that takes digital video
streams and stores them on an array of hard drives. It also presents these
images for later playback, archiving and manipulation. While this may seem
like the function of all digital recording systems, there is a distinction
between a NVR and a DVR. |
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Getting Video From Point A to Point B
by Robert Grossman, Security Sales & Integration,
August
2006 --
As the various technologies and associated equipment
change the landscape of the video surveillance industry, a byproduct of this
change seems to get little attention: signal transmission. Regardless of the
technologies used, it is still necessary to get a video signal from one
point to another, whether that signal be analog or digital, composite or IP
based. |
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Interview is Critical to Vendor Selection
by Robert Grossman, Security Sales & Integration,
July
2006 --
Last month, we discussed the increasing use of the RFQ,
or “Request for Qualifications,” process by end users in the CCTV business to whittle down the
number of consultants, integrators and even manufacturers they’re willing to
consider on their project. Often, the RFQ leads to a request that a proposal
for services is submitted, but there’s often one more step: the interview.
In fact, the interview is a critical part of almost every vendor selection
process. Sometimes it takes the form of a sales call, a meeting at a trade
show, or a telephone conversation, but there’s no escaping the need for a
personal exchange. |
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Writing and Responding to RFQs
by Robert Grossman, Security Sales & Integration,
June
2006
--
More and more CCTV projects are issuing “Requests for
Qualifications” (RFQs) to whittle down the number of consultants,
integrators and even manufacturers they’re willing to consider on their
project. Let's take a look at how to evaluate what data is meaningful as an
end-user and how much information a respondent may want to provide. |
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Getting Picky with Products
by Robert Grossman, Security Sales & Integration,
May
2006 --
Explaining the process to use when evaluating a
product: Analyzing Performance, Ranking Reliability, Understanding
Usability, Looking for Features, and Documentation. This process will help
in the CCTV business and in everyday life. |
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A 'Murphy's Law' Guide to Planning for
Disaster by Robert Grossman, Security Sales & Integration,
April
2006 --
To properly plan for the unexpected, it is essential
to go beyond the usual careful design and preparation and ensure that a
“Plan B” is always available when working with a CCTV System. |
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Sailing the Security Waters of Mystic Lake by Robert
Grossman, Security Sales & Integration,
March 2006 --
COVER STORY - An insider's look at the installation of
the Digital CCTV System installed at Mystic Lake Casino. |
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Narrowing the Field by Robert Grossman, Security Sales & Integration,
March 2006 --
Narrowing the field of prospective vendors and integrators
for the Mystic Lake Casino Digital CCTV System installation. |
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DVR Architecture - How Dumb is Your User? by
Robert Grossman,
Security Sales & Integration,
February 2006 --
The choice between PC-based and embedded digital video
recorders (DVRs) is often more difficult than it looks. See the differences
and how one better fits your overall CCTV system. |
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Keep Your Cameras Honest
by Robert Grossman, Campus Safety, January/February 2006
-- Many campuses now consider their CCTV system to be a critical part of
their operation — why not perform a regular audit of that system as well?
Types of audits are system functionality, system performance, preventative
maintenance. These audits would analyze your PTZ and fixed cameras, and the
overall performance of your CCTV system. (Also published in
Security Sales & Integration, December 2005) |
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Asia 100: Asia, Asia
Everywhere: Have you Had a Drop to Drink (Full Article),
A&S International,
January 2006 --
A discussion on Security Products and Manufacturers in Asia
-. (Quoted in Story) |
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Asia 100: Asia, Asia
Everywhere: Have you Had a Drop to Drink (Part Two),
A&S International,
January 2006 --
A discussion on Security Products and Manufacturers in Asia
-. (Quoted in Story) |
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Asia 100: Asia, Asia
Everywhere: Have you Had a Drop to Drink, A&S
International,
January 2006 --
A discussion on Security Products and Manufacturers in Asia
-. (Quoted in Story) |
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Gazing into the Security Industry Crystal Ball
by Robert Grossman, Security Sales & Integration,
January 2006 --
Using past trends (and a secret tool) to predict and analyze
the direction for 2006 regarding IP Cameras, Digital Recorders and other
facets of the Security Industry. |
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Performing a CCTV Audit
by Robert Grossman,
Security Sales & Integration,
December 2005 --
Many companies now consider their CCTV system to be a critical part of their
operation — why not perform a regular audit of that system as well? Types of
audits are system functionality, system performance, preventative
maintenance. These audits would analyze your PTZ and fixed cameras, and the
overall performance of your CCTV system. |
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Electronic
Security: Your Silent Partner Part Three of a Three Part Series by Robert
Grossman,
Information Security & Product Destruction, November/ December 2005
-- This article is the third installment in a three part series on
designing, selecting, and installing a video surveillance system. In this
article, the team that is needed to design and install a CCTV system will be
reviewed. |
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Trust Me
- A Guide to Honest Salespeople
by Robert Grossman,
Security Sales & Integration,
November 2005 --
A CCTV salesperson is at odds with the end user. As the
salesperson's job is not necessarily to help solve problems as it is to sell
a video surveillance system product. This column will help guide you to spot
the right salesperson to fit your needs. |
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Subcontracting - Friend or Foe
by Robert Grossman,
Security Sales & Integration,
October 2005 --
When hiring an integrator to install your video surveillance system, they
may not be doing the installation alone - they may hire subcontractors. Find
out how this can be positive and negative. |
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How to Set Up an On-Site Security Command Center
by Robert Grossman, Campus Safety, September/October 2005
-- When it comes to creating a security systems command center, campus
security professionals need to consider not only equipment and
functionality, but also design and aesthetics. (Also published in
Security Sales & Integration, September 2005) |
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Electronic
Security: Your Silent Partner Part Two of a Three Part Series by Robert
Grossman,
Information Security & Product Destruction, September/October 2005
-- This article is the second installment in a three part series on
designing, selecting, and installing a video surveillance system. In this
article, the team that is needed to design and install a CCTV system will be
reviewed. |
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The Secret of
Designing Security Control Centers
by
Robert Grossman,
Security Sales & Integration,
September
2005 --When it comes to creating a security system
command center, dealers and integrators need to take off their installation
hats and consider design and aesthetics. Find out the steps needed to create
a successful and productive
security hub. (Also published in
Campus Safety, September/October 2005) |
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Find an Easier Way to
Bridge the Gap with End Users by Robert Grossman,
Security Sales & Integration,
September
2005 -- Our goal of bridging the gap between CCTV manufacturers,
integrators and end users is still as important as ever, and you’ll continue
to find real-world, common-sense coverage of issues that concern all of
these parties. We’ll be focusing more on issues that apply to larger or more
complex systems and the special needs that these projects bring with them. |
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Get Customers to Stop Worrying and Love Digital
by
Robert Grossman, Security Sales & Integration,
August
2005 -- This article is less about the advantages
of going digital and more about overcoming the objections and trepidations
of customers to make it happen sooner, rather than later. |
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The
Softer Side of Upgrading to Digital by
Robert Grossman,
Security Sales & Integration,
August 2005
--We all know that digital video
brings new levels of features and performance to what were utility products
in the past. But the ability to upgrade these products and add features by
simply updating software has major implications. |
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Electronic
Security: Your Silent Partner Part One of a Three Part Series by Robert
Grossman,
Information Security & Product Destruction, July/August 2005
-- Many businesses install video surveillance to protect their assets,
document problems, reduce liability, and deter theft or other illegal
behavior. In the document and data destruction industry there’s another
tremendously valuable benefit: In addition to protecting your business, a
video surveillance system can become an extremely powerful sales tool. |
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Trade
Shows Offer End Users a One-Stop ROI by
Robert Grossman,
Security Sales & Integration,
July 2005
-- If you’re at all involved in making
technology decisions for your company or need to understand the options that
are available to you, there is no substitute for going to the right trade
show. |
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Big
Systems Need Help From Small Manufacturers
by Robert Grossman,
Security Sales & Integration,
June 2005 --
When planning a system or adding on to an existing project,
many end users and integrators are reluctant to involve smaller
manufacturers. |
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Birth of a Security Product
by Robert Grossman,
Security Sales & Integration,
May
2005 -- Every motion sensor, DVR, card reader,
control panel or any one of thousands of other electronic security and
fire/life-safety devices in existence today was once just an idea put forth
by one of our industry’s manufacturers. |
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Reps
Link Manufacturers to Integrators
by Robert Grossman,
Security Sales & Integration, May 2005 --
One of the most misunderstood links in the chain from
manufacturer to end user is the role of the manufacturer’s representative,
or rep firm. |
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Look
for the Hidden Costs in Contracts
by Robert Grossman,
Security Sales & Integration,
April 2005
--
A contract is there to ensure both parties understand and agree to the work
that needs to be done, that expectations are met and the end user gets the
value they are looking for. |
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Managers
Deal with Digital Data Dilemma by Robert
Grossman,
Security Sales & Integration,
March 2005
--
Let’s start with a basic premise that all recording media has a life
expectancy. With the exception of units that record using some sort of flash
memory — which can exceed the usable life of the product — most recordable
media will ultimately fail. |
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Casinos
Ride Digital Wave
by Joanne Friedrick,
Security Director News, March 2005
--
Analog video is becoming a "has-been" in the world of gaming surveillance.
(Quoted in story) |
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Be at the Service of Customers by
Maintaining Systems
by Robert Grossman,
Security Sales & Integration,
February 2005 --
Despite declining prices, electronics equipment continues to become more and
more reliable. That might make some forget that most electronic security
systems still need some level of care and feeding. |
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Make Skepticism Your Ally – Read Between the Lines By Gary Gazaway - Pelco
Press, Winter 2004 -- Time and again, when reading articles that
make reference to various aspects of the acceptability of video evidence
(especially digital) in court, one runs across such phrases as “the courts
prefer,”; “the courts tend to lean towards”; or “such and such a compression
scheme is preferred.” As well intentioned as these statements may be, you
can be sure that the more narrowly focused they are on any specific
technical attribute, the farther away they will be from what the courts
actually require. (Courtesy of Pelco,
www.Pelco.com ). |
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Building Connections to
Colleagues
by Robert Grossman, Security Sales & Integration,
January 2005
-- Everything is networking these days — from cameras to card
readers, computers to cash registers, it seems our whole world is networked.
How about you? Are you networked? |
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Checking References Takes A Personal Touch by Robert Grossman,
Security Sales & Integration,
December 2004
-- Surprisingly, few end users know what to check for when asking for
references — if they bother checking them at all. This is perhaps the
greatest opportunity to separate the winners from the losers, and easily the
one used least frequently. |
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Documenting Your System: Is There Such a Thing As Too Much Information?
by Robert Grossman,
Security Sales & Integration,
November 2004
-- When documenting a system installation, how much detail is appropriate?
The fact is, documenting a system is handled differently by all parties
involved and is driven primarily by what the end user requires, demands and
is willing to pay for. |
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Sophisticated Technology Still Requires Tech Support by
Robert Grossman,
Security Sales & Integration,
October 2004
-- When a product fails, the easiest solution usually is to replace it.
While this worked at one time, the convergence of reliable electronics,
product complexity and increasing amounts of environmental hazards make this
option far less effective. Tech Support is often still needed to save the
day. |
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Digital Done on a Grand Scale
by Robert Grossman,
Security Sales & Integration,
September 2004
-- The world’s largest casino
resort — Connecticut’s Foxwoods — undergoes the largest analog-to-digital
recording conversion ever undertaken. Without the luxury of downtime,
everyone associated with the project works as a single mind to pull off the
massive upgrade, which includes a new state-of-the-art control room. The
approach offers integrators a way to ease the transition to digital for
their customers. |
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Creating an Illusion of Security
by Robert Grossman,
Security Sales & Integration,
September 2004
-- When evaluating the ever-increasing arsenal of electronic and physical
security products at our disposal, it’s easy to lose sight of the primary
purpose of these products; to deter crime. |
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Warranties and Service Contracts: To Buy
or Not to Buy? by Robert Grossman,
Security Sales & Integration,
August 2004
-- We are in a golden age of electronics. Never have
there been so many features packed into products that cost so little and
work so well. And, since this trend has been building for many years,
there’s every reason to believe it will continue. Consider this when
evaluating service plans, extended warranties and maintenance contracts. |
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What the Sales Pitch Won't Tell You About
Digital Needs
by Robert Grossman,
Security Sales & Integration,
July 2004 -- Forget about pixels, file sizes and bandwidth for a
moment, and concentrate on the things that will matter when you justify your
investment. Your application will determine what is important to you and
what compromises you’ll make. |
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Even if It Ain't Broke, Old
CCTV Equipment Might Need Fixing
by Robert Grossman,
Security Sales & Integration,
June 2004 -- How can we justify a decision to upgrade equipment that
is perfectly functional but no longer state-of-the-art? Examining old and
new equipment’s functionality, cost, features and aesthetics can be an
eye-opener. |
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The Matrix Revealed by Robert Grossman, Security Sales & Integration,
May 2004
-Once the mainstay of video
surveillance and still one of the most sophisticated products widely in use,
the cross-point matrix switching system, or matrix switch, has come a long
way. On one hand, it is still the predominant method for routing video
signals around a facility. On the other, there are many products that have
taken large portions of its functionality.. |
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Everybody Loves a Showoff: Showcase Your Security System by
Robert Grossman,
Security Sales & Integration,
May 2004 --Many security end users are asked to give tours, allow
photos and otherwise promote the security awareness of their organizations.
For many, the natural inclination is to say no, but are you being paranoid? |
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2004 International Security Conference (ISC) West: March 30-April 2, Las
Vegas by Robert Grossman,
Security Sales & Integration,
May 2004
-- A commentary by SSI columnist Robert Grossman on his impressions of the
2004 ISC West. |
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How End Users Can Get Their Voices Heard
by Robert Grossman, Security Sales & Integration,
April 2004
--Sometimes, reason and realism are not enough: You might
need more than rationality to get what you want. As promised in January,
let’s look at some strategies for escalating the issues and making sure your
voice is heard loud and clear in those times when being reasonable doesn’t
get you far enough. |
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Consultants: Time to End the
Confusion
by Robert Grossman, Security Sales & Integration,
March 2004 -- Webster’s Dictionary defines a “consultant” as “a
person who gives professional or expert advice.” But, with that definition,
isn’t just about everyone a consultant? |
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Industry Changes Start With End User by Robert Grossman,
Security Sales & Integration, February 2004
-- A
review of how the products we use and depend on to keep our friends,
customers and property safe and secure have changed during the past
quarter-century. |
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What End Users Should Reasonably Expect
by Robert Grossman,
Security Sales & Integration, January 2004 -- Despite
the best of intentions, there is often a “disconnect” between the people
who design, manufacture, distribute, sell, and install electronic security
products, and those who specify, purchase and use them. |
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New Opportunities for 1-4 Door Access
by Robert Grossman,
Security Sales & Integration, October 2003 -- No
longer considered security accessories, small access control systems
incorporate sophistication and capabilities, opening up a wide range of new
applications. In fact, many larger systems are constructed from the
same building blocks as these entry-level systems. |
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System Hardening
by Robert D. Grossman, Security Products & Technology News, September
2003
-- A lot of time and energy goes into protecting a facility when a
video surveillance system is installed, but what about protecting the system
itself from vandals and would-be thieves? |
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Casinos Bet on CCTV and Win
by Robin H. Gray, Security
Sales & Integration, September 2003 -- Gaming establishments
all across the nation now realize that the latest surveillance technology
can protect them against customer cheating, employee misconduct, and
fraudulent claims better than ever before. As a result, many have already
adopted or are seriously considering state-of-the-art digital CCTV
equipment. (Quoted in story) |
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CCTV in the Real World: Giving Users What They Want
by Robert Grossman,
Security Sales & Integration, December 2001 --
An optimal CCTV system installation sometimes requires unconventional or
fresh thinking. Combining that with truly understanding your client, the
intended application, video technology, system design procedures, and future
needs is the ticket to achieving superior results. |
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Your Competitive Advantage: The Integration of Services
by Robert D. Grossman,
Security Sales & Integration, February 2001 --
A business' road to success and growth can be paved with an increasing
sense of disconnection and fragmentation among personnel. That's when a
company needs to observe its organization from a fresh perspective,
determining the different roles being played by the members of its team and
exploring how they can be better integrated. |
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CCTV Tech Update: Screen, Time Multiplexing Are Among Your
Recording Options by
Bob Grossman, Security Sales, July 1999
-- Column discussing video recording options
(analog and digital). |
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MGM Grand Doubles Size of Security Monitoring Center
Security Magazine, June 1999
--
Column discussing expansion of MGM Grand Las Vegas Monitoring
Center. (Quoted in story) |
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CCTV Tech Update: Y2K Will Not Affect CCTV Cameras by Bob Grossman,
Security Sales, January 1999 - Column
discussing Y2K issues with regard to CCTV equipment. |
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CCTV in the Real World: Designing Systems for People Who Use
Them by Robert D. Grossman,
Sound & Video Contractor, August 1997 --
Sometimes experts get so caught up in the features and buzzwords that they
forget an important element in any CCTV system: the people who use them. |
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What to Expect from Your Supplier
by Robert D. Grossman, Sound & Video
Contractor, April 1997 -- The sale is made, the system installed, and
something's wrong. Will manufacturer service and support save the day? |
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Training Classes for the Faint of Heart
by Robert D. Grossman, Sound & Video Contractor, February 1996
-- If you wonder why anyone would voluntarily
listen to your expert advice, here are some pointers that will give you
confidence. |
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Staying Small: The Integration of Services
by Robert D. Grossman, Sound & Video Contractor, February 1995
--
Integrating your employees into a team rather
than individual players can increase efficiency, profitability, and morale. |
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Troubleshooting for the Sleepless
by Robert D. Grossman, Sound & Video
Contractor, July1994 -- If you're up nights worrying about whether the systems you
install will work, here's some pointers that demystify the troubleshooting
process.
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A Well Oiled Machine
by Robert D. Grossman,
Sound & Video Contractor, February 1994 --
Motivating your employees can help the wheels of your
company run more smoothly and profitably. |
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Efficient Project Management
by Robert D. Grossman, Sound & Video Contractor, August 1993
-- You can't eliminate all of the surprises,
but a little thought and planning will eliminate the damage they can do. |
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Project Documentation for the End User
by Robert D. Grossman, Sound & Video Contractor, December 1992
--
A professional looking "owners manual" is
certainly beneficial to your customer, but it can also dramatically affect
your company's image, reputation, and bottom line. |
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Style and Function Combine in Bally's Garage CCTV System
by Robert D. Grossman, Sound & Video Contractor, August 1991--
With an in-house design, you can't refuse to renew a
service contract if a problem arises later. Planning for any eventuality and
designing for easy repair and upgrade become personal goals. |
