Greg Schreiber

The first half of 2020 has been full of surprises, to say the least, and many of them directly impacted the physical security market. The COVID-19 pandemic created endless new challenges, and the physical security market has done our part to meet those challenges by adapting technology solutions such as thermal cameras and access control systems. In the second half of 2020, we can all hope for a return to normalcy, even if it is a “new normal.” In any case, technology will continue to play a big role. We asked this week’s Expert Panel Roundtable: Which technologies have the greatest potential to disrupt the security industry in the second half of 2020?

Products are the building blocks of the security industry. Historically much of the industry’s sales effort has been focused on highlighting product features and functionality. At the end of the day, however, an end user is less interested in the performance of any individual system component than in the system as a whole. Lately, the industry has embraced a changing sales approach by emphasising systems rather than products. We asked this week’s Expert Panel Roundtable: What are the benefits of a transition from selling security products to selling security solutions?

Even the most advanced and sophisticated security systems are limited in their effectiveness by a factor that is common to all systems – the human factor. How effectively integrators install systems and how productively users interface with their systems both depend largely on how well individual people are trained. We asked this week’s Expert Panel Roundtable: What is the changing role of training in the security and video surveillance market?

Back in the 1960s a lead engineer working in conjunction with the United States Navy for Lockheed’s Skunk Works team coined the acronym KISS, which translated to the design principle ‘keep it simple stupid’.  The KISS principle embraces the concept of simplicity, stating that most systems work best if they are kept simple rather than geared up to be more complicated. When it comes to physical security systems, this concept can also play a key element in its overall success. Secure work environments For years the tug of war in the security industry has pitted the need for a secure environment against the desire for technology that is convenient for users. However, finding a happy medium between the two has often seemed elusive. I believe you can design and have operational convenience at the same time as achieving high security" Jeff Spivey, a security consultant and the CEO of Security Risk Management, has this to say about it, “If there is an understanding of the security-related risks and their separate and/or collective impact on the organisation’s bottom line business goals, a resolution can be reached.” Jeff also does not think that convenience and high security have to be opposing each other. He says, “I believe you can design and have operational convenience at the same time as achieving high security.” Importance of secure access control The premise is that for organisations and spaces to be truly secure, they must be difficult to access. So, by its very nature, access control is designed to be restrictive, allowing only authorised staff and visitors to access a facility or other secured areas inside. This immediately puts convenience at odds with security. Most people will tolerate the restrictive nature of a controlled entrance using badge, card or biometric because they understand the need for security. When that technology gets in the way of staff traversing freely throughout the facility during the course of a business day, or hindering potential visitors or vendors from a positive experience entering the building, they become less tolerant, which often leads to negative feedback to the security staff. Enhancing corporate security Security consultants like Spivey and security directors all stress that understanding the threats and risk levels of an organisation will most likely dictate its physical security infrastructure and approach. All the technology in the world is useless if it is not embraced by those who are expected to use it and it doesn’t fit the culture of the organisation. Once employees and customers are educated about what security really is, they understand that they're not losing convenience, they're gaining freedom to move safely from point A to point B. Converged data and information shape new access options Migration of physical access control systems to a more network-centric platform is a game-changer for security technologies The migration of physical access control systems to a more network-centric platform has been a game-changer for emerging security technology options. The expansion of the Internet of Things (IoT), Near-Field Communication devices powered by Bluetooth technology, and the explosion of converged information systems and identity management tools that are now driving access control are making it easier than ever before for employees and visitors to apply for clearance, permissions and credentials. Wireless and proximity readers Advancements in high-performance wireless and proximity readers have enhanced the user’s access experience when presenting credentials at an entry and expediting movement throughout a facility. A user is now able to access a secured office from street-level without ever touching a key or card. Using a Bluetooth-enabled smartphone or triggering a facial recognition technology, they enter the building through a security revolving door or turnstile. A total building automation approach adds extra convenience, as well as seamless security, when access technology is integrated into other systems like elevator controls. A total building automation approach adds extra convenience and seamless security How to Meet Security Concerns at the Entry While security managers are charged with providing their facilities the maximum level of security possible, there is always the human element to consider. But does the effort to make people comfortable with their security system ecosystem come at a cost? Does all this convenience and the drive to deliver a positive security experience reduce an organisation’s overall levels of security? And if so, how can we continue to deliver the same positive experience including speed of entry – while improving risk mitigation and threat prevention? Door entrances, barriers Users can slip through the door or turnstile barriers while they are still open after a credentialed individual has gone through Let’s examine some of the various types of entrances being used at most facilities and the security properties of each. With some entrance types, there is the possibility for security to fall short of its intended goals in a way that can’t be addressed by access control technology alone. In particular, with many types of doors and barriers, tailgating is possible: users can slip through the door or turnstile barriers while they are still open after a credentialed individual has gone through. To address this, many organisations hire security officers to supervise the entry. While this can help to reduce tailgating, it has been demonstrated that officers are not immune to social engineering and can often be “talked into” letting an unauthorised person into a facility. Deploying video cameras, sensors Some organisations have deployed video surveillance cameras or sensors to help identify tailgaters after the fact or a door left open for longer than rules allow. This approach is not uncommon where facilities have attempted to optimise throughput and maintain a positive experience for staff and visitors. Security staff monitoring the video feeds can alert management so that action can be taken – but this is at best a reactive solution. It does not keep the unauthorised persons from entering, and so is not a totally secure solution. Optical turnstiles, speedgates Security staff should carefully evaluate its facility’s needs and consider the technology that is built into the door itself Security staff should carefully evaluate its facility’s needs and consider the technology that is built into the door itself. Not all security entrances work the same way. And, there will always be a balance between security and convenience – the more secure the entry, the less convenient it is for your personnel and visitors to enter your facility. For example, it takes more time to provide 2-factor authentication and enter through a mantrap portal than to provide only one credential and enter through an optical turnstile or speedgate. Perimeter protection So, it is an important first step to determine what is right at every entrance point within and around the perimeter. Remember that convenience does not equate to throughput. Convenience is the ease and speed of entry experienced by each individual crossing that threshold, while throughput relates to the speed at which many individuals can gain access to the facility. A more convenient entry makes a better first impression on visitors and is good for overall employee morale. Throughput is more functional; employees need to get logged in to begin their workday (and often to clock in to get paid), and they quickly become frustrated and dissatisfied when waiting in a long line to enter or exit the premises. Considering form and function when designing a security entrance can ensure that those requiring both high-security and convenience are appeased.

The statistics are staggering. The death tolls are rising. And those who now fear environments that were once thought to be safe zones like school campuses, factories, commercial businesses and government facilities, find themselves having to add the routine of active-shooter drills into their traditional fire drill protocols. The latest active shooter statistics released by the FBI earlier this year in their annual active-shooter report designated 27 events as active shooter incidents in 2018. The report reveals that 16 of the 27 incidents occurred in areas of commerce, seven incidents occurred in business environments, and five incidents occurred in education environments. Deadly active-shooter events Six of the 12 deadliest shootings in the country have taken place in the past five years Six of the 12 deadliest shootings in the country have taken place in the past five years, including Sutherland Springs church, Marjory Stoneman Douglas High School, the San Bernardino regional center, the Walmart in El Paso and the Tree of Life Synagogue in Pittsburgh, which have all occurred since 2015. Although these incidents occurred in facilities with designated entry points common to churches, schools and businesses, the two most deadly active-shooter events since 2015 were the Route 91 Harvest music festival shooting in Las Vegas that left 58 dead and the Pulse nightclub killings in Orlando where 49 perished. As Christopher Combs, special agent in charge of the FBI field office in San Antonio, Texas, said during a news conference following the August 31 mass shooting in Odessa, Texas that claimed seven lives: “We are now at almost every two weeks seeing an active shooter in this country." Active shooter incidents Between December 2000 and December 2018, the FBI’s distribution of active shooter incidents by location looks like this: Businesses Open to Pedestrian Traffic (74) Businesses Closed to Pedestrian Traffic (43) K-12 Schools (39) Institutions of Higher Learning (16) Non-Military Government Properties (28) Military Properties—Restricted (5) Healthcare Facilities (11) Houses of Worship (10) Private Properties (12) Malls (6) What the majority of these venues have in common is they all have a front entrance or chokepoint for anyone entering the facilities, which is why any active-shooter plan must include a strategy to secure that entry point. Situational awareness in perimeter and door security Preventing people with the wrong intentions from entering the space is the goal" According to Paul Franco, an A&E with more than 28 years of experience as a consultant and systems integrator focusing on schools, healthcare and large public and private facilities, that while active shooter incidents continue to rise, the residual effect has been an increase in situational awareness in perimeter and door security. “Certainly, protecting people and assets is the number one goal of all our clients. There are multiple considerations in facilities like K-12 and Healthcare. Preventing people with the wrong intentions from entering the space is the goal. But a critical consideration to emphasise to your client is getting that person out of your facility and not creating a more dangerous situation by locking the person in your facility,” says Franco. High-security turnstiles “Schools today are creating a space for vetting visitors prior to allowing access into the main facility. Using technology properly like high-security turnstiles offer great benefits in existing schools where space constraints and renovation costs can be impractical.” What steps should they be taken when recommending the proper door security to ensure the building is safe As a consultant/integrator, when discussions are had with a client that has a facility in a public space like a corporate building, government centre or industrial facility, what steps should they be taken when recommending the proper door security to ensure the building is safe and can protect its people and assets? For Frank Pisciotta, President and CEO of Business Protection Specialists, Inc. in Raleigh, North Carolina, a fundamental element of his security strategy is making appropriate recommendations that are broad-based and proactive. Properly identifying the adversaries “As a consultant, my recommendations must include properly identifying the adversaries who may show up at a client’s door, the likelihood of that event occurring, the consequences of that event occurring, determining if there are tripwires that can be set so an organisation can move their line of defence away from the door, educating employees to report potential threats and creating real-time actionable plans to respond to threats. A more reactionary posture might include such thing as target hardening such as ballistic resistant materials at entry access points to a facility,” Pisciotta says. Veteran consultant David Aggleton of Aggleton & Associates of Mission Viejo, California recommends that clients compartmentalise their higher security areas for limited access by adding multiple credential controls (card + keypad + biometric), along with ‘positive’ access systems that inhibit tailgating/piggybacking such as secure turnstiles, revolving door and mantrap if your entrances and security needs meet the required space and access throughput rates. Integrated solution of electronic access control Defining a single point of entry in some public facilities is becoming the new standard of care according to many A&Es and security consultants, especially in a school environment. This approach allows a concerted effort when it comes to staffing, visitor monitoring and an integrated technology solution. The bottom line remains: most buildings are vulnerable to a security breach A proactive stance to securing a door entryway will use an integrated solution of electronic access control, turnstiles, revolving doors and mantraps that can substantially improve a facility’s security profile. The bottom line remains: most buildings are vulnerable to a security breach, so it’s not a matter of if there will be a next active shooter tragedy, it’s only a matter of where. Enhancing access control assurance “There is no easy answer to this question,” says Pisciotta referring to how a secured entrance can deter an active shooter. “There have been at least two high-profile incidents of adversaries shooting their way into a facility through access control barriers. So, if the threat so dictates, a ballistic resistant might be required.” He concludes: “There is obviously no question that turnstiles, revolving doors and man traps enhance access control assurance. Electronic access control is easy to integrate with these devices and providing that credentials are secure, approval processes are in place, change management is properly managed and the appropriate auditing measures in place, access control objectives can be met.”

Security and systems integrators across the nation are recommending and providing long-term security solutions to their customers. But when it comes to physical security entrances, integrators can easily fall into the trap of simply fulfilling an end user’s exact request without much pushback. Why? We believe the complexity and variety of entrances available makes it difficult to consult on the best solution, but also because there are a lot of assumptions at play. 1) Ask questions to determine the correct security entrance solution There is confusion in the security industry on the meaning of the word, “turnstile.” End users, when requesting a solution, tend to use the word “turnstile” to describe anything from an old fashioned, 3-arm turnstile to a high-tech optical turnstile to a security revolving door. We encourage security integrators to ask questions to discover how their clients want to mitigate the risk of unauthorised entry or “tailgating.” This can help determine the correct security entrance solution to meet the end user’s goal and budget. By asking the right questions and offering true solutions, you can enhance a relationship built on trust and consultation leading to potential repeat business. Below are four physical security goals—crowd, deterrence, detection, and prevention—accompanied by the type of “turnstile” and its capabilities. This breakdown can help the integrator to confidently address an end user’s request for a “turnstile,” and then recommend a solution that truly fulfills their security goals. 2) Explore options for crowd control Typically seen in stadiums, amusement parks, universities, and fitness centres, tripod turnstiles are considered a low security solution for crowd management. Designed for counting employees or slowing down high traffic volume to collect tickets or payments, tripod turnstiles are built to withstand the most abusive of conditions. Here’s what security integrators should know about tripod turnstiles: Low capital cost, but high annual operating cost due to needed 24/7 guard supervision Lack of sensors can lead to defeat – turnstiles can be crawled under or jumped over without alarm/notification to guard staff Little to no metrics capabilities available – no sensors or alarms if defeated High throughput, handling 30 persons per minute in one direction Full height turnstiles are a tall, robust solution for perimeter fence lines, metro stations or parking garages 3) Choose an effective deterrent A physical deterrent to infiltration, full height turnstiles are a tall, robust solution for perimeter fence lines, metro stations or parking garages. While full height turnstiles do physically stop tailgating (an unauthorised person following someone in the next compartment), they have no means to prevent piggybacking. Two people in collusion can gain access through the full height turnstile by badging once and then squeezing into the same compartment. Here are some other things to note about full height turnstiles: Low capital cost, low annual operating cost Guard supervision is up to the user Little to no metrics capabilities available – no sensors or alarms if defeated Moderate throughput, handling 18 persons per minute in one direction 4) Ensure your chosen turnstile can detect tailgating A staple in lobby security to accommodate visitors, optical turnstiles utilise complex sensors to detect a tailgating attempt. Most models available today offer sliding or swinging barriers. A very common assumption in the security industry is that optical turnstiles prevent unauthorised entry, which isn’t true. In fact, once the barriers are open, a second user can slip through. Or, in the case of a wide lane for disabled use, two people can walk through side by side. In either case, an alarm is generated and supervision is therefore essential in order to respond swiftly. The cost of 24/7 supervision must be factored into the security budget. Here are some other points to make note of: Moderate capital cost, but high annual operating cost due to need for 24/7 guard supervision Sensors detect tailgating and sound an alarm for post-tailgating reaction, but turnstiles can still be defeated Moderate metrics capabilities available (for example, # times tailgating occurred, passback rejection) High throughput, handling up to 30 persons per minute in one direction 5) Determine prevention tactics for staff and visitor safety The entry solution of choice for Fortune 1000 companies, security revolving doors and mantrap portals completely prevent tailgating due to their working principle, ensuring the safety and security of staff and visitors. Commonly used at employee-only entrances, security doors are an unmanned entrance solution that cannot be defeated; sensors in the ceiling prevent tailgating (following in a trailing compartment). Optional piggybacking detection systems are also available (preventing two people in the same compartment from entering). The benefits of utilising a truly unmanned door are unparalleled: guard staff can be reduced or reallocated, and this entrance offers an ROI of just 1-2 years. Here’s more information security integrators should know about security revolving doors and portals: High capital cost, low annual operating cost due to no required guard supervision Sophisticated metrics capabilities available, allowing the end user to prove the value of their security investment Security revolving doors = 20 persons per minute, simultaneously in two directions; Security portals = 6 persons per minute in one direction Biometric devices and bullet-resistant glass can be incorporated for an even higher level of security As we’ve demonstrated here, “turnstile,” in the eyes of an end user, is a complex term that can range from a low security, crowd control solution to a high security, tailgating prevention entrance. Security integrators need to first accurately determine the security goals of their customers and then break down the “turnstile” barrier of confusion to recommend the best solution for fulfilling those goals.

All seven decision factors contribute to an effective physical security solution Installation of an effective physical security solution can enable end users to avoid serious mistakes. This article presents a comprehensive and consultative decision methodology to help end users make the best decisions about security entrance products for the long term. The decision-making process is based on Boon Edam’s more than 100 years of experience in installing thousands of entry solutions and talking to end users worldwide. Seven key decision factors The entrance solution decision-making process can be divided into two parts. During the before installation phase, initial purchase decisions are often weighted towards the factors Security, Aesthetics and ROI. After installation, however, and once there is no going back, Throughput, Training, Service and Safety play a more prominent role. By understanding the importance of each of the decision factors and considering all of them in the context of the final product decision, end users stand a much better chance of having the best overall decision-making experience that meets all their needs. While initially Aesthetics or Security often naturally jump out as paramount in the decision process, all seven decision factors contribute to an effective physical security solution. Let’s take each factor and walk through a more comprehensive decision-making process. A process that is more internally focused, as opposed to one driven by a contractor talking solely about price or an architect more interested in entries that meet superior aesthetic qualities. 1. Security features Security is typically the top driver in the buying decision, but do compare security features closely to ensure you obtain the right solution for your needs. Does the proposed entry solution offer these security features? Tailgating/piggybacking prevention Anti-climb-over detection (waist high entrance) or prevention (full height barrier) Support for anti-passback feature in the access control system Integration with any access control system Minimal false rejection rates (3% or less) The decision-making methodology process is based on Boon Edam’s more than 100 years of experience in installing thousands of entry solutions Are you familiar with false rejection and the impact on the overall acceptance of daily users of the entry solution? If authorised users are rejected by a security entrance too frequently this can lead to complaints across the organisation. So, it is important you get data on false rejection rates. 2. Throughput requirements Throughput affects users directly on a daily basis. Before you commit to a particular kind of entrance solution, carefully calculate the peak throughput requirements for your building and entrances: Are there shifts that create heavy flows of traffic at certain times of day or evening? Do you need one-way or two-way traffic at certain locations? Where will you provide access for the disabled or for large items? Does the security entrance allow for card stacking to maximise throughput? Does the security entrance use automatic or manual operation? In measuring and evaluating throughput, it’s critical to manually count the number of people entering and leaving an entrance in a short period of time, such as five minutes, during a peak busy period. Do not rely on access control numbers especially if swing doors are present, as tailgating is likely to be occurring and your count could end up too low. 3. Aesthetic entrance solution Aesthetics are important initially, but they should not trump Security, Safety or Throughput. The winning solution should meet aesthetic requirements without sacrificing the other key decision factors. One’s entrance may be drop-dead gorgeous, but if you have a line of employees and guests stacking up at the entry doors, they won’t be marvelling at the aesthetic appeal for long. Important aesthetic features should include: Architectural finishes Glazing options to complement any design/facade Workmanship and finishing Numerous top cover options for optical turnstiles Wide variety of product dimensions Important: Do not let aesthetics be the driving decision factor. A factor? Certainly, but only one of seven that must all be considered. 4. Return on Investment (ROI) ROI involves far more than the initial cost of the product. ROI factors to consider: Does the entry solution replace or reduce manned security ($114,000/year at $13/hour, for one guard, 24/7/365 coverage* Robust construction = Long product life Certified MTBF (mean time between failures) cycle data Energy savings * US Bureau of Labour Statistics, 2011 The average life of a security entrance product is 10-15 years. By weighing all the above factors, you are able to more accurately consider the true cost of making the buying decision. 5. Installation and maintenance training Training usually isn’t considered a major factor when choosing an entry product. However, since most manufacturers do not directly install their products, technical training becomes critical in creating successful service providers for end users. It adds considerable value during installation and in maintenance over the life of the product. Ask potential entry solution providers: Are installation, service, planned maintenance, and post-installation technical training available for installers of the product? Do you provide a certification program for installers to keep them trained and up-to-date on new technologies? What training methods are used: Hands-on factory and field training, pre-scheduled monthly webinars or private custom webinars? What are the training costs and are they included in the overall solution or do they cost extra each time? A comprehensive technical training and maintenance program from the manufacturer is critical to the long-term success of the installation and customer satisfaction. 6. Service offering Service considerations typically come last, or not at all, when making a buying decision. Yet, during and after installation the level of service directly impacts continued operations and ROI. Security, Aesthetics, ROI, Throughput, Training, Service and Safety play a prominent role in selecting a security entrance solution Look for these features in a comprehensive service offering: Nationwide and global certified distribution partners Phone support: What is the percentage of same-day resolution? Parts: What is the percentage of same-day parts fulfilment? Are parts shipped from overseas? Is installation project management available? Preventative planned maintenance agreements Consider the impact of a delayed installation, unsatisfactory technical support and delayed parts availability. Problems in any of these areas could drag on for days or weeks, meanwhile your building is vulnerable while entrances are shut down and nobody is happy. All because service was left out of the decision-making process. 7. Safety compliance Safety, too, is rarely discussed during the bidding process. However, it is the one factor that could quickly and tragically undermine the effectiveness and success of the project. Does the provider offer these safety features? Code compliance Meets all NFPA fire egress codes Audible and visual communication for users Added sensors to protect users from moving components Speed/torque controls that can be adjusted to meet site operating conditions Instructional media to train new users Ensure all above criteria are met as they apply for the physical security products and applications you are considering. Company culture In addition to the seven crucial decision factors discussed so far, there is one more factor to consider. Entry solution providers must understand your company Culture, and help you communicate the best way for your culture to adapt to a new security entrance. Some culture factors include: How much exposure have your employees had to security entrances (other buildings, around town, previous employers, etc.)? How do you think employees will feel about your new security entrance? How will you plan to achieve buy-in from employees? When and how will you communicate the upcoming changes in security entrances? Are there any special needs — service animals, pets, elderly or disabled users, frequent deliveries in large carts — to be considered? Are all stakeholders involved in the decision process including the facility manager who will own the entrances once installed? Has the CEO been in on the decision-making process, is it possible he or she might decide the newly secure entryway is far from the image they wish to project? Security entrance project – outcome The success (or failure) of a security entrance project must start and end with a comprehensive, consultative process that takes into consideration the full range of factors for discussion and ultimate decision. The decision-making methodology outlined here is such a process. One that will help ensure that the buyer will be just as satisfied, and probably more so, years after installation and not just when you’ve cut the ribbon on day one.

The first half of 2020 has been full of surprises, to say the least, and many of them directly impacted the physical security market. The COVID-19 pandemic created endless new challenges, and the physical security market has done our part to meet those challenges by adapting technology solutions such as thermal cameras and access control systems. In the second half of 2020, we can all hope for a return to normalcy, even if it is a “new normal.” In any case, technology will continue to play a big role. We asked this week’s Expert Panel Roundtable: Which technologies have the greatest potential to disrupt the security industry in the second half of 2020?

Boon Edam Inc., globally renowned provider of security entrances and architectural revolving doors, has published a new guide for security professionals. Entitled, “Closing the Security Gap”, the guide addresses the risks of failing to secure entry points across a facility, as well as strategies and best practices for mitigating unauthorised entry. By understanding how to secure a building’s entrances, professionals can implement a complete physical security plan that truly protects the well-being of their employees, physical assets, data and even brand reputation. Mitigating risk with secure entrances Once an intruder enters a facility, the list of potential business risks grows substantially, including catastrophic events such as violence, loss of life, and data breaches. As a result, facility entrances must be considered as part of a complete security solution during the planning phase. A secure entry mitigates risk as well as costly liabilities. This guide discusses the top three risks to an organisation, all of which are impacted to a high degree by the ability or inability of a physical intruder to gain access to the interior of a building. It also names security entrances as the only proactive solution to address the risk of unauthorised entry due to tailgating and piggybacking. The risk equation helps organisations assess their risk by identifying threats and vulnerabilities, as well as countermeasures Enterprise Security Risk Management “Closing the Security Gap” also discusses the importance of developing an ESRM framework, often created by identifying each factor in the risk equation. The risk equation helps organisations assess their risk by identifying threats and vulnerabilities, as well as countermeasures, arguably the most important element for ensuring a risk doesn’t turn into a liability. “The risk equation helps a company think about the threats and vulnerabilities unique to their facilities, and then decide whether or not the countermeasures they have in place are effective at mitigating those risks,” says Greg Schreiber, Senior Vice President of Sales at Boon Edam Inc. “This guide is essential for the security professional to understand the importance of securing the entry, and can then educate the C-suite on current risks and liabilities to address.” Deter, detect and prevent unauthorised entry In addition to discussing the importance of securing the entry, this free guide also explores how each type of security entrance fits into the three levels of security – deter, detect and prevent. With so many entry points around a facility, such as perimeter fencing, employee-only entrances and the main lobby, it is critical to understand your security goal at each level and which security entrance has the capabilities to fulfill that goal.

Boon Edam Inc., a global provider of security entrances and architectural revolving doors, announced that the company has hired a new Service Sales Manager and further expanded its national and enterprise sales teams to support continued strong demand for security entrance solutions in the Americas. With hundreds of entrance installations across the country, Boon Edam is committed to helping organisations keep their solutions running for many years with minimal interruptions. Al Vandine has come on board as a Service Sales Manager who will be recommending preventative maintenance and other service plans primarily in the New York City and Washington DC areas. Enterprise Accounts was an initiative started in 2013, and is currently managed by Greg Schreiber, Senior Vice President of Enterprise/Global Accounts. Access control systems Serving 20 years with Boon Edam in various roles, Glen has a great deal of knowledge when it comes to security entrances The team works in cooperation with Regional Sales Managers to ensure that enterprise customers receive superior service at all levels. Two new members were promoted from regional Business Development Manager roles to Enterprise Accounts Managers: Dave Whitis will cover the Southeast region and has over 25 years of sales and operations experience in the security industry, including an accomplished background in designing and implementation of access control systems. Dave has been with Boon Edam for 9 years and currently resides in Senoia, GA, a suburb of Atlanta. Glen Tracy oversees the Midwest Central region. Serving 20 years with Boon Edam in various roles, Glen has a great deal of knowledge when it comes to both security entrances and revolving door solutions. Glen works out of his office in Salt Lake City, UT. Improve customer service In addition, Joe Seagriff and Ted Lewis are now Directors of Enterprise Accounts for eastern and western North America respectively. To increase sales coverage and further improve customer service in the USA, Boon Edam has promoted new leadership and hired additional Regional Sales Managers (RSM’s) to deliver on-site entrance consultations in smaller geographic regions. JC Powell has been promoted to Vice President of Sales. He will be supervising 14 RSM’s across North America. JC started with the company in 2011 as an RSM and progressed to National Sales Manager for the South and West in 2016. JC has a background in construction and security sales spanning 21 years and lives in Dallas, TX. Management and consulting Scott is a security technologies veteran having served in several capacities from door hardware Brian Marshall has served as an RSM with Boon Edam since 2011 and has been promoted to Regional Sales Director responsible for training all RSM’s. Brian is based in Fishers, IN. Connie Winters is the new Mid-South RSM, covering the Carolinas, Tennessee and Arkansas. From thermal solution start-ups, to Fortune 500 technology companies, Connie brings over 25 years of business development, manufacturing, and sales experience to the Boon Edam team and is based in Raleigh, NC. Scott Bryan is the new Southeast RSM. Scott covers Florida, Georgia, Alabama, Mississippi and Louisiana. Scott is a security technologies veteran having served in several capacities from door hardware, to integration and more recently, management and consulting. He earned his BICSI certification as a RCDD. He also is an ASIS member and earned his PSP in 2010. Scott is based in Suwanee, GA. Physical security Scott Delk is the new Midwest Central RSM, covering the Dakotas, Minnesota, Iowa, Missouri, Nebraska, Kansas, Montana, Idaho, Wyoming and Colorado. Scott has over 26 years of experience in physical security, having held numerous positions with Stanley Security, ASSA ABLOY, Avigilon, Allegion and IDENTIV. Scott is based in Kansas City, MO. Wendy Stimac is the new Great Lakes RSM. Wendy covers Michigan, Wisconsin, Illinois and northern Indiana. Wendy’s 20 years of success in sales includes Panasonic Security and Johnson and Johnson. She is based in La Crosse, WI. Industrial and corporate customers Kathleen Schreiber is the new Midwest East RSM. Kathy will be covering Western Pennsylvania, West Virginia and Eastern Ohio. Kathy joined the Boon Edam Enterprise Sales Team in June of 2016 in the role of Entrance Analyst – Program Leader. Her prior success in sales included the oil, gas and physical security industries serving enterprise, industrial and corporate customers. Kathy is based in Pittsburgh, PA. Comprised of Inside Sales Representatives and Project Coordinators, the Sales Support Team is run by Chris Grabowski, the Director of Sales Support. His team works with Boon Edam’s regional RSM’s to ensure the success of the entrance order from purchase order to shipment. Gisette Suarez, Leif Reedstrom and Greg Hampton joined the team as Inside Sales Representatives, and Rhonda Welton has joined the team as a Project Coordinator.

Products are the building blocks of the security industry. Historically much of the industry’s sales effort has been focused on highlighting product features and functionality. At the end of the day, however, an end user is less interested in the performance of any individual system component than in the system as a whole. Lately, the industry has embraced a changing sales approach by emphasising systems rather than products. We asked this week’s Expert Panel Roundtable: What are the benefits of a transition from selling security products to selling security solutions?

Boon Edam Inc., a pioneer in security entrances and architectural revolving doors, announced that in alignment with their ongoing policy to certify products to North American standards, the Trilock 3-arm tripod turnstile models have been tested and certified to conform with UL (United Laboratories) Standard 294 and CAN/ULC S319 for Canada. UL Standard 294 and CAN/ULC S319 (the harmonised standard in Canada) are the prevalent industry standards for ensuring the safe operation of access control equipment in the United States and Canada. While all of Boon Edam’s products currently conform to CE (the European Union standard of safety and operation), the company continues to invest in UL certification for all door and turnstile products sold in the Americas to align with North American standards and ultimately streamline installation for their customers. Preventing tailgating in traffic conditions The 3-arm turnstiles rugged construction has provided a dependable way to deter tailgating in traffic conditionsThe Trilock 60 and Trilock 75 waist-high turnstiles have been a pair of reliable workhorses since the 1980s when they were built by Tomsed Corporation, a US-based company acquired by Boon Edam in 2005. These 3-arm turnstiles have been installed to control traffic in a wide variety of applications in the Americas including amusement parks, stadiums, public transit and universities. For many years, their rugged construction has provided a dependable way to deter tailgating in abusive traffic conditions, both indoors and out. Optional features like colour finishes, platforms and wheels, and coin collectors allow organisations to customise the tripod turnstiles to fit any lobby or brand. UL-certified and tested products “Today’s business climate places a premium on risk mitigation and Boon Edam has always emphasised safety around the globe,” says Greg Schreiber, Senior Vice President of Sales at Boon Edam Inc. “When our products conform with UL standards, our North American customers can know that a well-established, 3rd-party has rigorously tested them and confirmed they operate safely at any location.” UL was founded in 1894 and today helps companies demonstrate safety and confirm compliance. Services offered by UL include: inspection, advisory services, education and training, testing, auditing and analytics, certification software solutions, and marketing claim verification.

Boon Edam Inc., global manufacturer of security entrances and architectural revolving doors, is proud to announce the opening of a full-service Technology and Training Center in San Jose, CA. This is the second US-based location for the company outside of its headquarters in Lillington, NC; the first location, opened in 2015, is in mid-town Manhattan at 1140 Broadway Avenue in New York City. The address of the new Silicon Valley center is 2161 O’Toole Ave San Jose, CA. Boon Edam’s Technology & Training Center Opening a Boon Edam showroom on the West Coast enables more security professionals and architects to get hands-on with the company’s wide array of security entrance solutions. The new Center has the following Boon Edam products available for demonstration: Tourlock 180+90 – The top-selling security revolving door in the Americas renowned for preventing tailgating and piggybacking. Circlelock mantrap portals – combining piggybacking prevention with 2-factor authentication for sensitive interior locations. Turnlock 100 - full-height turnstile used as a deterrent at the perimeter fence line. Lifeline Swing and Slide - optical turnstiles with swinging and sliding barriers that combine tailgating detection with sleek design for supervised lobby applications. Each product is integrated with the latest access control and biometric authentication technologies, as well as VMS, IP cameras and visitor management systems. Visitors to the Center can see how different solutions work together to provide various levels of protection from unauthorised entry into facilities as well as witness the ease of authentication, monitoring and traffic flow. A sample of the technology solution partners featured in the Center are: Access Control: Lenel, Software House, AMAG, Honeywell, Hexicurity Secure Communications: Enclave VMS: AMAG, Genetec Card Readers: Essex, HID Biometric Readers: IrisID, Stonelock, MorphoWave The San Jose Technology and Training Center will also host complimentary technical training sessions monthly for local reseller partners IP Cameras: Bosch NVR Servers: BCDVideo Visitor Management: Soloinsight Hardware: LifeSafety Power Technical training on entrance solutions The San Jose Technology and Training Center will also host complimentary technical training sessions monthly for local reseller partners. Each training session will provide intensive, hands-on instruction about installation, service and maintenance for the company’s security entrance products “We’ve experienced tremendous growth in security entrance orders over the past 5 years to large, multinational companies, many of which are based on the West Coast,” said Greg Schreiber, Senior Vice President of Sales, Boon Edam. “Today we’re investing in that success to give these customers the opportunity for hands-on demonstrations and technical training of entry solutions. We’re excited to finally bring this high level of service to the West Coast.”

Boon Edam Inc., global supplier of security entrances and architectural revolving doors, is showcasing the company’s continuing advances in technology and customer support in booth #1715 at the GSX (formerly ASIS) exhibition in Las Vegas, NV from September 25-27. With the launch of their new Interactive Troubleshooting Guides for Security Entrances, a range of new partner technology integrations and the growing adoption of anti-tailgating and anti-piggybacking entrances by Fortune 50 Global companies, the company is advancing its position as the market leader in the Americas in security entrance solutions. Global security entrances supplier “Boon Edam has held the top position for security entrances in the Americas since 2012 according to IHS Markit reports,” said Greg Schreiber, Senior Vice President of Sales, Boon Edam, Inc. “Serving our customers and this industry with stronger, safer options for protecting entrances from tailgating and other unauthorised incursions will always be our first priority.” Boon Edam’s focus on providing unsurpassed support for its service partners was the impetus for the launch of the company’s new interactive troubleshooting guides. Created to help accelerate the diagnosis and problem-solving process for service technicians in the Americas, the guides are available to any registered technician with internet access and will greatly assist in performing service on three of Boon Edam’s most popular security products: the Circlelock mantrap portal, the Tourlock security revolving door and the Speedlane Lifeline optical turnstile series. Boon Edam at GSX 2018 Show attendees will be able to test drive a number of Boon Edam products first-hand on the show floor, experience their advanced tailgating prevention technologies, as well as their ease of use and convenience. Tourlock 180+90 and Circlelock security portal The Circlelock security portal prevents intrusion into the most sensitive areas such as data centers Several of Boon Edam’s highest-level security entrances will be featured in the booth, including the Tourlock 180+90, the Circlelock security portal, and the Circlelock Combi. Integrating Boon Edam’s best-selling security revolving door with an AMAG Symmetry card reader, the Tourlock 180+90 pairs access control integration with high bi-directional throughput to prevent tailgating and piggybacking without manned supervision. With the highest level of security available in an entrance, the Circlelock security portal prevents intrusion into the most sensitive areas such as data centers. The Circlelock demonstration incorporates two-factor authentication with an AMAG Symmetry card reader on the outside of the portal plus an iris scanning technology from Iris ID to confirm identity. Circlelock Combi half-portal Boon Edam’s newest entry, the Circlelock Combi is a half-portal that transforms an existing swinging door into a high security mantrap entrance that prevents piggybacking – saving both space and renovation costs. At GSX, the half portal will demonstrate two-factor authentication, using an AMAG Symmetry card reader plus facial scanning technology from StoneLock Pro. Lifeline Speedlane Swing turnstiles Also, on display is the New Lifeline Boost access control pedestal Other security entrances being demonstrated in the Boon Edam booth include the Lifeline Speedlane Swing, the industry’s slimmest optical turnstile, with MorphoWave touchless fingerprint technology from IDEMIA for high throughput with fast biometric identification. Also, on display is the New Lifeline Boost access control pedestal. The Boost is suitable for the integration of a variety of access control systems, ranging from card readers and barcode scanners to various biometric devices. BoonConnect IP-enabled software Booth visitors will also be able to learn about BoonConnect, an IP-addressable, proprietary software system providing diagnostic and configuration tools for the Tourlock security revolving door and Circlelock mantrap portal. Speedlane Open optical turnstile Once again, Boon Edam is the official turnstile sponsor of the GSX show. This year, the company is featuring the sleek Speedlane Open, a new, barrier-free optical turnstile designed for deterring casual intrusion attempts.

Boon Edam Inc. announces the launch of BoonAssist TQ, a new manual revolving door that provides an ease of use previously not available in manual revolving doors. BoonAssist TQ offers the unique combination of three features: “push and go” power assistance, speed control, and positioning, also known in the industry as quarter pointing. The new door was developed in response to customers asking for a revolving door that offers comfort, intuitive operation and safety, where an automatic revolving door was either too large or exceeded budget. BoonAssist TQ is also designed to serve a wider variety of applications owing to its increased available sizes, up to 10’ diameter and 10’ ceiling height, which provide a roomy compartment and increased user comfort.  The BoonAssist TQ difference Power Assistance – When a user pushes on a door wing, a low energy motor activates and, borrowing the kinetic energy from the user’s initial push, rotates the door to minimise further needed effort. Speed Control – When a door wing is pushed with excessive force, an integrated braking mechanism engages to ensure rotation speed remains within industry standards for safe passage. Positioning – After a user exits the door, it continues to rotate until it reaches “home position,” which is with its door wings pointed at each side of the throat opening. Positioning makes it easier for the next user and it also reduces air infiltration as much as possible. Two styles BoonAssist TQ is available in two styles to complement all types of building facades and branding requirements: BoonAssist TQM – Metal-framed construction with metal canopy, available in a variety of metal finishes, cladding or custom painted colors. BoonAssist Crystal – All glass construction with stainless steel fastening components that can be finished in other metals or custom painted colors. “The potential is unlimited in terms of the types of buildings and vertical markets that can benefit from this door,” said Greg Schreiber, Boon Edam Vice President of Sales. “The power assist feature allows it to be bigger, up to 10 feet in diameter. This means office buildings, smaller hotel chains, specialty retail stores, restaurants and even the larger convenience stores can offer greater passage comfort and use every single square foot of their valuable space because this door keeps the outside drafts out. They are also providing their customers and employees with the easiest, safest manual revolving door available. We’re calling BoonAssist TQ ‘the new standard’ because we believe soon everyone will expect these features—they’re not going to settle for less.”

Boon Edam hired Kurt Measom and Dale Gigandet for the USA and Juan Manuel Perez for southern Mexico Boon Edam Inc. recently announced the hiring of new sales staff and the creation of new roles and departments to meet continued high demand for its security entrance products and revolving doors. The company has experienced record sales in the past four years, much of the growth coming from the sales of security products to Fortune 500 companies. “Today’s large corporate customers are installing security entrances for a wide variety of applications in the US and globally,” said Greg Schreiber, Vice President of Sales. “With this strong momentum in sales alongside our mission to deliver outstanding customer service, we are taking this opportunity to develop new and roles and responsibilities with more focused levels of support and expertise. In addition, we are investing significantly more resources to meet the expanding growth we are experiencing in Latin America.” Effective immediately are the following new hires and re-assignments: In the USA – Kurt Measom, a 16-year veteran of the company and formerly the Vice President of Technical Services at Boon Edam, will now assume a new role as Vice President Technology and Product Support. Mr. Measom’s mission will be to drive product development to meet the needs of end users and dealers, including working closely with access control providers to develop enterprise-level integration solutions for Boon Edam products, standardised technology platforms, modular architectures and other technologies. Boon Edam has hired Dale Gigandet, PE, CPP, CISSP, as the new Business Development Manager for the Northeastern United States. Mr. Gigandet is a seasoned, 30-year veteran of the security industry having held sales and management positions covering access control integration and video surveillance, most recently for companies such as Eaton, Bosch, Xtralis and Securitas. Joel Johnson, the previous Business Development Manager for the Northeast, will focus on continued business development exclusively in the New York City Metropolitan area. "Today’s large corporate customers are installing security entrances for a wide variety of applications in the US and globally" The company has chosen customer service representative Mr. Joshua Jones to launch a new Aftermarket Sales and Services department. Mr. Jones will be focusing on assisting existing customers with purchasing parts, service contracts, and retrofits and upgrades for previously installed products.    Customer Service Representative Sara Harris has been appointed to the new position of Enterprise & National Accounts Customer Service, to support the efforts of Mr. Mark Perkins, Senior National Accounts Manager, in driving further business development with national and global corporations.  In Latin America – Boon Edam has hired Juan Manuel Perez from Mexico City as a new Business Development Manager for central and southern Mexico. Mr. Perez has over 15 years’ experience in the field of security, both integration and distribution, serving a variety of engineering, sales and project management positions covering access control, fire detection, closed circuit television, among others. Magdalena Reyes will continue to serve as Business Development Manager for Northern Mexico, based in Monterrey. Jeannette Sweat, previously working as Inside Sales Support for Latin America, has been promoted to Business Development Manager for Latin America and the Carribbean. Additional support for Latin America are Myriam Martin, Inside Sales, and Sam Nussman,Technical Services and Training for Latin America. All Boon Edam support and classroom training sessions for Latin America are conducted in Spanish.