UL Seminar I – The Easy Way to Obtain & Maintain Your UL Listing, Pete Tallman, Section Manager, Underwriters Laboratories - NO OVERHEADS AVAILABLE

UL Seminar II – UL Sales and Marketing – Tapping Hidden Profits: Tapping Your Profit Potential with UL’s Certificate Program - NO OVERHEADS AVAILABLE

CSAA Disaster Planning & Recovery Seminar - OVERHEADS COMING SOON

• Disaster Strikes: Welcome and Introductions, Pam Petrow, Senior Vice President, Vector Security
• Creating a Disaster Preparedness Shell, Pam Petrow, Senior Vice President, Vector Security
• Telecommunications (inbound/outbound lines, phone switch, voice recorder, receivers), Carey McNeme, Network Multifamily
• Maintaining Systems and Software (software, servers, firewalls, networks, laptops, email, virus/worms/DSA), Ryan Harvey, Support Manager, BOLD Technologies
• Facility Considerations (damage to site, evacuation, bomb scares, alternate sites, utilities (water, sewage, electric, gas), natural disasters preparation - cs and business). Chuck Yorio, Acordia
• Expanding the Plan Beyond Central Station: Financial and Operational
  Concerns to Keep Your Business Viable (records, financials, billings, cash flow, insurance, contracts, employee files, payroll), Henry Edmonds, President & Founder, The Edmonds Group, LLC
• Legal Aspects of Having and Maintaining a Disaster Preparedness Plan, Eric Pritchard, Partner, Tannenbaum & Chanin, LLP
• Practice, Practice, Practice: Testing and Maintaining the Plan, Pam Petrow, Senior Vice President, Vector Security

Opening General Session:

• Am I Just A Dispatcher or Operator? Tony Harrison, President, The Public Safety Group - NO OVERHEADS AVAILABLE
• The Greatest Ideas of the Industry’s Greatest Thinkers, Ron Davis, President, Davis Marketing Group - NO OVERHEADS AVAILABLE
• Pace, Purpose and Performance - The Pathway to Greater Personal and Professional Success, Jeff Prough, President, Guardian Alarm Company of Michigan, Inc. - NO OVERHEADS AVAILABLE

(OPS) How to Prepare for a UL Annual Inspection – Pete Tallman, Section Manager, Underwriters Laboratories

Has UL called to announce that they will be inspecting your central station? This session will explain the objectives of the UL inspector for an annual inspection. You will learn to identify the key elements and how you can better prepare.

(S) Today’s Technology Landscape-Implications for Central Station Alarm Companies, John Judd, Director, Systems Integration Sales for Bosch Security Systems, Inc.

The central station business is a technology business. Value is provided to customers through technology in order to provide a variety of remote monitoring, administration and communication services. New developments occur almost daily that impact these services and provide new opportunities to leverage the resources in an alarm central station. This session surveys important technological developments that expand the central station company’s capabilities and revenue opportunities.

Factory Mutual Update-New Opportunities for C.S., Bob Elliott, Sr. Engineering Specialist, FM Approvals, an Affiliate of FM Global

(OPS) Telephone Etiquette for Outstanding Customer Service, Marcie Heron, Senior Operations Manager, Emergency Response Center, VOXCOM Security Systems

The majority of your customer communications are conducted over the telephone. Your service schedulers, installation coordinators, office staff and central station operators are the voice of your company each time they interact with a customer. Enhance the image of your company by applying the skills discussed in this seminar.

(S) Telematics and Location-based Services Opportunities for Central Station Alarm Companies, Cliff Dice, President & CEO, Dice Corporation; Steven Colwell , President, C3 Location Systems; Hank Goldberg, Sales manager, Monitoring Automation Systems

It’s no longer just about the protected premises — it’s also about the protected assets, and assets don’t always stay in one place. How can your company make money by monitoring things that move around? This session reviews ways your company can employ technology available right now to generate more recurring revenue and leverage your central station resources by providing monitoring services for mobile assets.

(FBM) Resolving the Reasons for Attrition, John Brady, President, TRG Associates, Inc.

How to identify and address the company-caused reasons for attrition. Bring your reasons for attrition and we’ll discuss solutions.

(OPS) Reducing False Dispatches and Central Station Activity, Pam Petrow, Senior Vice President, Vector Security; W. Rex Bell, Huntsville, AL Police Department

Alarm professionals and responding authorities are discussing terms such as non-response, second-call verification and enhanced verification throughout the country. This session will explain these different concepts and provide data on the successful implementation of these programs. Also, learn why what the police departments find to be effective false dispatch prevention techniques.

(S) New Developments in Access Control Technology, Brenton Scott, Executive Director of Business Development, HID Corporation

Access Control is the second most-dynamic growth technology in the security industry (behind CCTV). Learn new ways for your central station company to benefit from new credential technology, communications, remote management, and other developments in the access control market.

(FBM) Time & Task Management, Ken Krisby, Sucess Solutions

Everyone knows that in business “Time is money”. Efficient use of time is important in every area of your business but it is crucial in the sales and marketing departments. Everyone in your company can benefit from this motivational “time-management tune-up” conducted by .Ken Krisby. Take this first step in the process of controlling time to improve efficiency and reduce the stress and hassle of working against the clock..

(OPS) Performance Measurement, Anna Tate, Central Station Manager, AutoZone; John Flores, Customer Service Manager, Guardian Alarm; Andy Lowitt, Vice President, Lowitt Alarms & Security

Central stations have various methods of measuring the performance of operators, customer satisfaction levels, alarm traffic and many other aspects of our business. How do your measurement standards compare to others in the industry? Several companies will share what they measure and how they use that information to create a more motivated staff and higher levels of customer retention.

(OPS) Creating an Effective Central Station Operator Training Program, Fred Lock, Central Station Manager, UAS Inc. and Tracy Hemmerle, Assistant Central Station Manager, Vector Security

Do you have a formal documented training program for your central station operators? Too many central stations rely on on-the-job-training or working with senior operators to train new hires. Unfortunately, with these methods there is no way of guaranteeing that these individuals are exposed to consistent and accurate training. Two speakers with extensive training backgrounds will detail how to create a program and the elements that should be included.

(S) Master Your Clock, Master Your Day, Ken Krisby, Sucess Solutions

Everyone knows that in business “Time is money”. Efficient use of time is important in every area of your business but it is crucial in the sales and marketing departments. Everyone in your company can benefit from this motivational “time-management tune-up” conducted by .Ken Krisby. Take this first step in the process of controlling time to improve efficiency and reduce the stress and hassle of working against the clock.

(FBM) Business Training for Technicians, Andy Cole, Branch Manager, Vector Security, Inc.

System installation and service tasks are only a part of the responsibilities of a technician. Proper documentation, communication with internal and external customers, and active effort to identify opportunities to increase revenue, reduce attrition and minimize problems are also a part of the job. Tom Rogers shares approaches used at Vector Security to assist the Technician in developing a “businessman’s” view of his role in the industry, in his company and his responsibilities to the customer.

(S) Supercharged Security Systems Sales—How to be “The Best in the Biz”, Sharon Kenney, Sales Manager, Richmond Alarm Co.

Choosing the right mix of technologies to deploy and offer your customers is certainly an important part of strategically positioning your business, but a large part of your success continues to depend upon effective management of basic sales tasks and efforts. Professionals make it a point to brush up on the basics of sales and sales management. This session provides a valuable review of issues, such as how to recruit and who to keep, how to stipulate and measure performance, how to motivate and stimulate superior performance and other topics.

(OPS) Using Call Center Techniques in a Central Station, Elaine Paquette, Director of Client Services, VOXCOM Security Systems

Call Centers have been perfecting telephone customer service for years. What can we learn from this experience? See how you can apply proven call center techniques to improve telephone skills, motivate employees and provide excellent customer service.

(FBM) Make Quality the Number One Priority, Wayne Kost, P. Crosby Assoc.--OVERHEADS WILL NOT BE POSTED

This seminar will teach you how to consciously instill a determination to deliver quality service in your company.

(FBM) NBFAA-Endorsed Insurance Program, Mark Neupert, Security America Risk Retention Group

This panel will explain the new NBFAA-Endorsed risk retention self-insurance plan.

(OPS) TCP/IP Technology, Dave Combes, Business Development Manager, Honeywell; Mark Burnett, Manager Events Monitoring Center, Diebold; and Ed Bonifas, Vice President, Alarm Detection Systems

This session will begin with a TCP/IP primer to help novices understand this new receiver technology. After this introduction you will hear from several alarm companies currently utilizing this type of monitoring service.

(S) Video Technology Roundtable, Dan Reese, Director, CCTV Products, Bosch Security Systems, Inc.; Mario Costa, Executive Vive President, OZ Vision; Mike Driscoll, Business development Management, Vision Fire & Security

Developments in video surveillance, remote monitoring, video verification and video content analysis are dramatically extending the value of CCTV cameras and systems for both customers and central station alarm companies. Learn how to create more recurring revenue, provide more economical and effective surveillance, and in many cases, preserve police response during this informative presentation and discussion.

(FBM) The Running of a Mid-sized Security Company, Moderator: John Brady; Panelists: Kim Sears, Vice President of Sales, Security Systems by Hammond, Inc.; Peter Lowitt, President, Lowitt Alarms& Security; and Bud Wulforst, President, A-1 Security Ltd.

Without all of the resources of the “Big Companies”, how do you accomplish the same results for your company?

(OPS) The Wonderful World of Central Station Receivers (panel), Sascha Kylau, Business Development Manager, Surgard; Carey McNeme, Central Station Manager, Network Multifamily; Stephen Kovacsiss, Product Manager, Bosch Security Systems, Inc.

Understanding the reporting formats for 3x1, 4x2, SIA, CID and numerous others is complicated for operators and technicians. Learn about communication formats, today’s high tech receivers and the telecommunications behind them. Following the presentation will be an in-depth question and answer period.

(S) Selling Central Station Internet and Intranet Alarm Monitoring and Administration, Mark Hillenburg, Marketing Manager, DMP; Dave Combes, Business Development Manager, Honeywell; Terry Fredrickson, Crporate Accounts Manager, Bosch Security Systems; David Crawford, Sales Manager, Surguard; and Alan L. Pepper, Partner, Mitchell Silberberg & Knupp LLP

Internet and intranet remote monitoring and control are becoming established technologies. UL has listings for network line security and fire alarm reporting and there are a variety of approaches to provide network-connected monitoring and remote account administration services. Get the latest information from the experts during this important communications update.

(FBM) Tracking False Alarm Activity, Thom Helisek, Vice President, Information Services, Vector Security and John A. Murphy, President, Vector Security

How many false dispatches does your company make each hour? Day? Month? Which customers are your biggest offenders? This presentation will demonstrate a program that can help you get complete and timely information to address the false dispatch problem.

Trends from the Trades: Jason Knott, Editor, CE Pro; Susan Brady, Editor-in-Chief, Security Dealer Magazine; Scott Goldfine, Editor-in-Chief, Security Sales & Integration; Laura Stepanek, Editor, SDM; and Derek Rice, Editor, Security Systems News

In this session, editors from the leading magazines will discuss the industry’s myths and truths (as they see it), hopefully leading to a lively and interactive discussion with attendees.

Business Continuity through Planning, Prevention and Preparedness: Inconvenience or Disaster - It’s Your Choice, Bob Mellinger, President, Attainium Corp.

The continuity of your business has never been more critical to long-term success and survivability of a company than today, regardless of size, location, industry, or revenue. However, creating and maintaining effective business continuity plans still remains a low priority: limited resources requires organizations to focus more intently on their core business. So, how do companies continue to function in the event of a major disruption? Answer: By executing its Business Continuity Plans. But first, you must have one. Learn the types of disruptions that can affect an ongoing business operation and how to develop the strategy necessary to handle these unforeseen occurrences. We will discuss Business Continuity vs. Disaster Recovery, the principles of emergency management – planning, mitigation, response, & recovery, the components of a Business Continuity Plan and what you need to do to get started developing a plan.

Luncheon: Security Sales & Integration's Annual 2003 Dealer Survey Contrasts Industry’s Past, Present and Futur, Scott Goldfine, Editor-in-Chief, Security Sales & Integration

Each year, Security Sales & Integration conducts, compiles and analyzes the results of its comprehensive Annual Dealer Survey. Many of the findings of this study—which spans all markets and areas of the electronic security industry— are revealed in the magazine's annual Buyer's Guide and Fact Book. This presentation will expose what is truly going on in today’s rapidly evolving residential and commercial CCTV, access control, intrusion detection, fire and life safety, alarm monitoring and systems integration markets. Discover the trends, opportunities, and where the growth is for today’s electronic security industry. Come, watch and learn from this fascinating, original research.