From 20th to 22th January, INTERSEC 2019 in Dubai will showcase the latest products in Security, Safety and Fire Protection. Bosch Building Technologies will display its innovative security, safety and communications products on booth SAB21, Saeed Hall 1.  

Bosch FLEXIDOME IP starlight 8000i

Once again Bosch is pushing the technological boundaries with the launch of the FLEXIDOME IP starlight 8000i fixed dome cameras. Developed with Bosch’s starlight technology, HDR, plus HD 1080p, 6 megapixel, or 4K Ultra HD resolution to provide detail even in extreme low-light situations.

The value of this superior clarity is enhanced with the built-in state-of-the-art Intelligent Video Analytics, which provides incredible accuracy even in challenging conditions and over expansive areas. It’s also smart enough to interpret data to a level of detail that goes beyond the requirements of security alone and provide tangible benefits to your business.

Bosch Video Management System 9.0

That is why BVMS 9.0 puts the ‘UserFirst’ with enhanced user experience and reduced storage consumption

The security industry is driven by a constant stream of new innovations. However, innovation can have a negative knock-on effect when it leads to increased complexity, makes installation more complicated, set-up more confusing and the operation more strenuous. That is why BVMS 9.0 puts the ‘UserFirst’ with enhanced user experience and reduced storage consumption.

BVMS 9.0 fully supports Intelligent streaming, an advanced technology developed to substantially reduce bitrates without compromising image quality. Combined with built-in Intelligent Dynamic Noise Reduction and H.265 video encoding, bitrates can be reduced by up to 80 percent.

As a result, security managers or IT managers can substantially lower their storage costs and network strain. Besides cost-efficiency, BVMS 9.0 introduces a completely renewed graphical user interface (GUI), including a unified color scheme, whilst alerts, maintenance messages and notifications are clearly displayed in color against a dark grey background. This development improves the levels of security considerably having been designed to ensure the operator’s attention is directly drawn to objects or events of significance.

PRAESENSA Public Address

PRAESENSA is the latest Public Address and Voice Alarm System from Bosch – IP-connected and fully-featured. All components of the system are networked, thereby ensuring the highest flexibility and scalability from small centralized to large decentralized systems. The Bosch OMNEO IP architecture supports Dante audio networking, AES67 and AES70 protocol.

PRAESENSA offers special features for the highest level of data security and full network link redundancy

The innovative multi-channel amplifier architecture with intelligent power allocation across the amplifier outputs and integrated spare channel significantly improves the effective utilization of available power, regardless of the loudspeaker load in each zone. As a result, fewer amplifiers are needed, saving up to 50 percent on space, energy and backup battery power and a very competitive cost of ownership.

PRAESENSA offers special features for the highest level of data security and full network link redundancy with smart integration of functions and backup facilities. No single point of failure is core to the system concept and only a few different devices are needed to fulfill all system and user needs. The Call station of PRAESENSA was recently awarded by the International Design Award Red Dot.

LB20 Commercial Loudspeakers

The LB20 series is the latest member of the Bosch family of compact loudspeakers for installed applications. Every aspect of the LB20 series has been designed from the ground up to ensure efficient installation for the contractor and excellent results for the end-user. The series includes 4-inch, 5.25-inch, and 8-inch 2-way models with a matching dual-10-inch subwoofer, making it easy to select a suitable model a specific space – a new go-to solution for distributed sound systems.

All LB20 models offer Bosch-engineered components for superior sound quality, low-profile looks and robust reliability for a wide range of indoor and outdoor applications. These include retail environments, hospitality settings, such as bars, lounges, patios, pool areas and restaurants. Conference and meeting rooms, fitness clubs, performing arts and sports venues and houses of worship.

An IP65 weatherproof version is available for the 5.25-inch loudspeaker cabinet and the subwoofer models

The series offers true weatherproof construction for outdoor spaces, confirmed by extensive and rigorous testing above and beyond industry norms. All models are paintable and IP54 certified for weather resistance; an IP65 weatherproof version is available for the 5.25-inch loudspeaker cabinet and the subwoofer models.

DICENTIS Conference System

The requirements for interpreting have increased in recent years. Not only are more languages needed at international conferences, there is also a growing need for more installation and configuration flexibility in interpreting systems as well as excellent user experience. Answering these needs, Bosch has expanded the DICENTIS family with the DICENTIS Interpreter desk.

Speaking the language of the interpreter is what the DICENTIS Interpreter desk is designed to do. By observing and interviewing expert interpreters and technicians worldwide, the desk has been optimized for the real-life needs of interpreters.

The DICENTIS Interpreter desk has received the iF Design Award

An interpreter desk that complies with the latest as well as future market requirements and provides the interpreter with maximum freedom to focus on the job through intuitive operation and best-in-class user experience. The installation and configuration of the system is quick and easy. The state-of-the-art IP technology provides the highest flexibility and enables smooth third-party integration into a future-proof solution. The DICENTIS Interpreter desk has received the iF Design Award.

Sony Video Security

The new SNC-HMX70 360-degree hemispheric-view camera from Sony covers the whole scene without any blind spots to ensure 24/7 situational awareness. The camera’s 12-megapixel CMOS sensor captures crisp, detail-packed video at 30 fps, while built-in analytics allow reliable detection and tracking of moving objects. Sony will launch a new range of Minidome IP cameras, more details will be revealed at INTERSEC.

The new range incorporates Sony´s Exmor or ExmorR sensors and provides a more cost effective easy-to-install, 24/7 video surveillance solution for indoor and outdoor applications. The six new camera models include key features such as smart codec technology, H.265, powerful on-board video analytics capabilities, as well as indoor and outdoor IR capability. They are designed to complement and expand the existing Sony line-up while maintaining full compatibility with existing accessories for easy installation.

AVIOTEC IP starlight 8000

AVIOTEC IP starlight 8000 for video-based fire detection is now VdS-certified

AVIOTEC IP starlight 8000 for video-based fire detection, which has won several awards over the last two years, is now VdS-certified and the perfect answer for facilities used for industry, transportation, warehousing and utilities such as energy to minimize detection time with low false alarm rates. Bosch technology spots fires and disturbances, predicts behaviour to reduce false alarms and speeds up reaction times – helping you stop threats before they spread.

Bosch’s newest planning and support tool enables users a precise design according to EN-54 regulations, including the allocation of peripherals on different loops.

Taking into consideration the actual topology, the Safety Systems Designer ensures that every project detail is taken into account. This is made possible through a complete plausibility check and the automatized as well as customized provision of a comprehensive documentation, fitted precisely to your needs.

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Unlocking Profits For Integrators In The Ever-Evolving World Of Access Control
Unlocking Profits For Integrators In The Ever-Evolving World Of Access Control

Whether you are a veteran in the access control world or have never installed a card reader before, there are always ways to increase profits in the ever-evolving world of access control. The hope is that by considering a few key focal points, you can find ways to increase market share. Whether we are releasing an electronic lock through a simple intercom button or using biometric and multi-authentication based on a database; the tactics for bringing on more revenue is the same. Learning to focus on a few key items can help open up opportunities. Business Access Controls Understanding vertical markets is a strong strategy for success in increasing your profits with access controlIf you are new to access control, it’s important to determine the right product offerings for your business model and experience level of your team. Mistakes in estimating or installing can be costly and complex. Take advantage of manufacturer training both online and in the classroom for both your sales team and installation department. It’s important to understand the fire and building codes in your area to make sure you design the proper solution for your customers. Furthermore, understanding the products, components and proper wiring can save you money in labor and materials. Today we will look at four focus points: Vertical Markets, Cloud-Based Access Control, Technology Upgrades, and Preventative Maintenance and Service Agreements. These four focal points are simple to implement and can be easily added to your current operation. Vertical Markets Understanding vertical markets is a strong strategy for success in increasing your profits with access control. The concept is that understanding a certain vertical and their security needs can increase your sales team’s marketability. If you spend your time focusing on the healthcare industry, for instance, you will see that HIPA requirements open doors for selling access control. Getting to know the regulatory concerns of different verticals is a great strategy for more effective salesHaving logs of who entered your HR files room or patient records storage is a crucial part of addressing privacy concerns. Getting to know the regulatory concerns of different verticals is a great strategy for more effective sales. Another example could be apartment communities or other multifamily dwellings. In this competitive marketplace, these complexes are looking for ways to stand out in their market. Knowing this and being able to offer amenities like secured locks with Bluetooth credentials that tenants can open with their smartphones is a selling point for you and for your customer. Building on each customer you contact within a vertical is like free sales and marketing training. The more you learn from each potential client, the more you increase your conversation starters for the next potential client. Cloud-Based Access Control With the growing cloud-based access control market, integrators can find more opportunities in small businesses and vertical markets that typically wouldn’t be on the radar of your sales team. A typical card access system often makes the move from the traditional lock and key systems to electronic card access cost prohibitive. This is due to the large upfront costs for a server, software and annual licensing. With cloud access, integrators can offer less expensive upfront costs with low monthly subscription fees that cover all software updates, database backups, security patches and more. The real benefit for the integrator is the reoccurring revenue. By helping our clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for our companies that increase our profitability. Building reoccurring revenue not only provides cash flow but also keeps your name on the top of the minds of your customer and that leads to additional sales. By helping clients save money on server, software and IT infrastructure costs, we are securing reoccurring revenue for companies that increase profitability Technology Upgrades Another often overlooked opportunity is technology upgrades. Training your sales staff and even service technicians to watch out for clients with older technology can reap major benefits. When you bring new technology to your clients, you show another value that you bring to the table. Even if your client isn’t ready to make an upgrade, you can easily plant a seed that will get their minds and budgets rolling. An easy example is a customer with an older intercom door access system An easy example is a customer with an older intercom door access system. This may have met their needs 10 years ago when it was installed, but the office has grown and perhaps an integrated card access intercom system is a great technology upgrade. Bringing this to the customer will once again show that you are the “subject matter expert” and your customer will be more apt to refer you to their friends and colleagues. Another easy way to find technology upgrades is to dig through your ageing client list and build a list of potential targets that you have not visited lately. If you keep records of what was installed previously, it will make it easier to plan ahead and bring solutions to your next visit, saving your sales staff time and again building confidence with your clients. Preventive Maintenance And Service Agreements One thing that sales teams often miss is the opportunity to add service agreements and preventative maintenance agreements. Even if a customer already has an access control system, they may not have a service provider and may be interested in securing a service agreement. Typically, a service agreement can be written to cover all parts and labor or just labor for an annual feeShowing the value of a service agreement is paramount, adding annual or semi-annual preventative maintenance to your service agreement is one way to add value. Inspecting locking mechanisms, request to exit motions and buttons, door status switches, headend equipment, batteries and power supplies, can save your customer from a costly after-hours service call or the inconvenience of a non-functioning access control system during business hours. Additionally, checking computer hardware and software logs for errors can save a customer from a catastrophic failure.  Typically, a service agreement can be written to cover all parts and labor or just labor for an annual fee. It is helpful to come up with a percentage of the install value that makes sense so that your sales team can easily quote a service agreement for your customer. Offering several levels of service also opens the table for negotiations. You can offer an “all parts and labor 24/7” or a “parts and labor M-F 8AM-4PM”, as an example. Offering guaranteed response times can also be a marketing strategy. Critical Area Access Management Checking computer hardware and software logs for errors can save a customer from a catastrophic failureA 24-7 facility that has 200 employees moving in and out of critical areas may be a great potential customer for a high-level service agreement with semi-annual preventative maintenance and a guaranteed 4-hour response time. Where a small office that is only open during standard business hours may be better suited for a labor only M-F with annual preventative maintenance inspection. The point is that a creative, intentional, and focused approach to access control can yield the fruit that brings long-term success to your team. Building a plan and learning from each prospect, sale, and installation will develop a process that brings results. Attending a trade specific expo like ESX will give you the opportunity to meet with manufacturers and other integrators that can help you implement a product offering and strategy for success.

Further Acquisitions In The Pipeline For Parent Company ACRE
Further Acquisitions In The Pipeline For Parent Company ACRE

One of the biggest recent security divestitures in the news was the sale of Mercury Security to HID Global, which occurred around a year ago. The seller in that transaction was ACRE (Access Control Related Enterprises), also the parent company of Vanderbilt and ComNet. We recently spoke to founder and CEO Joe Grillo, a 30-year industry veteran, about the mergers and acquisitions (M&A) market, ACRE’s future, and new opportunities opened up by the Mercury sale. Q: What’s new with ACRE? Grillo: We have an opportunity to have organic growth and to have some scale on a global basis to be a decent size player" ACRE is a company I founded in 2012, and since then we have had six acquisitions and one divestiture. We’ll never focus on ACRE as a brand, but we currently have more visibility of ACRE as a parent company with our two strong brands, ComNet and Vanderbilt. Last year was a very busy year [with the sale of Mercury Security to HID Global] because it takes as long to sell a brand as to buy one, maybe more so. Q: What’s next? Grillo: What you are seeing from us this year is that we are again in a buying mode. No announcement yet, but we expect one by the end of the year. We are well-funded, have great partners, and see an opportunity to continue to grow acquisitively as our highly fragmented space of access control continues to consolidate. From the standpoint of ACRE, with the ComNet and Vanderbilt brands, we are also doing more integration on the backside – not what the customer sees. We will continue to grow toward a $200 million business. We were there when we owned Mercury, and we will get there again. We have an opportunity to have organic growth and to have some scale on a global basis to be a decent size player. Because ACRE are owned by a private equity company, we are brought into every opportunity: ComNet is a good example" Q: Do you see the M&A market being more competitive – more companies looking to acquire? Grillo: There’s a lot of money chasing not-so-many deals, so evaluations can get expanded. But as interest rates creep up, it is definitely a challenge to find the right valuation, the right financing and the right strategic fit. It is a very strategic market. Q: There have been some big acquisitions lately. Were you guys involved at all in evaluating those opportunities? Grillo: Because we are owned by a private equity company, we are brought into every opportunity. An example of that was ComNet. I would not have been aware that the founder passed away two years ago and that there was this opportunity to own the business. So we look at everything; anything that’s out there we look at. The biggest recent announcement in our world was S2 (being sold to UTC/Lenel), and, yeah, we looked at that. It didn’t fit our profile – it was too expensive. Great business, and it’ll be interesting to see how it fits into the UTC environment. There was also Isonas [which was recently sold to Allegion], but the size didn’t add enough scale, but I like the technology. ComNet sells communication networking solutions and products, which is more attractive than video systems for ACRE Q: So what are you looking for in an acquisition? Grillo: It’s hard for us to find something that moves the needle, and you have to find that right balance. Is it something we can digest and have the financing for, and also is there room on the back end? We are private equity-owned, so we know there will be an exit for our investors, too. So we have to find the right balance, good valuations, the right size and digestible. If you look at our acquisitions, we have done two “carve outs.” The Vanderbilt name didn’t exist until we bought the business from Ingersoll Rand, and then we bought the [intruder] business from Siemens. That’s how Vanderbilt came about. You get a lot of value when you carve out a business, but there’s a lot of work. In the case of Mercury or Access Control Technology (ACT) that we acquired; they were growing and profitable but they stretch your finances a lot more. So you have to find the right mix in there. Q: Does video interest ACRE at all? Grillo: We have to find the right balance, good valuations, the right size and digestible"ComNet is our video play. ComNet sells communication networking solutions and products, and 70 to 80 percent of that is used for video systems. But unlike cameras, which don’t interest us, it’s actually good margins, highly specialized repeat business and with good channel partners. So where are we going to play? Cameras – no (because of commoditization). We have some recorder technology (from the Siemens acquisition) and we have the communication networking technology (with ComNet). On the software side, we have looked at a lot of the VMS companies, and a lot of them have been on the market. But the valuation expectations can be high because they are software companies. And we really believe in partnering as a good thing, too. If we integrate to Milestone or Salient or some of these companies, we will never lose an access control client because they chose a particular VMS. Q: ACRE is also looking to grow organically, isn’t it? Grillo: From a technology perspective, we are a product company and we are continuing to bring new products to the market with the ComNet communication networking business and the access control business. And in Europe, we have a third leg of the stool, which is the very successful intrusion and burgular alarm business we acquired from Siemens (SPC products now sold under the Vanderbilt brand). That business continues to do well and is now one of the highest performing segments in our portfolio.The intrusion and burgular alarm continues to do well and is now one of the highest performing segments in our portfolio" Q: But you don’t have to own a company to make it part of your solution. Grillo: An important word is integration. We have to integrate to all the wireless locks. We have to integrate to the VMS systems. But we don’t have to own them. Q: How has the Mercury Security divestiture impacted the rest of your business? Grillo: It has opened up the opportunity for us to look at Mercury partners as possible acquisition targets without worrying about conflicts with the very good business of Mercury. We have more flexibility now compared to the Mercury era. Q: How will the economic cycle impact the security market? Grillo: Interest rates are a much bigger issue than the overall economic cycle. We talk a lot about it with our owners – clearly interest rates are tightening up. If you go out to do acquisitions or to borrow money to do something with your business, it will be tougher than it was two years ago, and it may get worse in the next two years. Security is less impacted by the economic cycle than some industries.

What Is The Most Important Function Of A Video Surveillance System?
What Is The Most Important Function Of A Video Surveillance System?

In the simplest terms, video systems capture and record video. But supporting these basic operations are a growing number of other functions that expand usefulness and the ability to interact with related elements in a larger system. As video system functionality expands, we asked this week’s Expert Panel Roundtable: What is the most important function of a video surveillance system and why?