Blog Posts

Electronic Security Expo

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February 7, 2023 ESX 2023

We all know that storytelling is an important and powerful tool for learning and creating meaningful connections. But what is the story of the electronic security and life safety industry? How is it shared? How is it preserved in time? Ralph Sevinor, President of Wayne Alarm Systems believes that a powerful way to share our industry’s story is through its technology. Ralph is one of the curators of an antique security artifact museum in Massachusetts, to learn about the evolution of security technology. We discover some fascinating devices he has in the collection some of which are even surprising.

 

Alarm Systems

Some of the earliest transmitters relied on clock springs and gears. Someone would have to go around and wind them every day, just as you would a grandfather clock. In the 1800s, police boxes became the primary means of spreading the alarm. The policeman would turn specific keys to send alarm signals to the appropriate stations. An interesting fact about these boxes is that on December 7, 1941, when Pearl Harbor was attacked and the island lost most of its phone lines, emergency forces relied on these police boxes once again. Another type of alarm businesses often used was coin-operated. The alarm was installed at the front and back doors. Then, to activate it, you inserted a nickel or a dime and turn a lever to set it, much like you would pay for a parking meter or candy dispenser.

 

Fire Alarms and Safety

Some of the first fire sprinklers were brass containers with pressurized water. A later design in 1900 consisted of glass bulbs that contained water. When they heated up, a little spring inside it would release and break the glass, spraying water. However, in the winter, they would freeze, so manufacturers started adding carbon tetrachloride or pyrene to prevent the water from freezing. What they didn’t know is that pyrene creates mustard gas when exposed to heat. So, developers had to go back to the drawing board. The earliest version of the systems we are familiar with today was developed in 1812.

 

Fire Alarm Salesmen

After World War II, fire alarm salesmen went door to door with demo kits to demonstrate how their fire alarms worked. If the demonstration wasn’t enough, the salesman pulled out a three-level thermometer that symbolized second floor, the first floor, and the basement. He would then expose it to canned heat to push the temperatures up, while saying “You really should buy this fire alarm because you don’t know when there’s going to be a fire. At 110 degrees, which you see here, the hair on your skin starts to singe. At 120 degrees, your lung tissue starts to dissolve.” These scare tactics may seem harsh to us today, but they were probably quite effective!

 

Bank Security

Before the FDIC, Federal Deposit Insurance Corporation, if a bank was broken into and depositors’ money was stolen, it didn’t have a way to pay its customers back. Therefore, banks had to come up with creative ways of protecting their customers’ money, competing with other banks for business. To do so, they would have burglar alarm demonstrations, sending out postcards to all the people in the community to advertise the demonstration.

 

Military Contributions

A lot of our security industry technology has military origins. The first smoke detectors were developed based on the technology that controlled P38 Mustang plane doors during World War II. This technology relied on a light source and photocell and was easy to adapt for everyday use.

The first microwave detectors were developed by an aerospace researcher during the Vietnam War to detect snipers hidden in the thick forests of Southeast Asia. Today, many businesses and residences use them under the more commonly known name of Motion Detectors. Another military contractor called Microwave Associates revolutionized the alarm industry drastically by developing a digital communicator that could reach beyond direct current, which is the range communicators had at the time and extended only about 40 or 50 miles.

 

Some Bizarre & Exciting Security Devices

In the 1600s, a lot of people had adopted a pie pan fire alarm. They would take a metal pie pan, coat its bottom in molten beeswax and stick it upside down to the ceiling with the molten beeswax. The beeswax would harden and hold it to the ceiling. The idea was that if there was a fire, the heat would melt the beeswax again and drop the pan to the floor with a loud clang, which would wake up or alert anyone in the house.

One of the most exciting pieces we have is the alarm system that was used to protect the H-bomb secrets of the Manhattan Project during World War II. That is a critical piece of history.

 

Tech of the Future

At this point in the interview, we asked Ralph about his thoughts on the technology of the future.“There’s never been a more exciting time to be in this business than now. We are seeing more intelligent systems that start at the edge of a property instead of just at the door, allowing extra time for reaction. We are also seeing more precise systems in development to detect, not only CO, but rising levels of CO2 as well. These will also create a larger window of awareness before there is a need for a true alarm.”

 

This Collection is Important

To bring the interview to close, Ralph shared this final thought. “It’s important to pioneer both the people of today and of yesterday and their contributions to the industry. It’s integral to know the history of how we got where we are. The items I’ve mentioned are only a small percentage of the vast collection we have. We will be bringing a collection of items to ESX 2023 which will be very exciting to share. I hope these stories will remind us all of how far we’ve come and inspire us to go further.”

Donate To The Museum

Ralph is always looking to grow and extend the collection, so if you or someone you know comes across something visit www.waynealarm.com/antiques-corner. They do not even need the product if you would prefer, they just ask you to fill out a form and submit professional photos to help in preserving our industry’s history.



February 6, 2023 ESX 2023

 

Stop settling for quick, unmeaningful badge scans and celebrate what the power of a focused event can do for your business. ESX delivers an experience with a higher level of collaboration and thoughtful conversations among peers. There’s no getting lost in crowds and settling for shallow interactions. If you’re ready to roll up your sleeves and immerse yourself in the pro security and life safety tech industry, ESX is waiting for you. What are you waiting for? Register for the Electronic Security Expo today!


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January 25, 2023 ESX 2023

The Electronic Security Expo has announced Kenyon Salo as its 2023 Keynote Speaker. Kenyon has been crafting his inspirational speeches based on his extensive adventurous life experiences for over 20 years. Join security pros at the ESX Main Stage on Tuesday, June 6, and learn how to elevate your life through Kenyon’s Keynote session “The Bucket List Life: Create More Experiences, Share More Stories, Live More Fulfilled.” Walk away with actionable steps to help you propel your business to the next level — achieving your professional and personal goals. 

“If the past few years have taught us anything, it’s to pursue the things we want to experience in this life and, ultimately, find the fulfillment so many people crave!”- Kenyon Salo 

Kenyon is one of five members of the Denver Broncos Thunderstorm Skydive Team and has over 6,000 skydives under his belt. He has traveled to over 31 countries and is one of the most sought-after speakers for businesses specialized in motivation, inspiration, or adventure. Passionate for adventure, storytelling, and human connection, he is eager to help ESX attendees live more fulfilled lives. 

Here’s a little sneak peek of the what the Kenyon Salo plans to bring to the Electronic Security Expo – Electronic Security Expo – Kenyon Salo 

In the classroom, ESX will offer five educational tracks for professionals to explore, each filled with peer-led seminars on carefully vetted industry and business topics. This balance of main stage inspiration, coupled with up-close and personal educational sessions will provide an optimized environment for professional development. 

Register for an Expo Plus, Deluxe, or Executive pass to gain access to this Keynote Luncheon. The ESX Main Stage will inspire and motivate your company’s leaders as they network with like-minded electronic security and life safety peers. Just steps away from the expo floor, this plated luncheon will inspire you and your team to generate phenomenal experiences, powerful stories, and be more fulfilled by helping others along the way.  

Inspiring self-confidence in others to meet and achieve goals is a skill. Hone this skill at ESX. Registration is now open: ESXweb.com/register 


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January 23, 2023 ESX 2023

ESX 2023 is in Louisville, Kentucky – Home to the World’s Only Urban Bourbon Experience. It’s a city that combines heritage with innovation, authenticity with originality, and quirkiness with friendliness in a way that is completely unique to the region. It features a booming bourbon renaissance, iconic attractions, world-class hotels & venues, and a renowned culinary scene, making it the perfect destination for ESX 2023. 

Iconic Louisville Attractions 

With more than 120 attractions Louisville has something for everyone to see and do. The iconic Churchill Downs and Kentucky Derby Museum pay homage to the thoroughbred horse – a hallmark of what makes Kentucky so special. The bat of most major league baseball teams is made at Louisville Slugger Museum & Factory. The Belle of Louisville is the oldest operating steamboat still in existence. Plus, Louisville’s native son, Muhammad Ali, is now remembered with a self-guided tour of “Ali’s Footsteps of Greatness.”

Another hallmark of Kentucky – Bourbon – has taken center stage as a “must do” when visiting the city. The Urban Bourbon Experience is comprised of more than ten distilleries that are open for public tours and tastings. The Urban Bourbon Trail boasts over 35 bars and restaurants with more than 60 bourbons and bourbon-inspired culinary delights – so download the passport, collect your stamps, and enjoy a special prize at the end.  

If the arts are more to your liking, Louisville is one of only a handful of U.S. cities with a professional full-time orchestra, opera, ballet, children’s theatre, dinner theatre, and Broadway Series. The Speed Art Museum and the KMAC both showcase the visual arts in their own stunning spaces. These, plus a zoo, amusement park, breweries, historic homes, confectionaries, parks, and music festivals comprise the fabric of Louisville’s cultural scene. 

Taste Louisville’s Culinary Scene 

A culinary adventure in Louisville takes you deep into the heart of the Bourbon Country Lifestyle. But Bourbon isn’t the only star of the menu. Local chefs are taking traditional regional Southern dishes and putting their own unique twists on them, making Louisville the epicenter for “New Southern Cuisine”. Of course, you’ll need to learn the local food language of treats like: Benedictine, Burgoo, Modjeskas, and the Hot Brown. Don’t be afraid to ask! 

Places to Stay During ESX 2023 

There are plenty of official Electronic Security Expo hotels to choose from. Be sure to reserve your hotel room ahead of time, as hotel rooms are in limited supply. All ESX official hotels are conveniently within walking distance of ESX. Deadline to book all hotels: Monday, May 15, 2023 


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January 11, 2023 ESX 2023

Established in 1948, the Electronic Security Association has worked diligently over the years in providing its members with first-class benefits that have become widely recognized in the industry. Security pros are invited to celebrate its 75th Diamond Jubilee at ESX 2023 in Louisville, KY.

George DeMarco, ESX Chairman says “It is an honor for ESX to be the host event for celebrating ESA’s 75 years of service to the electronic security and life safety industry. Reaching this milestone for the industry’s oldest trade organization is remarkable and is a testament to its founding members and all the subsequent volunteers and staff that contributed greatly over the years. ESX 2023 will be extra special as we celebrate this amazing milestone with ESA.” 

The ESA 75th Diamond Jubilee with take place at The Frazier History Museum on June 7th, 5:30 – 7:00 pm.  In addition to celebrating the association’s 75 years of service, we will also commemorate ESA’s Morris F. Weinstock Person of the Year Award — the association’s most prestigious honor. Enjoy great conversation, live music, local Louisville fare and more at THE industry event of the year! The Weinstock Celebration and ESA 75th Diamond Jubilee is open to all Executive, Deluxe and Expo Plus pass holders. 

At ESX, we provide a platform to expand your team’s leadership skills and mindset. The educational and networking opportunities expose next-gen leaders to industry and business thought leaders who can bring multi-disciplinary and cross-functional perspectives and solutions into focus” says George. 

Registration for ESX 2023 is now open and security pros can secure the best rates by registering their teams by April 7th. Additionally, ESX has negotiated special hotel rates within walking distance of the expo at The Galt House, Omni Louisville, Courtyard Louisville, and Embassy Suites.  

We are excited to see you and your team at the industry’s most highly- anticipated celebration of the year! Register here www.esxweb.com/register 


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December 13, 2022 ESX 2023

ESX is Security Connected, immersing dedicated security professionals in a niche pro-installed environment, where they are provided actionable ideas, strategies, and collaboration opportunities to move the industry forward. ESX is where the industry gathers. 

“ESX is a great place to keep up on new technologies, make connections and reassess your vision and direction for your company.” says George DeMarco, ESX Chairman “Getting ‘plugged in’ to your industry accelerates your professional development and helps you and your team gain valuable and thoughtful insights. Great networking opportunities are a catalyst for personal growth and business success, giving your organization a better opportunity to attain operational and financial excellence,” DeMarco continues 

Bring The Team to ESX 

Registration is open for the ESX 2023, and offers several attendance options, including access to the Expo Only and an Executive pass for access to exclusive leadership sessions. Discounted prices on all registration types expire April 7th, 2023. Additionally, ESX offers a special where if 4 security pros register for the same pass, they can receive a 5th for free. This creates an opportunity to bring your whole team to ESX for best practice sharing at a discounted cost. 

ESX attendees learn new skills, make new connections, get exposed to new products, and inspirational moments. ESX is a meaningful event open exclusively to the professional security and life safety integrator and is designed to allow passionate professionals the ability to learn more, share more and interact more. No chaotic crowds. Just tailored networking and educational sessions designed to help you and your team grow your business. 

Here are four things you and your team can expect to experience by attending ESX: 

Skill Development 

ESX features keynote presentations and educational sessions from industry experts and influencers. These presentations aim to teach attendees new skills, best practices, and provide actionable takeaways to achieve long-term success. If you and your team are attentive and eager to learn, they’ll leave with new tools and ideas to incorporate into their day-to-day workflow. 

“Best education sessions I have ever attended.” 

Networking Opportunities 

ESX differs from other industry tradeshows as it focuses on quality engagements and creative ways to encourage interactions that break the ice. ESX attendees can expect (# of networking events ) that focus on shared experiences that forge lasting connections, including the Opening Celebration, The Pub Crawl, and the ESA’s Weinstock Celebration where security pros will honor the Morris F Weinstock Person of the Year and ESA’s 75th Year, The Diamond Jubilee. 

“ESX has always been a great social event to meet new people and strengthen relationships with both new and existing peers” 

Experience New Products 

Be more than just a badge scan. The expo floor is open exclusively to security and life safety integration and monitoring professionals; it isn’t diluted or redirected for end users. It is a targeted resource for productive business conversations and features the latest products and services in categories, including access control; video surveillance; central station technology; intrusion and fire alarms; custom electronics; IT and networking; monitoring services; identification systems, and more. 

Additionally, ESX is the event to promote your products or services. If you are interested in sponsorship and expo booth options, take a look at ESX’s sponsorship brochure here: esxweb.com/electronic-security-expo-sponsorship. 

“The quality of the conversations that we’ve had and the leads that are going to be coming out of this have been fantastic.” says Steven Coughlin, Account Executive at Bold Group and exhibitor at ESX 2022   

Be Inspired 

Everybody’s motivation dips from time to time. When you go through the same routine every single day, it’s natural to lose focus or burn out. ESX provides a great opportunity to step away from the day-to-day grind and experience something fresh and exciting. You and your team will build skills and gain actionable insights while at ESX, but they will also feel reinvigorated after spending time in a new, high-energy atmosphere. You may think that spending time out of the office will hurt productivity – but once your employees return, they will likely be more productive than ever thanks to their newfound motivation and inspiration. 

“I don’t know of a more insightful convention to attend. This was the most beneficial 3 days of my career.” 


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December 13, 2022 ESX 2023

As a powerful educational experience for the electronic security and life safety industry, the Electronic Security Expo takes great care to select a distinguished group of professionals to provide insight and input on its advisory board. As the only national tradeshow designed by and for security and fire integration/dealer and monitoring professionals — you can be assured that the experience is timely, relevant, and well-positioned to benefit your company.  

Dealers, integrators, and monitoring professionals will have access to the industry’s leading educational programming, including reviewing proven marketing tactics, sales team management tips, operations best practices, and more

The 2023 ESX Advisory Board includes: 

  • Jeremy Bates- President of Bates Security 
  • Cameron Fleck- President of NewVision Security 
  • Morgan Hertel- Vice President of Technology and Innovation at Rapid Response Monitoring  
  • Paul Hevesy- FAST Board of Directors Chair 
  • Mark Hillenburg- VP of Industry Relations, DMP 
  • John Loud- President of Loud Security 
  • David Morgan- Co-founder & Vice President of Security Dealer Marketing 
  • Tom Nakatani- VP of Custom Monitoring Technology for ADT
  • Elizabeth Parks- President of Parks Associates 
  • Rodger W Reiswig- VP of Industry Relations for Johnson Controls 

Because of these minds, ESX can bring you some of the best educational sessions in the industry. They work hard to produce top materials to serve you and your business. To do so, they carefully review attendee feedback surveys and attendance data from previous years and take into consideration their own business’ challenges to develop a list of possible sessions. Up to 120 session ideas are considered in an in-person meeting with ESA’s team. Those ideas are then narrowed down to the top 28 through a detailed and thorough process to ensure only the most powerful content is delivered at the event. 

Our ESX Advisors invest hundreds of combined hours to make ESX what it is in order to serve you and your company. Thank you to our 2023 ESX Advisors!  

Join us next on June 5-8 to experience the programming this team of professionals has designed for you. 


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November 29, 2022 Hannah Boone
[Full Video of Interview on Security Nation Podcast is Below]

During the COVID-19 pandemic many industries experienced a recession of technology and growth. Fortunately, the security industry and more specifically, the MDU (Multi-Dwelling Unit) vertical was one of the exceptions. The Electronic Security Expo in June 2022 hosted a peer-to-peer education sessionTop 5 factors you need to know before entering the MDU market, that explored the MDU market’s latest trends, go-to-market strategies, and what makes it a unique vertical in our industry. This session was led by 4 presenters with each offering a unique industry perspective. 

Growth & Trends in the MDU (Multi Dwelling Units) Market  

The presentation began with taking a closer look at the latest MDU market trends. At the beginning of the year, Yardie Matrix published an article regarding new construction permits that are being pulled. It shows that there is a steady trend for the next five years with an average of almost 4000 units being built, which is astronomical. “It is also important to note that more people start renting when there is a recession.” says Mariam Rogers “So, it is great to see that the MDU marketing has sustained throughout the pandemic, and it is still growing steadily. It really is a recession-proof vertical.” Rogers adds. 

Additionally, the presenters discussed how apartment operators are getting smarter and more creative. For example, some developments might be running a building that’s 90% traditional apartments and then 20% that are co-living.

“There is just this incredible amount of diversity that is starting to happen in the multifamily market.” says Preston Grutzmacher “Once there is a diverse population in buildings with totally different use cases, then the demand for technology grows as well.”  

Jennifer Doctor then explained that historically in the MDU market, any kind of multi-dwelling unit had three elements; the property automation itself, the resident amenities and automation, and the building security. “Before the last three years or so, these elements were treated as separate components in the environment. Now we are seeing them merge into one solution request. That’s really where the true growth is for our industry.” 

 

Market Strategies to Motivate Buyers 

After going over the MDU market’s growth potential and trends, the discussion moved into go-to-market strategies. They explained how marketing efforts have been changing over the years. If you were to rewind the clock in the security industry ten years, your marketing spend would have been directed entirely towards a security reseller. But in more recent years there has been a need to bring qualified leads to your channel partners and keep their business going. One of the ways that you can do that is by marketing to the different types of organizations inside of multifamily. Marketing to developers, investors, and to general contractors. Because the more excitement that you can build with those organizations, the more demand you can create to supply your channel partners. “Remember, there’s an entirely different set talk tracks when it comes to communicating the products to each of your different audience members.” Grutzmacher advises

“If you’re talking to a property manager, their needs are different from the leasing agent, from the developer, from the owner, and you must start asking yourself, ‘Who are our customers?’ –  For dealers entering the market, don’t write anyone off. Your next sale could come from a ton of diverse groups within any property.” Grutzmacher continues. 

Doctor added that during those conversations about the types of buildings with different audiences on value, you must keep the end user adoption and what their needs are front of mind. “If you’re in an apartment with a month-to-month rental, the products you bring in are potentially different from those of a condominium. Plus, all of that can change if you’re in a multi-unit dwelling that caters to a senior citizen environment.” explains Doctor. Essentially, you must be able to adjust your talking based on all these audiences to truly present your value and what makes you unique and the better solution. “It’s not the product. We can all build the products, it’s the conversations of how to present them.” Doctor adds 

How Does Managed Wifi Fit in the Picture? 

This portion of the presentation explored managed WiFi solutions. Grutzmacher pointed out, if a building has managed WiFi, with each residential unit is charged $20 from their ISP, but they’re selling the WiFi to each individual resident at $50. That’s created $30 of RMR per unit that they never had before. “Managed WiFi is the next frontier in prop TAC for multifamily. When we get to the world of managed WiFi, all of a sudden that property has a revenue source.” says Grutzmacher.

From there Rogers added that every tech stack must have a network that is reliable. Residents want to be able to make phone calls in the elevator or parking garages without them dropping. Without the proper infrastructure that all the technology is layered on, connections will fail. “If you start looking at things like Smart Appliances that are running on WiFi, there must be a backbone to keep everything, and everyone connected. That’s where managed WiFi is a great solution. You use systems that have a cellular backhaul and if the celluar connection isn’t stable and there’s no WiFi, you’ve got to get very creative with your design or you’re going to have a lot of unhappy customers.” says Rogers 

  

First Step… Find a trusted partner 

During the question-and-answer porting of the ESX education session, an attendee asked for what one’s first step should be when entering the MDU market. The presenters all concur that everyone should start by finding a trusted partner. Doctor cautioned that if your first partner is not one that you totally trust and feel has your back, then you need to go with someone else and trust your intuition. “Not all partners will put your interest before their wallet. You need somebody at the very beginning that is going to help you go through this process as a team to help your goals, not theirs.” explains Doctor 

Rogers challenged those entering the MDU market to ask potential partners a set of questions to ensure that they are legitimate and have industry knowledge.  

  • Is the partner SOC compliant? 
  • How long has the partner been in business? 
  • Is the partner working from a startup fund or are they operating in the black? 

“You can’t rely on everyone that’s selling to you to be an expert on all things technology. You need to partner with people who understand the whole tech stack and the multifamily ecosystem as a whole.” cautions Rogers. 

In the session’s closing the presenters remarked on the Electronic Security Assocation’s role to educate integrators and channel partners and make sure that the industry is on the same page and understands how unique multifamily is. 

“ESA in terms of helping present the education and building awareness is beyond necessary right now for the industry. They are finding ways to present the specific nuances of the different markets too. ESA and this event the Electronic Security Expo (ESX) has the voice and the authority to do this and help all of us and we appreciate everything they do every day.” says Doctor 

If you find this peer-led education format beneficial to your security business, make sure to register to ESX 2023. It will be held June 5-8 at the Kentucky International Convention Center in Louisville, Kentucky.

Security Nation Podcast Episode 10


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November 29, 2022 ESX 2023

The Electronic Security Expo, is where cutting edge business practices meet inspiration and where visionaries and industry decision-makers get down to business. This conference and trade show for electronic security and life safety dealers, integrators, and monitoring companies is the must-attend event for industry professionals who are serious about growing their business and competing at the next level. Please read this call for presenters if you are interested in speaking at the Expo. 

ESX offers the most comprehensive educational sessions with presenters that have real-world industry experience, and it wants security pros like you to offer your expertise. Does your company excel in selling RMR services? Do you have a success story of rolling out cloud based access control? Does your company nurture leads with social selling? If you answered “yes” to any of these questions, then ESX would love to hear from you! To learn more about the selection process, keep reading below. If you are ready to sign up as a presenter, fill out the form here: Electronic Security Expo Presenters (esxweb.com) 

What ESX Searches for in Presenters 

One of the goals of ESX is to provide peer-to-peer learning opportunities to its attendees. This means that ESX’s search for presenters focuses on security dealers and integrators who have had success implementing a new practice, business model, product or service. The goal of all sessions is to deliver practical and meaningful business and industry intelligence for entrepreneurs, C-level executives, functional managers, and influencers. The ESX Advisors have identified the key topics for the 2023 education program which is set to be announced to the public in the coming months. This call for presenters officially closes on MARCH 11, 2023
 



November 29, 2022 ESX 2023

 

ESX is the UNevent, providing more than the traditional tradeshow. Here, you’ll get connected with the electronic security and life safety ecosystem — with peers, vendor advisors and more you can tap throughout the year. ESX is “Security Connected.” Hear what real attendees have to say when asked what “Security Connected” means to them. Register here – www.esxweb.com/register #ESX #SecurityConnected