Jack Johnson Moves to VP of Sales & Marketing Position

 Raleigh, NC. – November 9, 2011 – Intelligent Access Systems, one of the region’s leading electronic security integration firms, announced today that Jack Johnson has been promoted into the position of Vice President of Sales & Marketing.

 Mr. Johnson has over 20 years of sales and business experience in the security integration industry. Mr. Johnson will lead the IAS sales organization and will implement the company’s new sales strategy.  Located at IAS’s Atlanta, GA regional office, he reports to the company President & CEO Ron Oetjen. “Jack is a veteran of our industry and his tremendous understanding of our client base and the vertical markets we serve makes this the right move for the company” said Oetjen.

 Mr. Johnson has worked in all facets of the electronic security industry and will bring a unique prospective to the sales organization.   “We have some exciting opportunities brewing at IAS and it is a terrific time for Jack to assume this role.  Jack and I have worked together for many years and I cannot think of any better person to help IAS continue its growth pattern.” said Oetjen. 

 About Intelligent Access Systems

 Intelligent Access Systems is an independently owned electronic security integration firm with regional offices in Atlanta, Raleigh, Richmond, Pittsburgh, and Tampa.  The firm  is a leading provider of innovative electronic security solutions to include video surveillance, access control, wireless mesh networks, and intrusion detection to name a few.  Over the past couple years the firm has received multiple awards and recognition to include:

• #59 on the Security Dealer Magazines 2010 Top System Integrator Report
• 2010 and 2011 Inc. Magazines “Inc. 5000 Report” of fastest growing privately held companies in America.
• Ron Oetjen profiled in the Security Systems News “Top 20 Under 40” report in August 2010 edition featuring the profiles of the industry’s future.
• Triangle Business Journal recognized IAS in the annual “Fast 50” report of the fastest growing companies in the Raleigh-Durham area.
• National Systems Contractors Association (NSCA) – 2011 Business Excellence Award Winner
• Ron Oetjen named to the Business Leader Magazine’s 2011 Top Triangle Catalyst Entrepreneur list

 For more information, please visit the firm’s web site at www.intelligentaccess.com.

Intelligent Access Systems (IAS) Welcomes Mike Baranski as Vice President of IT

 Raleigh, NC. – October 10, 2011 – Intelligent Access Systems, one of the region’s leading electronic security integration firms, announced today it has hired Mike Baranski to the position of Vice President of IT.

 Mr. Baranski has over 12 years of IT and software development experience and has built several successful software applications. Mr. Baranski will lead the IAS IT organization to include the technology requirements at all regional branch offices.  Located at IAS’s Raleigh, NC headquarters, he reports to the company President & CEO Ron Oetjen. “Mike’s extensive experience in our industry and his tremendous understanding of the vertical markets we serve makes him a terrific person for this role” said Oetjen.

 Mr. Baranski has held several positions in the security industry including Vice President of IT for a successful security consulting firm.  He has developed several successful security related software products to assist clients with data synchronization between disparate databases and also products to assist clients in regulated environments with compliance.

 Mr. Baranski joins IAS at a great time.  “Mike is coming aboard at a very exciting time for our company.   Physical security is a major issue for most of our clients, but compliance is becoming the pinnacle.  Mike and his team will give us the ability to better serve the compliance needs of our clients ” said Oetjen. 

 About Intelligent Access Systems

 Intelligent Access Systems is an independently owned electronic security integration firm with regional offices in Atlanta, Raleigh, Richmond, Pittsburgh, and Tampa.  The firm  is a leading provider of innovative electronic security solutions to include video surveillance, access control, wireless mesh networks, and intrusion detection to name a few.  Over the past couple years the firm has received multiple awards and recognition to include:

• #59 on the Security Dealer Magazines 2010 Top System Integrator Report
• 2010 and 2011 Inc. Magazines “Inc. 5000 Report” of fastest growing privately held companies in America.
• Ron Oetjen profiled in the Security Systems News “Top 20 Under 40” report in August 2010 edition featuring the profiles of the industry’s future.
• Triangle Business Journal recognized IAS in the annual “Fast 50” report of the fastest growing companies in the Raleigh-Durham area.
• National Systems Contractors Association (NSCA) – 2011 Business Excellence Award Winner
• Ron Oetjen named to the Business Leader Magazine’s 2011 Top Triangle Catalyst Entrepreneur list

 For more information, please visit the firm’s web site at www.intelligentaccess.com.

Inc.Magazine Unveils Its Annual Exclusive List of America’s Fastest-Growing Private Companies—the Inc.500|5000

 Intelligent Access Systems Ranks No. 2025 on the 2011 Inc. 500|5000 with Three-Year Sales Growth of 125%

 NEW YORK, September 7, 2011 — Inc. magazine today ranked Intelligent Access Systems NO. 2025 on its fifth annual Inc. 500|5000, an exclusive ranking of the nation’s fastest-growing private companies. The list represents the most comprehensive look at the most important segment of the economy—America’s independent entrepreneurs. This is Intelligent Access Systems’ second appearance on the list and this year ranks no. 32 in the security sector, no. 3 among security companies in NC, and no. 52 among all NC companies on the list.

In a stagnant economic environment, the median growth rate of 2011 Inc. 500|5000 companies remains an impressive 94 percent. The companies on this year’s list report having created 350,000 jobs in the past three years, and aggregate revenue among the honorees reached $366 billion, up 14 percent from last year.

Intelligent Access Systems has grown significantly over the last several years, nearly doubling its number of employees and increasing its geographical footprint. IAS President Ron Oetjen noted, “We’re happy to again be included on this exclusive list of growing companies. IAS continues to innovate and meet the ever changing needs for its clients and the culture of the business environment.”

“Now, more than ever, we depend on Inc. 500/5000 companies to spur innovation, provide jobs, and drive the economy forward.  Growth companies, not large corporations, are where the action is,” says Inc. magazine Editor Jane Berentson.

Complete results of the Inc. 5000, including company profiles and an interactive database, can be found at www.inc.com/5000. Intelligent Access Systems’ Inc. 5000 listing can be found at  www.inc.com/inc5000/profile/intelligent-access-systems-of-nc

CONTACT:   Ron Oetjen  ron.oetjen@iasnc.com

Methodology

 The 2011 Inc. 500 is ranked according to percentage revenue growth when comparing 2007 to 2010. To qualify, companies must have been founded and generating revenue by March 31, 2007. Additionally, they had to be U.S.-based, privately held, for profit, and independent—not subsidiaries or divisions of other companies—as of December 31, 2010. (Since then, a number of companies on the list have gone public or been acquired.) The minimum revenue required for 2007 is $100,000; the minimum for 2010 is $2 million. As always, Inc. reserves the right to decline applicants for subjective reasons. Companies on the Inc. 500 are featured in Inc.’s September issue. They represent the top tier of the Inc. 5000, which can be found at www.inc.com/500.

 About Intelligent Access Systems

Intelligent Access Systems is a full service electronic security company delivering a wide range of technology solutions—from design, to project management, to installations, to service and maintenance—to help address client’s business and security needs. Intelligent Access Systems specializes in providing: Network/IP cameras, Video Management Software Solutions, Electronic Access Control, Wireless IP Locksets, Intrusion Detection Solutions, Wireless Mesh Networks, Visitor Management, and Managed Security Services to a wide variety of industries and clients. Intelligent Access Systems partners with the best-in-class product manufacturers and leverages its top notch employees to offer its clients a total integrated solution. To learn more about Intelligent Access Systems and our electronic security solutions, visit our website at www.intelligentaccess.com or call (800) 409-3992.

About Inc. Magazine

 Founded in 1979 and acquired in 2005 by Mansueto Ventures LLC, Inc. (www.inc.com) is the only major business magazine dedicated exclusively to owners and managers of growing private companies that delivers real solutions for today’s innovative company builders. With a total paid circulation of 710,106, Inc. provides hands-on tools and market-tested strategies for managing people, finances, sales, marketing, and technology. Visit us online at www.inc.com.

Small Business Insights magazine interviewed Ron about 3 months ago regarding the success of IAS over the past couple years.  The article came out in the magazines premier edition for the Triangle Area version of SBI.  Here is the link:

http://issuu.com/smallbusinessinsight/docs/raleighjunejuly2011/15

News Alert——It appears that the electronic security industry has decided that managed services are good for business.  It’s the new buzz and we’re reading about the subject in all the trade magazines now.  It seems that managed services in the security industry have finally gone mainstream.

For several years, we at Intelligent Access Systems have been providing hosted and managed security services for our clients.  We toyed with it 4-5 years ago, but the technology on the video side just made it too hard.  Now that H.264 compression has arrived on the scene, it’s easier but still difficult for the average security integrator.  It’s no longer about the technology because that riddle has mostly been solved; now it’s about the security integrators training, networking competence, and experience.  Security integrators have notoriously been slow to move during this “convergence era” with the IT industry and it seems that sometimes we have too many people stuck on the digital dialer.

The truth is that hosted and managed security platforms are great for our clients and, from my perspective, not a hard concept to sell.  In the age of efficiency, not everyone wants to be doing server configurations, ID badges, database backups, and hard drive monitoring.  Many clients in the small to mid-size market just want someone to handle it.  That’s exactly where managed security services come into play for the security integrator.

Several years ago we started a quest to figure out a managed video surveillance model that we could provide to our clients.  We got the platform up and running, and found a small base of customers to give the idea a try.  We did well with this service and decided to try managed access control too.  To kick that service off, we decided to buy some accounts from another integrator who had been providing managed access control a while and managed access control took off for us.  Today, we regularly talk to all our potential clients on the East coast about managed security service options and recently closed a nice deal with a natural gas company for managed video surveillance and access control.

From my perspective, managed security services are a Win-Win for everyone if the security integrator does a good job of laying out the infrastructure for the services.  The integrator gets a healthy revenue stream and the client gets a quality service for a fraction of the cost of doing it themselves.  Now those are the kind of situations we like at Intelligent Access Systems.

NEWS RELEASE

 5/3/2011

FOR IMMEDIATE RELEASE

Intelligent Access Systems to be Honored by the Greater Raleigh Chamber at the Pinnacle Business Awards

 The Greater Raleigh Chamber of Commerce has announced that Intelligent Access Systems will receive the Steady Growth and Profitability Award during the 27th anniversary celebration of the Pinnacle Business Awards on Tuesday, May 3. The reception and awards ceremony will be held from 5 – 8:45 p.m. at the Raleigh Convention Center.

 The Greater Raleigh Chamber of Commerce will be presenting awards to some of the Triangle’s most successful business executives at this prestigious event. Both emerging companies and companies that have exhibited a substantial history as an established business will be recognized. Entrepreneurial businesses will receive awards for their staying power, business growth, community involvement, and innovation along with their steady growth and profitability during the past three years.

Additional award winners include:

 Blue Cross and Blue Shield of North Carolina Wellness Works Award

Marbles Kids Museum

First Citizens Bank Exceptional Customer Experience Award

Five Star Staffing & Accounting Recruiters

 Integrity in Business Award Sponsored by Greene Resources, Inc.

Bland Landscaping Co., Inc.

Community Leadership Award Sponsored by Progress Energy

Pretty In Pink Foundation

Smith Seal of North Carolina Sustainable Business Awards

Small Business Sustainability Award – Green Planet Catering

Large Business Sustainability Award – Wake Technical Community College

Small Business Lifetime Sustainability Award – The Irregardless Cafe/Catering

Large Business Lifetime Sustainability Award – IBM Corporation

 Individual Entrepreneurial Company Awards

1 – 5 Employees – The DiLeone Law Group

6 –9 Employees – Accuro

10 – 25 Employees – Confero, Inc.

26 – 100 Employees – McDonald York Building Company

101+ Employees – LM Restaurants

 Steady Growth and Profitability Award

BioResource International, Inc. (BRI)

BodyLase Skin Spa

FeatureTel, LLC

LM Restaurants

McKee Building Group, Inc.

Progressive Benefit Solutions

Risk Management Associates, Inc.

TriMark Solutions

VisionPoint Marketing

 Steady Growth and Profitability Master Award

BBH Design PA

BJAC, pa

Environmental Holdings Group, LLC

Excel Moving & Storage, Inc.- Allied Van Lines

Innovative Talent Solutions

Micro Epsilon America

MMI Public Relations

 About the Greater Raleigh Chamber

The Greater Raleigh Chamber of Commerce is the Triangle’s largest nonprofit business membership organization made up of more than 2,400 member firms representing two-thirds of the private sector employment in Wake County. The Chamber has represented the interests of the local business community since 1888.

Tonight in Las Vegas, NV at the 16th Annual SAMMY Awards presentation held at the Venetian Hotel, Intelligent Access Systems was awarded the 2011 award for “Best Vehicle Graphics Design.”  Ron Oetjen, President of Intelligent Access Systems, accepted the award on behalf of the company and later thanked all the “creative members of the team from IAS who worked on this project as well as John and Torri Westmoreland from InDepthWraps in Ball Fround, GA. for their work on this project” during a YouTube video.  Mr. Oetjen said that “our team had some images and an idea, but it was InDepthWraps that made this design a reality.” 

Security Sales & Integration magazine annually awards dealers and integrators for their marketing, business, installation and overall excellence with SAMMY awards.  This is the first year that Intelligent Access Systems was nominated for an award, but the company looks forward to being nominated and winning SAMMY awards in other categories in the future.

Watch the upcoming releases on http://www.thesammyawards.com/ or read the upcoming edition of Security Sales & Integration magazine for more about these awards and the award winners.

So, is the analog CCTV world becoming a commodity?  First, I think it is important to understand what “becoming a commodity” means.  A quick search on Wikipedia gives me the following definition:

“The transformation of the market for a unique, branded product into a market based on undifferentiated products.”

Based on this definition, I believe that analog CCTV products are becoming in some forms a commodity.  The first question to consider is, are there any restrictions on analog CCTV projects?  For the most part, the answer is no.  If you want to buy a Samsung camera or a Speco DVR, you won’t have a problem finding someone to sell it to you.  There are some manufacturers that require training certificates on some of their higher end components, such as, matrix switchers but for the most part CDW, Wal-Mart, Costco, and BJ’s Wholesale will sell you an analog CCTV system if you are looking for one.

When a product starts the process to commoditization, the prices normally drop due to the fierce competition among providers.  That’s great for the consumer, but not so good for the providers.  I’m willing to admit out loud, that we’ve seen our margins shrink and the prices drop for analog CCTV solutions.  In keeping with my last blog, I’ll quote Jerry McGuire’s mission statement: “The Things We Think and Do Not Say: The Future of Our Business.”  I can’t believe there are many people in our business who don’t see this and who don’t have some level of concern.  Let’s use a hypothetical company that we’ll call Joe’s Structured Cabling or JSC (for short).  JSC buys their wire and cable from one of the wire distributors around town and just went to a “lunch & learn” titled security camera solutions at the wire distributor’s office.  After all, we all know that every wire and cable distributor in the country now sells CCTV products too.  They have to expand their offerings too.  JSC is bidding a cabling job for a school and notices that there are security cameras in the bid too.  He calls up his wire distributor and gets a quote for the equipment, and submits a bid.

So, what are we dealing with?  Look I’m not picking on structured cabling people or their distributors.  We could have very well said an electrical company or a door hardware company.  The fact is that JSC probably quotes the equipment at 10-15% GPM.  Their labor rate may be $45 per hour.  There is nothing wrong with it to JSC because those are the rates they are used to and they just came up with a new offering to their clients….security cameras.  I don’t know about every security integrator, but I think that is a hard competitor to beat if the customer’s decision is heavily weighted on price.

I am by no means saying there is not a place for the “pure play” security integrator in the analog CCTV world.  I’m not even condemning the manufacturers for opening up their channels and selling to everyone.  It’s just what happens when markets become mature and the analog CCTV market is a mature market.  The manufacturers are smart people and they feel the pressure from the flood of products coming from Southeast Asia.  The larger players seem to be spending almost all of their R&D money on IP video products and most are using restricted channels for those products.  I can’t honestly remember the last time I did a “camera shootout” to find the best analog security camera for a customer.  Remember doing those?  We used to do them all the time, but now most of the cameras are pretty much the same anyway.

If there are little to no restrictions on the purchase of the analog products and anybody can buy them, what else is there to stop a free for all?  Regulations?  My experience is that some states regulate the installation of CCTV systems and some do not.  Depending on where you work, you may or may not need to be licensed to install CCTV products.  Some states require the jobs to be permitted, but do not require you to go through the plan review process like they do for burglar alarms and access control systems.  With very little restriction from manufacturers and spotty regulation from the states, it’s tough for me to see a huge upside in this market.

If you’re a security integrator and you’re still getting in the 30’s on your analog CCTV equipment regularly, you should be counting your blessings.  I don’t think we completely forget about our analog CCTV products, but I’d consider not making it a big piece of your business.  I think they need to be in the toolbag, but I think I’d do everything I could to make them the rusty tool at the bottom of the bag if you want to make good money at what you do.  We can still provide all of the value added services like consultations/designs and service contracts to try to differentiate ourselves.  I mean, doesn’t every specification now days seem to list a day/night camera even if the scene is well illuminated all the time?  We can talk all day long about day/night vs. Wide Dynamic Range vs. Extended Dynamic Range, but in the end is that going to be enough?  Sometimes, maybe.  More times than not though the customer will probably take the cheaper price.

Focus and alignment…that’s what good companies do constantly.  They focus and align their business on the portions that provide the highest returns.  In the commodity world, the cheapest price wins!  We can win in that model too, but it’s going to take some realignment to be successful in a commodity world.  I’m not sure that makes the most sense for us though.  To me it makes more sense to focus on areas like IP video, managed security services, mass notification, and compliance reporting.  At IAS, we are committed to our people and to the communities we serve, and we have to make money to make the most impact. 

Maybe you agree, maybe you don’t.  Either way, I’d love to hear your comments.