1. Private response to Alarms: A Merging New Service: An immediate outcome to the restrictive alarm ordinance in Toronto was a massive shift to private response. A similar outcome is expected in Boulder, Colorado, and other communities where higher fines and no response policies are expected. No response ordinances or policies are particularly expected in many large metropolitan cities. The seminar will review the changing nature of both installation and monitoring sectors and discuss the opportunities for private response. It will review new private response operations throughout the country and provide the conditions and evidence for economic viability. It will suggest a package of services which will make the operation economically feasible even for low alarm density regions. The seminar will further discuss some of the legal and manpower impediments to private response and suggest ways to overcome them.

2. Effective Marketing Strategies for the Alarm Company: This seminar focuses on managerial level marketing issues for alarm companies and suggests practical strategies to increase marketing effectiveness. Based on studies of alarm ownership, the seminar describes who owns alarms and why they purchase systems. A discussion of how alarm owners go about selecting an installer and the factors that are important to consumers in the selection process will follow. Based on alarm owners' behavior, the seminar explains how to cost effectively build a customer base. The issues of pricing and product offerings will then be discussed. The seminar will also discuss why some people do not buy alarms and suggest strategies to reach this market, improve sales presentations and overcome objections.

3. Entrepreneurship in the Alarm Industry: Entrepreneurs are defined as individuals that see opportunities for new products/services, pursue them, and in many cases change the direction of their industry. Indeed, the entrepreneurs and/or their company benefit monetarily from their efforts. However, these benefits eventually spill over to many others. The seminar will review a selected number of entrepreneurs from the manufacturing, distribution, and monitoring segments of the industry. It will describe the attributes of entrepreneurs and how their skills can be fully utilized. It will further suggest how companies can reduce the chance of missing out on innovative ideas.

4. Economies of Scale and Scope in Central Stations Operation: The seminar will present operation activities, costs and prices of central stations as related to the number of subscribers, and the type of company (e.g. third party, national, small regional; UL, non/partial UL; Commercial, residential base). It will show whether and where economies of scale exist in monitoring. It will further discuss whether economies exist for a company that both installs alarms and provides access control. Some discussion will follow based upon facts previously developed about the attractiveness of alarm monitoring to other players in the telecommunications market. Particular attention will be given to the RBOCS, long distance carriers, and cable TV. The questions analyzed include whether it is in their interest to enter, the possible economies of scope they may enjoy, and the problems they may encounter. This discussion all relates to the other opportunities they have, and to the changing regulatory environment.

5. The Effectiveness of Commercial (or residential) Alarms: The following seven sections outline the contents of the commercial seminar: 1.Where and when commercial burglaries occur in the suburbs. Timing of burglary, locational issues and characteristics of burglarized establishments are discussed. 2.Effective precautions taken by businesses. Here we analyze the effective measures businesses can take to reduce the chances of burglary. We explain why alarmed properties become targets of burglars. Some discussion will follow on the role installers and police departments can play to improve the security for their business owners. 3.What we know about alarm owners. This section covers the characteristics of alarm owners, why they buy alarms, and why other businesses with similar attributes don't buy alarms. 4.Analysis of the installers market. Describes how prices are established in the installation and monitoring markets and describes differences between large and small installers. 5.False activations. Why they occur and differences between police and alarm owner reports. Economists view on whether and how activations can be controlled. Some discussion will follow on private alternative to police response, and how the police department can become more cooperative and willing to respond. 6.Costs and benefits of alarms to the community. we calculated the overall effects of alarms to the owners, the police, and the rest of the community. Both residential and commercial establishments were considered. All effects were determined for a prototype suburban community in Pennsylvania and is typical of many U.S. suburbs. As we mention before, a similar seminar which summarizes our residential security and alarm ownership study could be presented. The residential seminar will also discuss the benefits of alarms to the insurance industry and will suggest cooperation methods between the alarm and the insurance industries.

6. Monitoring and Installation of Alarms in High Income Communities: Our detailed city wide survey of households in Greenwich Connecticut provides important findings for central stations. Included are pricing of installation and monitoring by size and type of central station, success in added monitoring services like environmental, smart homes, and access control. The study revealed the importance of customer service by the central station and its value in providing information to the security company. The seminar will provide a suggested protocol to follow, based upon end users' experiences.

7. False Alarms: New Realities, New Solutions: In a major study conducted for the City of Philadelphia we suggested a new ordinance and procedures to dealing with the false alarm problem. Alarm ordinances and activities of six major cities were reviewed and analyzed. The cities are Toronto, Boston, Milwaukee, Montgomery County Maryland, Seattle, and Portland. These experiences and economic theory suggest a

new way of dealing with the false alarm problem. An alarm ordinance must relate to the particular type of city, be simple to understand and implement, easy to regulate, reflect market forces, and need not be punitive in nature. The approach appears to gain support within the alarm industry regardless of possible short term possible adverse effects. The seminar will include discussion of the six cities' experiences, the model city cases, the parallel of the false alarm problem with other economic markets, evaluation of alternative solutions, and recommendation of the preferred solution.

8. Burglary in the Suburbs: Beginning with the Target Selection Process Model, the seminar describes how a burglar goes about selecting a commercial or residential burglary target from the neighborhood to the point of entry. Attributes which make properties susceptible to burglary are described. Temporal patterns will also be presented for both commercial and residential properties to show when properties are most susceptible to burglary. The seminar will demonstrate effective security measures and alarm effectiveness for various types of residential and commercial properties.

9. The structure of the industry and its expected change: Introduction of mass marketing has increased the market share of few large vertically integrated dealers. The 1996 Telecommunication Atc, deregulation of utilities, and technological innovation in particular of wireless system will further change the industry landscape. Our surveys and reserved suggests further industry consolidation which differs from past trends. This seminar will outline the trend, the reasons for the changes, and how could dealers effectively prepare to maintain their market share.