Security Sales & Integration June 2022 - 29

Top-bottom: CTSI CEO Joe
Oliveri; Vice President BD,
Communications & Corporate
Marketing Alan Rosenkoff; and
Vice President of Mergers &
Acquisitions Sergio Katz say
the business is bullish about
bolt-on as well as large
acquisitions.
challenges, cross-selling opportunities and prioritizing
subscription-based services.
Some of CTSI's recent acquisitions have
been especially eye-catching; could you
speak to a few of those, like AFA
Protective Systems, The Protection
Bureau and Structure Works?
Sergio Katz: When I started about a year ago,
our acquisition strategy was to bring the fire
and security platforms into play. We wanted
to take the company from a technology standpoint
and put all these businesses together as
a one-stop shop. A lot of the acquisitions I
brought to the CTSI Board and to Joe [Oliveri]
were off-market. That's where we thought our
strength was an opportunity, especially with
the AFA acquisition where they weren't looking
to sell. Our strategy of what we presented to
them from Day 1 was important to them and
to us as well. That acquisition was important
because we were trying to build our anchor
businesses or get to our anchor business from
a fire and then from a security platform with
The Protection Bureau. With fire, we look at
securitysales.com
AFA because of the nationwide coverage they
have, the national accounts they have. With
Structure Works, it's the big logos they have as
well as the international and national accounts.
It's exciting to be able to expand our growth
through not just the Mid-Atlantic area but also
nationwide and throughout the world.
What lessons have you learned along
the way to make these acquisitions as
seamless as possible?
Joe Oliveri: One that's very important is communication.
We do a lot around communication
to the employees and team members to make sure
they're fully informed because as the acquirer,
we know what we plan on doing. The company
that's being acquired, honestly, they're very nervous.
A lot of the team members, they're worried
about their benefits. They're worried about their
jobs. They're worried about their salaries. They're
worried about changes, but we're not making a
lot of changes. I make sure I'm very vocal and let
them know not a lot is going to change.
" You're going to continue to do your job.
JUNE 2022 Security Sales & Integration 29
We wanted to
take the company
from a technology
standpoint and
put all these
businesses
together as a onestop
shop.
- Sergio Katz, V.P. Mergers
& Acquisitions
WAROD/STOCK.ADOBE.COM

http://www.securitysales.com

Security Sales & Integration June 2022

Table of Contents for the Digital Edition of Security Sales & Integration June 2022

Security Sales & Integration June 2022 - Bellyband Page 1
Security Sales & Integration June 2022 - Bellyband Page 2
Security Sales & Integration June 2022 - Cover1
Security Sales & Integration June 2022 - Cover2
Security Sales & Integration June 2022 - 1
Security Sales & Integration June 2022 - 2
Security Sales & Integration June 2022 - 3
Security Sales & Integration June 2022 - 4
Security Sales & Integration June 2022 - 5
Security Sales & Integration June 2022 - 6
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Security Sales & Integration June 2022 - 9
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Security Sales & Integration June 2022 - 21
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Security Sales & Integration June 2022 - Cover3
Security Sales & Integration June 2022 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
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https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
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https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
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