Security Sales & Integration June 2022 - 32
EXCLUSIVE!
Executive Interview
CTSI's Master Plan
When we meet with a
potential seller, one of the
things we say is, 'We're not
going to disrupt you, this
is not a cost out exercise.
This is a way to grow.'
- Sergio Katz,
V.P. Mergers & Acquisitions
We have an integration team that's responsible
for making sure these integrations happen. If
we're doing a tougher integration, we may take
a year to do it rather than three months. As long
as there's a timeline, we're good.
I'll give you an example. One
of the businesses we purchased
really didn't have a good ERP
system or a good estimating system.
We converted them within a
month, but again other businesses
have very robust systems and
they may take a year to convert.
Katz: Th e culture is also importVIDEO
& MORE ONLINE!
Hear and see more about CTSI
at securitysales.com/ctsi2022.
ant. You may have diff erent mix-match cultures,
be it geographical or in the service they
provide or how they do business. When we
meet with a potential seller, one of the things
we say is, " We're not going to disrupt you, this
is not a cost out exercise. Th is is a way to grow.
Your company is intriguing to us and will help
us based on the way you continue to do things. "
Th e culture of our people is key to be able to
continue to provide the service we provide.
Rosenkoff: Our model is investing in these
great companies that we've acquired and it is
what is making us successful. Th e companies
that we're acquiring are great companies. I've
met with each of the leaders of the companies
we've acquired, there's common themes
around investment in my employees, the loyalty
of the employee base. Th ere's a commitment
to solving customers' problems. Our
diff erentiation is that we can protect and
connect our customers and they can rely on
us to execute.
What should observers expect to see
from CTSI for the balance of this year?
Katz: On the M&A side, we are going to continue.
We're going to continue in 2022 with
expansion through acquisitions, probably not
as fast as we did in 2021 but close to it.
Oliveri: When I look at what's important to
me this year, there are four things. We've talked
about all of them: M&A, cross-selling, integration
and synergies. Th ose are what I'm focused
on driving the business forward. SSI
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32
Security Sales & Integration JUNE 2022
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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
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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
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
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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