Security Sales & Integration March 2023 - 48

EXCLUSIVE!
Executive Interview
Sciens' Theory
for Success
they want to stay involved with the company.
We offer a good opportunity for them, particularly
when times get a little troubled.
Technicians Carlos Lavayen
and Jose Tobar are among
Sciens' fast-growing staff of
more than 1,200 people.
Rheaume: Based on some of those supply chain
issues, we have a very strong backlog. We're well
positioned and expect those backlogged jobs to
progress with the improving supply chain. Our
code-driven focus on services is another plus for
our business. Sciens is very competitive with
major competitors within the local markets we
serve, which positions us as a valued partner for
our customers.
Let's jump over to technology and services.
Fire tends not to be on the leading
edge, but are there two or three technologies
or services gaining traction?
Rheaume: One of the things that applies
across multiple product lines is remote diagnostics
and doing remote-based services. You
have other technologies in the fire alarm industry
where you do one-person inspections
based on resetting through a handheld device
of those systems where traditionally they were
based on two. It's about data analytics, capturing
that data and integrating it into other
systems. In our security business, that technology
is ever evolving. In some cases, we play
in complex environments and do security at a
very high level. There's some facial recognition,
smart servers, managing data storage and sharing
data among multiple services and being as
cost-effective as possible.
What is Sciens' philosophy for recurring
revenue within the business? Do you try
to tie some recurring to every account?
Rheaume: We're really focused on the service
model. We design and install solution applications
across fire, security and sprinkler systems.
Then the goal is to sell services and support
the customer long-term over many years.
Testing and inspecting is a critical part of our
business, which by default is recurring. When
you perform well, you retain that test and inspect
agreement. In most of our markets we
play well in fire alarm and sprinkler service,
and so we test and inspect for both. You can
then add other bundled services such as emergency
lighting, extinguishers and supplemental
systems. The customer is really looking for
that one-stop shop to service those systems as
a value-added partner.
48
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Security Sales & Integration March 2023

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Security Sales & Integration March 2023 - Bellyband1
Security Sales & Integration March 2023 - Bellyband2
Security Sales & Integration March 2023 - Cover1
Security Sales & Integration March 2023 - Cover2
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Security Sales & Integration March 2023 - Cover3
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