Strategies
Keeping it secure
Business First of Buffalo - by Annemarie Franczyk Business First
Robert Vezina got his start in the security systems business in a predictable enough manner 30 years ago, learning the ins and outs of installation, parts and service while working for someone else. After a couple years, his confidence in his skills and his entrepreneurial leanings prompted Vezina to begin his own business, which he built into such a successful enterprise, it attracted a buyer. He became an employee once again and once again tired of it so he set off on his own with a single employee. It would be this modest business that Vezina would build so dramatically, it ultimately would be recognized by Inc. magazine as the fastest-growing security company in New York state. Interestingly enough, he would do this without a sales force: Word of mouth would become a powerful element of Life Safety's expansion strategy.
What's going on: Life Safety installs and services commercial fire and security services, fire alarm systems, access control, camera systems and sprinkler systems. The business is split, roughly, between installation and service. Non-proprietary equipment separates the company from the competition, Vezina says.
"It allows us to sell a customer what they need as opposed to what we sell," he says.
The key is membership to the PSA Security Network, a national buying group representing about 250 small businesses, like Life Safety, with a combined $2 billion in sales. The purchasing power gives members access to the latest security products, best practices and resources to develop cost-effective security solutions.
In another significant move, the company bought a fabrication shop in Buffalo where craftsmen perform custom pipe cutting and other work.
"We can be more competitive because we do everything in house and can make changes faster," Vezina says.
As it grew, the company changed the name it uses in promotions and advertising to Life Safety Commercial Fire & Security Services Inc. for instant recognition by potential customers.
Who's who: Vezina is president; Dave Delavalle, division manager of service and retail; Robert Vezina Jr., division manager of construction, public jobs and electrical contractors; and Jeremy McAfee, division manager for security, access and close circuit televisions. Michelle Noe is office manager.
Employees: 26, plus 10 subcontractors who do repairs.
Revenues: $5 million
Clients: About 600. Around Western New York, clients range from the tiniest Chinese restaurant to Kaleida Health facilities, NRG Energy Inc. and DuPont Co. Elsewhere, there are contracts with business with multiple locations, such as retail stores and banks, which fueled the company's statewide growth. Life Safety also serves about 10 public clients through a state bidding process. Because the company sells a range of equipment, it also repairs a range of equipment and has service personnel up and down the East Coast.
Proudest moment: Recognition as the fastest growing security company by Inc. magazine last September using sales from 2004 through 2006. Also, the company's brochure took national honors, beating the likes of General Electric and Honeywell.
Biggest challenge: Getting people beyond training them in house, Vezina says. New hires need to be flexible, smart and go with the flow, Vezina says. They need to be mechanically oriented and have a background in electric and electronics - not a common off-the-street combination.
The company has taken some bold steps to latch on to the trained personnel it needs: In 2002, Life Safety bought a security systems company that specializes in access control, and in 2005, it joined the Road Sprinklers Fitters Union, Local 669. The affiliation with the union, with its national presence, is helping the company position itself for westward growth, particularly in retail.
Growth plans: Life Safety anticipates a boon from coming requirements for businesses across the country to have security systems, Vezina says. That, in turn, will put more pressure on hiring both service personnel and administrators.
"These guys need infrastructure under them just like I had them under me," Vezina says, referring to his division managers.
As for service personnel, Life Safety is working with other security companies to form an apprenticeship in New York state with the National Burglar & Fire Alarm Association.
Life Safety Engineered Systems Inc.
25 Tyrol Drive
Cheektowaga, NY 14227
Phone: (716) 656-8890
Web site: www.lifesafetysecurity.com
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