Commercial Integrator + Security Sales Nov/Dec 2023 - 31

In addition to servicing commercial
office spaces, FMS serves clients in a
diverse range of industries. This includes
working on small restaurants, hotels and
government projects. Felix firmly believes
in diversification, saying, " We must
pick up things at every end of the spectrum.
I do not want to go whale hunting,
where we're only going to be going after
the biggest takedowns. Because we're
going to spend a lot of money and the
odds are low. " He adds, " I also don't want
to spend all our time running around,
hanging one TV at a time. "
The fact is that there's profit to be made
on every size transaction. " It's important
to sell support contracts, " he asserts. " If
you're hunting projects all day long, and
you have to hunt for your meal every
single day, it's exhausting. A dry spell can
kill you! We must have a varied diet of
recurring revenue and project revenue. "
Commitment to
Customer Service
One thing that sets FMS apart is its unwavering
commitment to putting the customer
first. The company goes above and beyond
- even beyond its warranty period - to ensure
customer satisfaction. FMS holds its
suppliers to the highest standards, parting
ways with any that fail to meet those high
expectations. In a world where integrity
often takes a backseat, FMS stands out
by remaining responsive and solutionsoriented,
while also being civil in its
interactions with customers. Indeed, the
company believes in redirecting opportunities
that aren't a perfect fit so that every
customer feels exceptionally served. " Just
do the right thing by the customer, " Felix
advises. " They'll come back and remember
you for the little things that you did.
They're not going to regret it. "
It's no wonder that FMS has earned a
reputation for knowing no limits when it
comes to delivering exceptional service.
Entrance into
Security Integration
A few years ago, Felix spotted a gap in
the market after realizing that many
clients were looking for an entire
ecosystem of low-voltage security, AV
'Achievement isn't scaling
literal mountains. It's often
about quiet perseverance.
I may not aspire to climb
a mountain, but I strive
to be prepared for today,
tomorrow and the future.'
- Lionel Felix, CEO/founder, FMS
and Internet of Things (IoT) technology.
Felix seized the opportunity to stand
out from other AV integrators. With an
eye toward the future, FMS expanded
its offerings to include security services
back in 2022 through the acquisition of a
security company, while also acquiring
Visual Innovations Company, Inc.
" [Visual Innovations], the [then]
30-year-old AV company, had an excellent
set of Texas Department of Information
Resources (DIR) government contracts,
which instantly allowed us to do business
with taxpayer-funded entities in Texas
and beyond, " Felix explains. The Texas
DIR program simplifies purchases for
state and local entities. It has significantly
broadened FMS' horizons. The
company also managed to secure three
other, similar contracts, which, together,
FMS calls " the four aces. "
FMS' strategic expansion empowered
it to carry out projects for customers
that traditionally would have to find one
vendor for security and another for AV.
Through its thoughtful approach to acquisitions,
FMS can now do both. This has
allowed the fast-growing commercial AV
and security solutions provider to compete
directly with major players in Texas.
Felix notes that, since security products
are cloud managed and IT-based, it means
more recurring revenue for the company.
FMS is reaching new heights in AV
and security integration, and it has also
started Roam GPS, a GPS tracking solution
for fleet and assets. After becoming frustrated
with people stealing equipment,
Felix sought out best-in-class GPS tracking
hardware to use in FMS commercial vehiThrough
strategic acquisition, FMS gained access to Texas
Department of Information Resources (DIR) government contracts.
This helped broaden FMS' horizons to AV, physical security and IoT.
Nov/Dec 2023 | Commercial Integrator+Security Sales & Integration
31
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Commercial Integrator + Security Sales Nov/Dec 2023

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales Nov/Dec 2023

Commercial Integrator + Security Sales Nov/Dec 2023 - Bellyband1
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Commercial Integrator + Security Sales Nov/Dec 2023 - Cover1
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Commercial Integrator + Security Sales Nov/Dec 2023 - Cover3
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