Security Sales & Integration March 2023 - 47

the critical nature of life safety, and the specific
requirements, we play very well within the
healthcare industry. We have a strategic focus
on it. Another one is education. We're really focused
on universities and network applications
along with K-12. There are now many more
K-12 customers that look at services where
there used to be self-maintainers. We've had
success along with the installation within those
markets, but also then supporting the longterm
service for those customers.
Then there's the government space. We have
some phenomenal government customers,
some of which are throughout the state of Florida.
In counties, municipalities, we play very
well too. Some of the other markets would be
hospitality and entertainment. That's where we
play best, in those four markets and where we're
really focused.
Let's talk pressing challenges. The
supply chain seems to have eased a
little but has been an issue, particularly
on the fire side. Also, inflation and the
economy. How is Sciens coping?
Heath: The supply chain and inflation have
been a drag for all industries. But it's significantly
better than it was a year ago. We still have
a lot of products sitting in warehouses where we
don't have the complete system. We can't get
onto the project site and finish those jobs up.
Anyone doing any kind of work in buildings is
feeling the same challenge. No manufacturer is
doing better than the other; they're all in it together
and we're on the receiving end. Peripheral
devices are back to about 80% from a supply
chain perspective. Still, some of the panel components
are behind that. Of course, you need a
complete system. It's going to be probably another
six months before it gets closer to what it
was pre-pandemic.
Inflation creates its own special set of challenges.
Where we can, we're passing that on to
the market but we're also sensitive to the needs
of our customers. In many cases, we're absorbing
those costs and focused more on the long-term
relationships with our key customers. We're also
sensitive to the needs of our customers. We're
all going to be feeling it through this year and
into next. We've been through these types of situations
before in this industry. We know how
to help the organization and our people get
through these kinds of scenarios. We'll knuckle
down and come out the back end.
securitysales.com
MARCH 2023 Security Sales & Integration 47
The nice thing about this industry - because
it's life safety, because these systems are
critical, they need to be serviced, they need
to be tested. That helps us get through some
of the economic downturns, while keeping
people safe.
Conners: Again, we look at a company like
Carlyle, our financial backer, our private equity
investor, and believe we have an advantage in
these downturns.
Heath: Also, there's a lot of companies that don't
have a succession plan. There's a lot of companies
thinking about the future and perhaps they
don't want to go through another downturn,
manage through another recession. That's why
we're seeing an increase in sellers wanting to engage
folks like us. They want to take some chips
off the table, but because of their sweat equity
Sciens aims to serve as a
a one-source provider of
fire, security and life-safety
solutions and services.
Pictured here is associate
Drew Stone.
http://www.securitysales.com
Security Sales & Integration March 2023

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