Page 46 - Security Today, April 2018

INTEGRATION INSIGHT
So it’s a great partnership.”
The partnership between the PSG and the sales division is vital to
Climatec’s operation and their commitment to being client-focused. Climatec isn’t interested in selling their client just any product—they want to sell them the product that’s going to work best for them and their security.
“We try to sell them what fits the needs, the model, what fits the build- ing. We’re selling them what’s going to solve the problem,” Gilley said. “We’d rather walk away from the deal if we don’t have the right product.”
WORLD CLASS SERVICE
That level of dedication to client satisfaction is part of Climatec’s drive for “world-class service.” Climatec believes that if a company isn’t ser- vice-driven, it won’t succeed.
For example: response times. Many companies will talk about how committed they are to high-class service and quick turnaround times but then take as long as two weeks to respond to service is- sues or client complaints. The company’s prices or designs may be popular, but when the product breaks, what the client really wants is a rapid response. Gilley said those at Climatec pride themselves on their turnaround time, believing that critical work like security solu- tions demands it.
“They want you to be there quickly, fix it, get it going again,” Gil- ley said. “We live in a world where if you’re not on site quickly, you’re not going to repair that and make it work, you’re putting that business in jeopardy, and you’re putting that employee base in jeopardy. You can’t operate in any other fashion. You have to be there; you have to make it work.”
FLEXIBILITY IS VITAL
Climatec has a wide variety of clientele in their footprint, which stretches from California to Texas. In Arizona, they work with a large number of school districts as well as clients in the healthcare market. In Dallas, they just worked with Dickies Arena.
“We don’t try to box ourselves in to a particular product or a par- ticular vertical,” Gilley said. “We have schools, we have healthcare, commercial, but we try to stay focused on the entire market so that we’re a complete provider.”
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Some of their clients are definitely outside the box. For example, an open-air aquatic park in Phoenix, one of their “most difficult assignments.” Gilley described its structure as a shell building with an opening in the middle. On the edge of the shell were a variety of retail establishments, and in the center were the marine animals, such as dolphins.
The retail environment required some complex arranging, be- cause each store was different. Climatec had to approach each one individually and work with them one-on-one.
“It wasn’t one sale, it was a multi-sale...lots of people with their hands in the pie,” Gilley said.
It was a challenging situation that meant working on a tight sched- ule under a lot of pressure, “Because when they put those animals in that water, everything needed to be done.”
At the end of the day, when the park opened, each establishment had their own specific security solution, one they could be confident in. Gilley considered it a victory.
LOOKING TOWARD NEW OPPORTUNITIES
Climatec was acquired by The Bosch Group in 2015, which has pro- vided the company with more opportunities and resources to stay on top of the security world’s pulse—for example, keeping an eye on the increasing interest in smart security and the Internet of Things.
“I think the security world’s still trying to figure that out and get a grasp on what it means but we’re all embracing it and we’re all work- ing toward it,” Gilley said. “We have a team of people in our company that work with the Bosch people to monitor it and see what’s going on and develop a plan for how we’re going to adapt to that.”
Under Bosch’s ownership, Gilley said he sees Climatec’s business growing outside of their California-to-Texas range to become a na- tionwide company, perhaps even international. As they look toward future opportunities, they remain focused on serving each client’s individual needs.
“No matter where you go service is the key, making sure you have an elite level of service,” Gilley said. “If you don’t, you’re just an also-ran.”
Jessica Davis is an associate content editor at 1105 Media.
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