Integrated Access heads west, follows client needs

The company may add more locations to serve Fortune 1000 and Global 2000 clients
Saturday, March 1, 2003

CHICAGO - Now that systems integrator Integrated Access Systems has established a presence in the East, the company is setting its sights westward with a recently opened office in Chicago.

The new location could be just one of several for the security company in the near future as it looks to broaden its reach and expand service to customers with multiple locations.

“We’re very strong on the East Coast and our sense is to move into markets that have a strong, industrial corporate demographic,” said Darren Bronen, director of sales for the $27 million in annual revenue company. “We think there could be opportunity to expand into markets like Chicago, San Francisco, Los Angeles and Dallas.”

The Chicago office comes about a year after Integrated Access brought in a person to expand its presence in that market. Today, its office includes two salespeople, a project manager and a technician.

“Most of our expansions are driven by our clients, where they would open a new corporate office in a certain region and we would be called upon to provide a roll out of the security,” said Mitchell Kane, executive vice president of Integrated Access and one of four principals of the company.

It’s that philosophy, following the needs of its Fortune 1000 and Global 2000 clients, that led Integrated Access to open its own manufacturing division 14 years ago.

When company partners Kevin Dean, Gary and Dennis D’Aries and Mitchell Kane could not find the type of enterprise wide access control systems needed for clients, they started Geoffrey Industries. Today the manufacturing division provides access control boards, software, reader interfaces and digital video recorders to not only Integrated Access, but other systems integration companies.

“What we’re able to do is be more receptive to customers needs,” said Bronen. “We have the ability to go back to Geoffrey and if the base case requires us to make changes (to a product) we can be more accommodating.”

By also mainly installing product from Geoffrey Industries, Bronen said it gives Integrated Access an advantage over other companies. Not only does it simplify servicing, but also speeds up the learning curve for technicians since they only need to become proficient in one product line.

“We really just focus on the Geoffrey product and we leverage that very well,” said Bronen.

The result of Integrated Access’ focus on enterprise-wide access control systems and selling a solution verses just hardware has attributed to the company’s high retention rate of customers. “We have over a 95 percent retention rate with all our customers and that in this industry is something to be proud of,” said Bronen.