Integrated Security rounds out offering with fire line addition

Wednesday, January 1, 2003

MIAMI -To round out its offering, systems integrator Integrated Security Systems has added large scale, integratable fire systems to its portfolio.

The addition follows the company becoming an Edwards Systems Technology EST-3 partner. While Integrated Security offered fire products under the Edwards’ Mirtone line for about three years, the addition of the EST-3 line greatly expands its reach and ability to integrate fire with access control, video and burglar alarm systems, for example.

“We were offering fire alarm systems, but we couldn’t handle the larger high rises and hospitals,” said Jeff Nunberg, president of Integrated Security Systems. “The fire systems that we were offering were for smaller, four-story office buildings and smaller apartment complexes.”

Within its first full year of offering the EST-3 line, Nunberg expects a significant increase to the company’s revenues. “I feel it’s going to add, at least in our first year, seven figures to the top line,” he said.

Though company officials declined to release revenues, the type of customers served by Integrated Security were characterized as Fortune 1000 and 500 type companies. The company has three locations, including its headquarters here and branches in Tampa and Melbourne, Fla., and employs 50 people.

To ramp up for the fire line addition, the company hired a number of new people experienced in the fire market, including a person with 25 years of experience in designing and selling large addressable fire systems, said Michael Smith, director of sales and marketing for Integrated Security. The company has 10 people devoted to its life safety group, but in 12 months company officials plan to double that in line with projections.

“Earlier this year we used a consultant to help us set in place the infrastructure that will be necessary for the growth we anticipated by becoming an Edwards EST-3 partner,” said Smith.

For Edwards Systems Technology, Integrated Security is one of a few select companies this year to earn the EST-3 partner distinction. “We look for partners that are looking to give us incremental business from what we don’t already have in a particular market and Integrated Security is one of those that fits that mold,” said Timm Weber, district manager for the South Florida market for Edwards Systems Technology.

Adding high-end fire systems to its line up comes at an ideal time for Integrated Security. Many customers are now looking for a single source for their security needs, said Nunberg.

“ISS wants to be a one-stop shop for our clients,” said Nunberg. “We needed to add that line to make sure we have a full suite of products. You never want to give a competitor an in with your client.”

And, the company serves a market where many older buildings will soon need newer fire systems to meet code.

“There’s a lot of old buildings down here, especially on the ocean. And a lot of these buildings are going to need to be retrofitted,” said Smith. “We see this as a good opportunity to get in on the ground floor.”