It’s been a good year for ETC

Since joining with IR, ETC’s biz has grown
Wednesday, October 1, 2003

DOVER PLAINS, N.Y. - The past year appears to have been good for Electronic Technologies Corp., the first systems integrator to join ranks with Ingersoll-Rand as the conglomerate entered the systems integration market to become a total solutions provider.

Since it became part of Ingersoll-Rand, ETC has seen its sales jump from $48 million to $60 million, said Scott Deininger, senior vice president of sales and marketing for ETC, while the company’s employee base has grown from 320 to 360 people.

“The Ingersoll-Rand growth was phenomenal,” said Deininger, who was part of ETC for a number of years prior to the acquisition.

Much of the growth can be attributed to synergies between each company and the ability to promote the other’s services. Ingersoll-Rand will tell its customers about its systems integration arm ETC, while ETC in turn offers Ingersoll-Rand products as part of its portfolio of product offerings.

The result is a turnkey solution for customers, said James J. Scott, president of IR Security & Safety Solutions. “We want to have a complete solution available to target complex organizations,” said Scott, and enable the company to pull all its products and services together.

And, according to Eli Lustgarten, managing director of research for H.C. Wainwright & Co., “it’s a lot easier in the service business to take care of what you know.”

But despite it becoming part of security door hardware and products company Ingersoll-Rand, little is different at ETC except for its move up the ladder as one of the industry’s largest security systems integration firms.

Deininger said since ETC was Ingersoll-Rand’s first systems integrator purchase, many of its processes remain intact. Those processes on sales and project management are now part of the foundation for the company’s continued growth in the systems integration market. “We were the first, so we created that model,” he said.

As part of Ingersoll-Rand, ETC has also recently opened two new offices in the past few months. The company added coverage in Kansas City, Mo., and Tulsa, Okla., while a third location in Salt Lake City is slated to open this fall.

The new offices come as ETC looks to serve customers in those markets, said Deininger. “We have never put an office in an area and hoped to get business,” he said. “It’s because business is there and we need to support it.”