Outside reps mark firm’s new approach

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Monday, November 1, 2004

MAITLAND, Fla.- Corporate Security Management, a company that designs, programs and manages security and fire system projects, has spread its wings by adding its first sales representative outside its main office.

The company recently added a person to cover the Dallas area, a prelude to its plans to bring another person onboard in 2005 to serve key markets such as Chicago, New York and Los Angeles. Company officials expect to employ up to five people in various cities within two years.

“We’ve never necessarily had a field representative marketing our services outside of the office,” said Matthew Krebs, man-ager, sales and marketing for Corporate Security Management. “It’s breaking out of the mold for what we’ve done.”

The addition is a dramatic change for Corporate Security Management, which has served national clients from its headquarters here since 1990. Today, the company employs 30 people and contracts with installers to pull wire and hang product, while it focuses on designing, programming and managing projects.

Company officials decided to alter its approach with an outside sales person to drive new business beyond the retail market, where it has built a name for itself. While 85 percent of its business currently comes from the retail market, within a few years medical, education and the financial markets are expected to account for 30 percent of revenues.

“We felt it was time to build competency in other markets,” said Felix Martinez, chief executive officer and president of Corporate Security Management. “But retail is still going to be the bread and butter.”

To grow in new markets, the firm will partner with companies that offer certain expertise. For example, it now works with a manufacturer of infant tagging and patient wandering devices.

Krebs expects Corporate Security Management will grow 30 percent each year, thanks to tackling new vertical markets and by placing experienced sales people in the field. “It’s obtainable, but it’s an aggressive number,” he said, about the growth plans.