In business, a superior product or service doesn’t automatically mean a booming bottom line. An effective sales force is usually what makes all the difference. Nevertheless, Mark Popkowski, CEO of Modern System Concepts has a different take, admitting that a roving fleet of smooth talkers has had a very low priority in relation to the success of his fire and security integration company.

“I don’t do a lot of advertising,” says the CEO. “My (satisfied) customers advertise for us and I make the no-pressure sale by educating the (potential) customer. Our business has continued to grow by word of mouth.”

The implication that customers are satisfied and services well rendered is obvious, and while an installation likely means a long-term relationship, MSC reinforces their commitment to a lifelong affiliation by not putting up barriers to what the company will provide. From security cameras to home theaters; from electronic security systems to networking and IT – it is not difficult to apply concepts from one to another, especially since the technologies involved share certain similarities. “The whole concept of turnkey is what we are about,” he says. “It opens up a lot of doors, keeps the customer calling and keeps my company out there.”

Segueing into audio visual, telecommunications and IT networking began early on and an affiliation with a global trade association called CEDIA (Custom Electronic Design and Installation Association) for certification soon followed. “What this did was help me get a pair of eyes to see what the future was bringing,” Popkowski said.

MSC is constantly exploring products that best fit the customer's needs, aiming to give them “the most bang for the buck” and to provide lasting solutions, with expandability into the future.  One example of this is MSC's work on fire alarm systems. Vigilant Fire & Life Safety Systems is one of the manufacturers MSC uses. “What Vigilant allows us to do is network panel,” he says, which often comes into play when customers expand their building beyond the number of points they can have. “It’s simpler to be able to put another panel in and network the two so that they talk to each other,” says the Houston-based CEO, adding, “I believe that all systems will one day be networkable, allowing for infinite expandability. Our company really should be categorized as a system integrator, allowing the integration and installation of systems.”

Still, Popkowski's criteria for taking on a project concerns more than size or current security status. MSC generally avoids alliances that are preceded by a bidding process. “We do good quality work but a lot of times in competitive bids they’re just looking for the cheapest price – and that’s not what we are about,” he said.

In going about their business, MSC remains nifty and nimble by looking up, so to speak. “Everything is being migrated to the cloud,” he says. It follows then, with less equipment to maintain, costs go down and efficiency goes up. At the same time, communications are being kicked up a notch by factoring iPads into the equation. With their record capacity, Popkowski says, “My technicians use iPads as a means to communicate to the office, receive and send service tickets, process credit cards, store installation and user manuals. (There is) less paper to keep up with and technicians hardly need to come to the office.”

And this is the way Popkowski and MSC accept the challenges of an environment that is always migrating. “It’s all about continuing to find new ways to set us apart from our competitors,” he concludes.

For more information, please visit: www.modernsys.com