CSL Interview
Simon Banks talks to Paul Gray, Managing Director of Leeds based ESS
 
What's your advice to anyone starting out in the
Security Industry?
My own opinion is that I would not recommend anyone to
start up a new business in the Security Industry. Although
I have always enjoyed my job immensely, it’s now so hard
to succeed in this industry. This is due to price
competition and the many changing regulations that all
installers now have to adhere to.
Not everyone wants to follow their Father in the
Family Business, what were your reasons?
It was never a plan of mine to follow my father in the
same profession. Shortly after meeting my wife and
seeing her father in sales, I knew that a career in sales
was for me. It only seemed natural to concentrate this to
the security industry and make use of my existing
knowledge. After managing the company for five years, I
appreciate my Father’s frustrations with recruitment. It is
hard to find experienced qualified Engineers that are
capable of fitting the high-tech systems. That said, I am
very proud of the ESS team. These people that have
made ESS what it is today and stand as our most
valuable investment.
If you could have changed anything in the
business over time, what would it have been?
Looking back now and considering how the company has
grown in a year, I would have liked to have had the
opportunity to buy the company five years earlier and
been able to make a difference sooner. We have done
such a lot in twelve months, results which have already
made the effort worthwhile.
Has the growth been organic or have you relied on
an acquisition strategy?
Our growth is purely organic with no acquisitions. We
pride ourselves on installing only the highest quality
equipment which not only saves time and cost in the
long-term but gives our customers the reliability they are
paying for. It’s hard to find companies like ourselves and
we have seen many acquisitions tarnish the reputation of
the suitor. I would not want to risk damaging our
reputation as we have all put a lot of hard work into
making the company what it is today.
You have recently undergone a management
buyout how has this experience helped you?
The Management Buy Out helped my own personal
development. During the process I enhanced my
knowledge of the legal system but also confirmed that
through determination, commitment and hard work you
will benefit in the end. This was the best thing we could
have done and since the buyout we have gone from
strength to strength. I am still learning every day!
Do you think that the changing economic climate
will affect the Fire and Security Industry?
It’s affecting every industry. The Fire and Security
Industry is not exempt from the recession. On a positive
note people will always need security but will have to
monitor their costs. I believe that a good reputation will
help during this economic down-turn. The security
companies that pride themselves on providing good
quality, value for money products and excellent customer
service will win the business and ride out the tough times.
How would you describe your business and what
do you have planned for the future?
We are a security company, who specialise in providing
Fire, Intruder, CCTV and Access Control systems to a
diverse customer base. We offer a nationwide service
and are solely focused on meeting our clients’
requirements. We only install the highest quality
equipment and provide top quality customer service at
the right price. Although our vision for the future is to
continue to grow the company, we will not compromise |
