Cover Story: Rescue Team

Attractive Business Model
“We were impressed with their vision of the future for Conney Safety,” says Kevin Miller, vice president of global sales, services and marketing for Industrial Scientific. “That’s not something we’d seen in the past. We were also impressed with their model — a combination of telesales and subject matter expertise, plus the catalog and Web site. They were going to staff subject matter experts over the phone who had a focus on safety and instrumentation. When a customer buys a gas monitor, somebody in that purchasing process needs to understand what monitor to buy, be it the end-user customer, one of our resellers or distributors, or one of our district sales managers. The combination of what we saw from Chuck and his vision and desire to staff people on the phone with some subject matter expertise made us comfortable.”