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Rochester Top 100: Tech firm grows as it builds connections

Rochester Business Journal
January 29, 2016

Triad Network Technologies Inc. is in the process of its third expansion in eight years.

The Victor-based technology firm is adding 1,000 square feet to its facility to accommodate recent growth.

“We need more office and warehouse space,” said Peter Sweltz, president and CEO. “We started out with 2,500 square feet, and when this addition is complete in March we will be up to about 5,000.”

Triad, a structured cabling contractor, provides cabling installation services for voice, data and video applications to customers in a variety of industries. The company has been in operation for 15 years and built its business serving companies in Rochester, Buffalo and Syracuse as well as other upstate areas.

Structured cabling is building or campus telecommunications cabling infrastructure consisting of standardized smaller elements.

Triad has expanded its operations by partnering with affiliates across the country.

“We are one local location with national affiliates,” said Frank Carusone, vice president and co-owner. “For example, Corning (Inc.) is a partner we call on for fiber-optics service in a particular area of the country. But we still project manage from Rochester.”

Triad has national accounts across the United States. In addition, some 5 percent of the company’s business is in Canada.

Growth has been strong for the company, and the co-owners attribute that to a strategy they devised some four years ago.

“We set out to create a new avenue and went into the security side: card access, cameras, intrusion detection,” Sweltz, a co-owner, said. “This helped cut down on the peaks and valleys we see in our office. We wanted to eliminate the downtime for our employees. It has been successful. We have been able to generate more revenue too.”

Locating customers for the new line of business was not difficult, Carusone said.

“We already had a database of customers. We were already in their ceilings doing voltage work. So we went to them with a value add,” Carusone said. “Now we’re going to new customers offering structured cabling services or security.”

Security is a growing segment and roughly 20 percent of the business.

When it comes to recent top projects, two come to mind for the company leaders.

“The Golisano Children’s Hospital project at the U of R that was completed over the summer was a good one,” Sweltz said. “We did all the voice and data there, about 2,500 to 3,000 square feet of cables.”

Another project that tops company leaders’ list is a favorite for more than its size. It was the Harris Corp.’s relocation of some operations to the former Xerox Corp. site in Henrietta.

“It’s nice to see companies go in and take over a facility instead of leaving it to stand vacant,” Carusone said. “In a short timeframe we installed well over 4,000 cables. It was a 10-month turnaround. We did all the voice and data for them. It was 600,000 square feet and a $1 million project.”

Sweltz and Carusone are selective about the types of projects they pursue. That can sometimes lead to one of their biggest challenges.

“Our work is in the private sector,” Sweltz explained. “We don’t go after public work. The only way you get public work is if you are the lowest price and often the only way to be the lowest price is to leave something out. We’re not willing to sacrifice that way.”

“We’re looking for customers we can have a relationship for 20 years with,” Carusone added. “That’s been our secret to success.”

The company currently has 23 employees.

It added two salespeople over the last six years, which is a stark change from the early days.

“Peter and I did most of the sales work for the first eight to nine years and then we decided we needed to focus on the business side more,” Carusone said.

Employee growth has been gradual but steady with the company adding one to two hires each year. The team includes project managers, field technicians and office staff.

“We’re both very happy and satisfied with the direction the company is taking,” Sweltz said. “Our vision and plans from five years ago are right on track.”

The Rochester Top 100 program is presented by the Greater Rochester Chamber of Commerce and KPMG LLP. Launched in 1987, it recognizes the fastest-growing private companies in Greater Rochester. The 2016 Rochester Top 100 event will be held Nov. 2. For more information, go to greaterrochesterchamber.com.

Triad Network
Technologies Inc.
Data, voice and fiber-optic cabling company
Year Founded: 2001
Top executive: Peter Sweltz, president and CEO
Current employment: 23
2015 ranking: 46
Headquarters: Victor
Website: triadnt.com

1/29/2016 (c) 2016 Rochester Business Journal. To obtain permission to reprint this article, call 585-546-8303 or email service@rbj.net.


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