ProVision Video Systems by North American Constructors Journal

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Pro-Vision® Video Systems:

Keeping A Close Watch

Pro-Vision® Video Systems of Byron Center, MI has established itself as a leading global provider of video technology systems for countless organizations Written by Kevin Doyle Produced by Stephen Marino

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ounded in 2003 in Byron Center, MI, Pro-Vision® Video Systems has established itself as a leading global provider of video technology systems for countless organizations in more than 50 countries in less than two decades. Martin Schena, Vice President of Sales, explains the company was originally known as Truck Vision, started by a couple that also owned a waste-hauling business and developed a rear vision camera system to protect against accidents while backing up. “Big trucks, big blind spots and the stats haven’t changed that much through the years. The vast majority of accidents occur during the two miles a year people drive while backing up,” Schena says. “That (rear vision system) ultimately evolved into a system with side cameras for lane changes. We were on our way into recording systems, which we actually began using in school buses. We learned how to do constant recording in the heat, the cold, the dirt and the wet.” The company is privately held and was acquired by Boston-based JMC Capital Partners in September 2019. It employs approximately 100 individuals who service national and international clients across

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“Making sure we have p market, that we’re working understanding the require investments to execu - Michael Finn

multiple verticals. In August 2020, Pro-Vision purchased Zone Defense, a provider of observation systems. This extended the US market position for commercial solutions and provided a presence in the Canada market. Though with the company for only 16 months, President Michael Finn Martin Schena

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proper solutions to the g toward where it’s going, ements, and making the ute now is crucial.” n, President says how it differentiates itself from competitors is obvious. “We make sure our internal processes and people are meeting the objectives we’ve set out and that we have the right people doing the right things,” he observes. “And then there is the external view of how is the

market trending, do we have the right products now and do we have the right product roadmap for later? Making sure we have proper solutions to the market now, that we’re working toward where it’s going, understanding the requirements, and making the investments to execute now is crucial.”

Daily Operations The company maintains a laser focus on providing both short- and long-term value for clients across all of its verticals. “We look for people that are committed to doing that, people that are innovative and people who question what is and wonder what could be. It’s not a very large company but everyone here has ideas and we encourage them,” Finn says. “Perhaps we can’t do everything every customer wants right now but we can listen and stay focused on their values. We’re not just meeting them now but meeting them in the future and I think our people demonstrate that.” The company constantly works toward upgrading and enhancing its product line with the goal of easing implementation and use for the client. For example, its Enhanced Connectivity Bundle

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Pro-Vision® Video Systems | 6 (ECB) software transfer system allows hands-free transmission of video from a vehicle, bus or truck onto a cloud-based system for either live look-ins or for client access and review at a later time. “Take a school district that has 150 buses in five locations coming in from different places at different times and all have their own routes. On each of those buses is an SD card that actually houses the video and allows hands-free access. It’s an improvement over previous transfer software, (especially) with the ability to look in live and have an assessment of the entire fleets,” Finn asserts.

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One of the latest industry trends is video telematics that incorporates video that allows clients to more easily monitor and optimize their fleets. Finn spent 15 years in telematics before coming to Pro-Vision. “Where is everybody, when will they arrive, what’s the optimal way to pick up this road, what’s the optimal way to respond to this accident and what’s the optimal way for supply chain updates? What’s the health of the vehicle, status of the driver, how many hours has the driver logged. We’ve worked on making it easier to import our video into our clients’ systems,” Finn explains.

Pro-Vision® Video Systems | 7 A proprietary Pro-Vision system is not necessary for clients to view their video. “It can be consumed by other user interfaces and allows for one-stop shopping. It’s a more manageable, easy experience,” Finn points out. In his capacity Schena is acutely aware of customer needs, expectations and ways to improve and grow. “Larger customers are going through a discovery phase. They’re becoming aware of their ability to be better at what they do and what they can implement in the field without breaking the bank. That’s not exclusive to

Michael Finn

construction. It covers anybody who has a big truck going down. They have a big liability and big issues so that’s where we spend our time,” Schena says. Communications Manager Greg Buckner handles press releases and announcements as well as providing CRM management and sales support. “I attend trade shows and spend a lot of time talking to people about their pain points and the things that they’re looking for in their products,” he says. “Greg and I have the luxury of constant customer interactions. That allows us to take real-world feedback and apply it to new strategy for new product launches as well as development and evolutions of products we’re already offering. It gives us pretty good finger on the pulse of what’s already happening so we can stay on the cutting edge of what we need to do,” Schena adds. The company maintains longstanding relationships in a fully formed network of vendor/ partners that have been trained by Pro-Vision and are able to service clients in the same manner as if they were the company’s own employees. It seeks like-minded companies

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Pro-Vision® Video Systems | 8 on those occasions a new partner is brought aboard. The company also works with Original Equipment Manufacturers (OEMs), select outfitters and dealers. “We want to align ourselves with stable businesses looking for a winwin. At the end of the day it’s about the end user being more effective and safer. We need to vet that individual out and find out what they’ve done in their past. As the manufacturer, our name is on the product,” Schena asserts. “Everybody knows what the products are but understanding how they work with a system and work internally with other things, the more successful they’re going to be.”

observing and assisting to recording and almost advising about everything from traditional casualty avoidance on your vehicle to recording in a 360-degree fashion, as well as recording internally on the driver and understanding the whole environment,” Finn says. The controlled chaos of a construction site can be uniquely challenging. “There are so many different moving parts in a construction zone – people, the vehicles themselves, things that are coming and going, service vehicles, the excavators. It’s a very complex environment interacting with one another,” Finn says.

Addressing Multiple Challenges With insurance costs climbing steadily these past few years, how best to minimize that upward pressure is a constant concern and challenge.

Finn thinks the use of video process analysis can reduce accident and casualty loss, driving down client casualty experience and resultant insurance expenses.

“That’s really been a driving force in how our company has evolved. We went basically from

While the crippling impact of the COVID pandemic may finally be lessening, full recovery across all

“Larger companies are becoming aware of their ability to be better at what they do and what they can implement in the field without breaking the bank.” - Martin Schena, VP of Sales www.provisionusa.com

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“I spend a lot of time talking to people about their pain points and the things that they’re looking for in their products.” - Greg Buckner, Communications Manager www.provisionusa.com

Pro-Vision® Video Systems | 11 industries will take time. “Protocols such as screening before people actually enter the building are in place. We were declared essential by several customers we supply, so we were able to stay in business,” Finn says.

Looking Forward This is a smart company that has earned its reputation as an industry leader in fewer than 20 years. It enjoys 40 percent annual growth and ranks in the top 0.1 percent of top performing businesses. It has also earned a spot on the Deloitte Technology Fast 500™ list of the fastest growing technology companies in North America. Continued learning and the drive to succeed never stops. Asked what piece of advice they might offer a younger version of themselves, the interviewees provided some thought-provoking responses. Buckner, who began his career as a journalist, jumped right into his position. “I said I can write about anything, but the first day here I got a crash course and learned I might not know as much as I think. So educate yourself, look at the people you serve and understand their pain points,” he says.

“Always understand why someone values you, or doesn’t. Learn from that and build upon it,” Finn adds. In the final analysis, this company is only just getting started. “Our story will be a growth story going forward. It may be one of traditional acquisitions of assets or companies as well as a strong focus on organic growth but it will be about growth,” Finn concludes.