Atrion ramps up selective growth

CEO (or equivalent): Tim Hebert, CEO and president

2015 Revenue: $119,990,382

2013 Revenue: $84,169,382

Revenue growth: 43%

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Thinking big means thinking small at Atrion Inc.

Rather than engaging in broad-based marketing, as many firms do, the Warwick-based IT services firm targets its products and offerings to a micro-focused customer base.

“We’re not selling to thousands and thousands of clients,” said CEO and President Tim Hebert. Increasing sales have meant “we’ve given [customers] new opportunities to buy different things from us.”

It’s a strategy that’s proven highly effective, with service offerings ranging from unified communications to networking and data centers. Atrion’s growth track continues apace, with another 17 percent increase in revenue expected for 2016, to $145 million for the year. It also increased its staff size from 220 in 2014 to 280 today.

Part of the company’s strategy involves staying on top of evolving markets. Hebert said Atrion has added capacity in cybersecurity, with many clients buying more of those services on a daily basis.

“The way clients have to look at security is changing, and we’re right at the fulcrum of that,” Hebert said.

One more potential change is the coming acquisition of Atrion by Carousel Industries of North America, a deal that is expected to close soon. Atrion is still expected to operate independently, but the combined entity will be able to offer even more services to clients across a broader geographic footprint. •

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