Communications Associates doubles sales, adds offices

Already in 2005, Communications Associates, a manufacturer’s representative for M/A-Com, Vertex and EF Johnson, has had nearly $18 million in sales, which represents a 50 percent increase compared to 2004.

“M/A-Com is the old General Electric two-way radio division,” said President Mike Salmon, who with his wife Joan, owns Communications Associates.

Communications Associates is one of 13 out of 300 dealer-manufacturers nationwide to qualify as a M/A-Com Network Solution Provider. To become a provider, the company passed an evaluation of its qualification processes, expertise with equipment, bonding ability and other internal operations.

“We were the first to certify for that, and with that came new and enlarged sales territories,” Mike Salmon said. “With that came additional responsibilities, a lot more technical needs and a larger sales force.”

M/A-Com recently recognized Communications Associates for being the No. 2 U.S. manufacturer’s representative, he said.

Job creation

Increased sales have also created jobs. The company currently employs 12, but Mike Salmon said he projects the eventual employment base will reach 50.

“The cash flow we have put through Springfield has been significant this year,” he said.

The new Kansas City facility will open seven jobs, he said, and the St. Louis branch will likely add another five.

Joan Salmon, the company’s cheif financial officer, said she also attributes the increased demand for the company’s services to developments in homeland security following Sept. 11.

“Ever since 9/11 happened, it’s a big priority to have good, reliable communications,” she said.

Recent projects

Recent projects for Communications Associates include a $21 million contract for a new federal radio system in Fort Leonard Wood and a $5 million contract to increase security for the Department of Energy in Kansas City.

Communications Associates supplied all Conco Companies trucks with mobile data computers that allow the plant to track deliveries and prepare loads before drivers arrive to pick them up.

“It’s a lot more efficient and basically allows our dispatchers to plan their deliveries a lot more accurately,” said Tom Baird IV, director of sales and marketing at Conco. “(Communications Associates) is a forward-thinking company like we are, and they really helped us on that venture.”

Baird said he is impressed with how Communications Associates keeps up with advances in technology.

“This is a really state-of-the-art system, and it’s pushing the boundaries of technology,” he said. “They’re a very good company to work with.”

The company recently completed a maintenance job for the Missouri State Conservation Commission and has begun implementing a new communications system for the Ava Police Department.

“They replaced all of our repeaters, which allow the radios out in the field to broadcast a signal farther,” said Douglas Dry, electronics technician of the Missouri Department of Conservation.