During NALMCO week, I interviewed Rob Wilson, LC, CLMC, LEED AP, president of Stones River Electric, in person about the acquisition. Rob described a strong fit between the companies, from their service territories to their approach to field operations.

The deal also preserves a familiar name. Aetna will continue operating under its existing name and EIN from its Cambridge, Massachusetts, location.

A Succession Opportunity Moves Quickly

According to Rob, the opportunity began when Aetna’s longtime owner, C. Charles “Charlie” Occhino, contacted him about selling the business. With no children involved in the company, Charlie wanted a path forward for the operation he had owned since 1961.

The discussions moved faster than Rob expected. However, the companies found a structure that allowed them to complete the transaction while maintaining continuity.

Rob explained that Stones River Electric purchased the company’s stock. As a result, Aetna remains the operating business, with new ownership behind it.

Charlie will also stay involved to support continuity with the company’s electrical licenses, Rob said. That ongoing participation brings experience to the transition as Stones River Electric prepares for growth.

Northeast Coverage Supports National Accounts

Founded in Nashville in 1990, Stones River Electric provides electrical, lighting, and energy services. Its work includes the design, installation, management, and maintenance of facility lighting, electrical, and sign systems.

Before the acquisition, the company operated across 35 states, Rob said. Aetna brings a Northeast operation spanning 14 states, along with experience serving leading national account retailers.

That customer base was a significant attraction.

After the closing, Rob spent a week in the Boston area meeting Aetna’s clients. Those conversations reinforced his interest in building the company’s national account business.

The acquisition also fits Stones River Electric’s existing coverage map. In addition, Rob pointed to a consistent operating approach: both businesses rely on W-2 field employees.

For national accounts, broader geographic coverage can support service across multiple locations. Rob sees Aetna as an opportunity to strengthen those relationships and pursue additional work.

Connecting Field Service and Customer Systems

The integration is already underway. According to Rob, Aetna’s team has moved onto Stones River Electric’s operating platform, including digital work orders and iPads for field personnel.

A key priority is connecting those systems with the work order management platforms customers already use.

Rob emphasized the importance of direct API integration. These connections allow company and customer platforms to exchange work order information, supporting coordination throughout the service process.

For a business serving national accounts, that capability matters across many locations and service requests. Rob views the technology as an important part of bringing the Aetna team into Stones River Electric’s operations.

The transition therefore involves both people and processes. Alongside customer introductions, the company has been integrating the tools that support daily field service.

EV Charging Offers Additional Opportunity

Beyond lighting and electrical maintenance, Rob sees opportunities in electric vehicle charging.

Aetna already performs substantial EV charging work, he said. Meanwhile, Northeast incentives can make certain projects especially attractive to property owners.

During our conversation, Rob described condominium community projects where available rebates could cover a substantial share of installation costs. The economics vary by project and program, but he sees incentives as an important driver of customer interest.

That activity adds another area of growth as the companies combine their capabilities.

Hiring and Preparing for Aetna’s Centennial

Stones River Electric is now looking to add a Northeast salesperson, Rob said. The goal is to support the existing customer base while pursuing new accounts.

The timing also gives Aetna a milestone to build around. According to Rob, the company will celebrate its 100th anniversary in 2027.

He expects to enter that anniversary year with an integrated operating platform, additional sales support, and opportunities to expand.

For Stones River Electric, the acquisition brings an established Northeast business into its broader service organization. For Aetna, it provides a succession path and resources for its next chapter.