Strategy in TECH...
The Custom Electronic Design & Installation Association (CEDIA), held their annual member’s webinar where association staff and board representatives review the “State of the Association” for those members tuning in to the webcast. The polished, prepared presentation offered an upbeat assessment on the organization’s accomplishments in 2018. But, as you might suspect, I uncovered a couple of interesting issues in which I’m seeking some follow-up clarification.
The NY/NJ Tech Summit rolled in to the Big Apple last week, almost exactly one year after its first iteration, which took place last year in the MetLife Stadium…a really unique venue. This year, I looked forward to it with great anticipation, interested to see if the Summit would begin to gain traction and what changes would take place as a result of the show being acquired by CEDIA.
As I mentioned in my CEDIA wrap-up post recently, Savant surprised me with an entirely new category they call microgrid. Created in partnership with sister company Racepoint Energy, a microgrid is sort of your own energy substation for your residential (or commercial) clients – giving them much greater control over their energy systems.
And microgrid brings integrators a new significant revenue and profit opportunity addressing a category well beyond traditional “power protection.”
Vanco has always seemed to be that reliable supplier in the background providing a steady stream of solutions like cables, connectors, and other accessories – not particularly glitzy or exciting, but steady and there. Well all that is about to change I learned when I spoke with Mark Corbin, Vanco’s recently appointed President at CEDIA Expo18 earlier this month. The company has begun a big initiative to become a major player in a category near and dear to my heart…audio.
Control4 surprised everyone about a month ago when they suddenly announced the launch of no less than 140 Control4 Certified Showrooms in partnership with certain dealers around the world, including the U.S., Canada, UK, China, and Australia. These showrooms were said to meet “elevated standards” and were positioned with dealers who were “experts in WOW-ing’ homeowners through interactive storytelling, visually-stunning displays, and hands-on demonstrations.”
At the recent launch of these showrooms on May 31, 2018, in an event called C4Yourself, I had the opportunity to visit one of two Certified Showrooms in New Jersey and to meet with Larry Bennett, Control4’s Managing Director of Global Programs. Bennett is the Control4 executive in charge of their global Certified Showroom program.
When you first pull up in front of Total Home Technologies in Roseland, NJ, it looks pretty much like any other small town store, blending in perfectly with the feel and flavor of this humble little borough of about 5,800 people located twenty miles west of New York City in a picturesque hilly section of Essex County, New Jersey. That feeling persists when you first walk over the “Welcome” mat and enter through the front door to find a comfortable living room on your right and, somewhat surprisingly, an outdoor backyard scene on your left.
[Read more…] about What It Means to Have Your Showroom Certified by Control4
One month ago, on December 6th, Strata-gee launched a series of articles on recurring monthly revenue (RMR) programs based on research conducted for a cover story in the December issue of Residential Systems Magazine. That Series, called Strata-SERIES: RMR, ran the entire month of December and into January with a total of five posts of content, plus an additional Series introduction and this Series wrap-up.
[NOTE: This post is part of a series of articles on recurring monthly revenue programs we call Strata-SERIES: RMR. It will likely make more sense to you if you start by reading our Series Introduction here… and then our Topic Introduction and First Installment here…]
Because he had worked with an alarm company for the last twenty years, Matt Walin of Costa Mesa, CA-based Brilliant AV was very familiar with the concept of RMR programs as it related to central station security system monitoring. But as it specifically relates to residential AV and home automation solutions, it was about two years ago when they began exploring the process of offering their clients some form of a maintenance agreement covering their system installations.
A couple of months ago, I visited the first New York Metro area Technology & Business Summit at the MetLife Stadium in New Jersey and reported to Strata-gee readers about my experience. These events, smaller local shows, are fun to attend and offer some definite advantages to attendees as compared to the large national shows, such as more face time with brand executives, more hands-on displays with local representatives who truly know your business, and perhaps most importantly, much easier and more convenient to attend. Literally, these shows are a short drive from your home base, making it easier to fit show attendance into your schedule no matter how busy you may be.
Now celebrating its 10th Anniversary, the organizer plans on offering more events this year and is launching a new show concept called the CASTLE (Converging Audio/Video Security Technology Lighting & Entertainment) Summit.
[NOTE: This post is part of a series of articles on recurring monthly revenue programs we call Strata-SERIES: RMR Programs. It will likely make more sense to you if you start by reading our Series Introduction here… and then our Topic Introduction and First Installment here…]
In our last installment, we learned how Ben Lentz and the team at Cyber Technology Group launched an RMR program designed to help their clients understand that sophisticated technology systems require regular maintenance – just like their cars, their pools, and their landscaping. By getting clients on their Client Care Program, which includes regular “wellness visits,” Cyber Tech saw their upgrade sales increase during these visits.
Like Cyber Tech, Ron Wanless of Technology Design Associates (locations in Washington and Oregon) had a slightly different motive for pursuing a recurring monthly revenue program. Little did he know that it was a pursuit that would result in fundamental changes in how they service their clients and run their business.
