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.
Integrators
Strata-SERIES: RMR – Smart Help for a Quick Start in RMR
[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.
Residential AV RMR, it turned out, was a horse of an entirely different color… [Read more…] about Strata-SERIES: RMR – Smart Help for a Quick Start in RMR
On Its 10th Anniversary, Technology & Business Summit Adds Event
Separate CASTLE Event Directly Addresses Convergence
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.
See more on these new Technology & Business Summit developments… [Read more…] about On Its 10th Anniversary, Technology & Business Summit Adds Event
Strata-SERIES: RMR – Reducing Truck Rolls by 82%
[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.
See how Technology Design Assocs. RMR program cut service costs… [Read more…] about Strata-SERIES: RMR – Reducing Truck Rolls by 82%
When Income is NOT the Main Goal of RMR
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 Chris Smith and the team at Cloud9 Smart have embraced maintenance contracts in order to ensure they have the infrastructure in place to properly maintain and service their installations. In this installment, we visit with Ben Lentz and the team at Cyber Technology Group who had a slightly different motivation for developing an RMR program they call the Client Care Plan for their clients…and income was NOT the main motivating factor.
See what motivated Cyber Technology Group to offer a Client Care Plan… [Read more…] about When Income is NOT the Main Goal of RMR
Portal Adds Origin Acoustics; Gains Exclusive on Valet Amp
Portal announced today that it has secured a deal with Origin Acoustics which will allow dealers to select and purchase Origin products through its unique, brand-agnostic, proposal and purchasing web portal for integrators. The deal includes not only Origin products, but iRoom brand models as well. And Portal says it will be offering “exclusive access to the award winning Valet Amplifier system.”
See more on this new line being offered through Portal… [Read more…] about Portal Adds Origin Acoustics; Gains Exclusive on Valet Amp
Strata-SERIES: RMR Programs – How We Do RMR in the Big City
We continue on with our new Strata-SERIES:RMR Programs series of articles. Smack dab in the middle of Manhattan you’ll find Union Square and in Union Square you’ll find Cloud9 Smart, a leading New York City integrator in both commercial and residential installations.
[Note: this article is part of a series and will make more sense if you read Installment 1 first. You can find it at this link…]
See How They Do RMR in the Big Apple… [Read more…] about Strata-SERIES: RMR Programs – How We Do RMR in the Big City
Strata-SERIES: RMR Programs – Just What Kind of Business are You In?
Topic Introduction – RMR Programs Can Change the Game
When given the assignment to check up on the state of recurring monthly revenue (RMR) programs, it seemed like a pretty straightforward task. After all, everybody embraces RMR…right? We began by randomly reaching out to custom integrators around the country – including a few large, high revenue businesses. The simple request…tell us about your RMR program.
[This is the first post in a series of articles we call Strata-SERIES: RMR Programs. Read about why we created this series here…]
First problem? Nobody wanted to talk to us! Read on to see why… [Read more…] about Strata-SERIES: RMR Programs – Just What Kind of Business are You In?
Strata-SERIES: RMR Programs – Not Just Revenue, A Redefined Client Relationship
Introducing A New Article Series on RMR Programs
Have you seen the December issue of Residential Systems Magazine? I wrote the cover story, “Maintaining Customer Joy” (online as: “Maintaining Customer Joy Through Service Plans“), a detailed article about the benefits and challenges of implementing a recurring monthly revenue (RMR) program in an integration company. In that story, I interviewed four top integrators who all had successful RMR programs, about the trials and tribulations of establishing that program…and the benefits they derived from it.
In researching RMR programs, I learned that they are much more than a revenue stream – they literally redefine the relationship with the client. I had uncovered more than I expected…so much more…
A new Strata-SERIES on RMR programs – redefining the client relationship… [Read more…] about Strata-SERIES: RMR Programs – Not Just Revenue, A Redefined Client Relationship
ProSource Adds a Lucky 13 New Members
ProSource, one of the larger retail buying groups in the U.S. announced today that it has added 13 new members to their organization. As a multi-tiered group, these new additions were in two different groups – 12 dealers were added as custom integrator members, while one was added as an Associate PRO level member.
