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Recurring Revenue: If You’re Smart, You’re Ready for Anything Your Customers Want

*Originally published on Commercialintegrator.com Johnson Controls Smart Ready panel discussion highlights the aspects of every project that help installers establish long-term relationships. If you’re not going to believe me, if you’re not going to listen to industry experts and if you’re not going to make your way to the annual NSCA Pivot to Profit event later this month, maybe […]

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COVID-19 Becomes Chief Challenge Among Industry’s ‘Best’ Companies

*Originally published on SecuritySales.com 2020 “Best of the Best” winners address critical challenges brought upon the security industry by COVID-19 and how they are dealing with them. Since I entered the industry 20+ years ago the leading challenge cited by installing security dealers, integrators and monitoring providers has almost universally been recruiting talent. That deficit […]

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Coronavirus Does Not Slow Down Crestron Internship Program

*Originally published on CEPro.com Crestron adapts its long-running internship program in 2020 to host 74 college scholars in engineering, computer science and other fields. With its manicured green lawns and vine-covered brick walls, the suburban landscape of Rockleigh, N.J., has a true Ivy-League-campus feel. The idyllic surroundings are certainly apropos as the backdrop for Crestron […]

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How to Get Maintenance and Service Down to an RMR Science

*Originally published on SecuritySales.com SSI talks with maintenance and service specialists who explain coverage agreements, pricing, execution and more. A strong and steady stream of recurring monthly revenue (RMR) is the lifeblood of a good many successful installing security contractor businesses. Maintenance and service (M&S) agreements can catalyze increased RMR, while allowing today’s security dealers and […]

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AV Integrators Can Still Close Deals and Sell Projects During COVID-19. Here’s How.

*Originally published on CommercialIntegrator.com Patience, empathy, trust and selling technology that will help address COVID-19 concerns will bring your integration firm much-needed revenue. The coronavirus pandemic is hurting all of your clients, which means it’s also hurting you. Parts of the world and U.S. are faring better than others, leading to some areas reopening once […]

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Why I Don’t Believe WFH is the New Normal

*Originally published on CommercialIntegrator.com Alan Brawn outlines what he believes is the REAL “new normal” (and why working from home isn’t as much a part of it as so many people seem to think it is”). Cardinal Timothy Dolan of New York City opens a recent public service announcement on the effects of the pandemic […]

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Distributors Adjust to Aid Integrators During Coronavirus Pandemic

*Originally published on CEPro.com Curbside pickup, virtual trainings, extended terms and online ordering gain priority amid lockdowns, and some suppliers have even provided PPE for dealers. During the COVID-19 pandemic, integrators across the globe are turning to their trusted distribution partners for support — and distributors are responding. Extended terms, curbside pickup, virtual training, online ordering, […]

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The Secret to Perfecting Sales Enablement

*Originally published on SecuritySales.com Every high potential sales performer has individual motivators, experiences and development needs to reach greater sales competency and performance. OK owners and senior managers, we left off last month discussing delivery of clarity when communicating sales expectations, gaining commitment (from sales leadership and the team), defining the “what” with your vision and leaving […]

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