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One Voice : Learning from the Pros

June 2011 By Maureen Jenson

High-end video projection manufacturer SIM2 hosted its top dealers last month at the company's Research and Technology Center in Pordenone, Italy. A select few press were invited, and I was fortunate enough to have been included.

It has been several years since I've been to the SIM2 factory and was very impressed to see the massive growth and investment the company is putting into its research and development (see page 12). It was also a great opportunity for me to have some quality one-on-one time with the company's top dealers. While the economy is still moving along at a not-too-brilliant pace, these folks are rebounding where others have failed and I wanted to know why.

Said Scott Hovhannissian, Limelight Systems, Westport, Conn.: "I don't competitively bid, and I don't discount anything. People who are blinded by price are not my customers. If I spend two weeks on a proposal, there is a lot of value to that, so I charge for my proposals. Stockbrokers do not give me tips for free. My time is valuable and my clients understand that."

Said Mike Flanagan, Home Systems By Design, Overland Park, Kan., "We diversified by going into some theater construction and contacting existing clients who had previously said they'd do theaters and hadn't acted upon it. We didn't really stick to their budgets—we presented them with superior theater options and they've been very happy with the end result. We've had good referral response by not short-selling people.

"I had one client who had a $27,000 budget. I came back to him with a $77,000 proposal. The client said I had gone way over, but I explained the extra value and came back to him with a $55,000 proposal. At the end, the client ended up spending $82,000."

The CEDIA EXPO Pre-Show Product Showcase (AKA Build the Buzz) is the one-stop opportunity for manufacturers to pre-sell EXPO attendees and the press on what's in store for the show.



 

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