Re-Visioning Custom Retailing: Showing CI Value: Rescue Project Documentation
Documentation of rescue project deficiencies is a great way to sell the value of custom integration. It alerts the consumer to inadequacies in his knowledge, shows the inadequacies of internet shopping and assures the job is done right.
Since the housing bubble burst, many CI dealers have seen a significant increase in opportunities for rescue projects—retrofit integration jobs in homes that were: never completed; added to in non-systematic ways; wired to obsolete standards; implemented in violation of building codes; poorly designed and engineered; or stripped of equipment during a foreclosure or short sale.
The deficiencies in these homes present special challenges for the home integration specialist. Solving these problems seldom requires exotic equipment, but it does require careful analysis of the existing infrastructure wiring, aesthetic design considerations, system re-engineering to existing resources and available pathways, and the selection of specialized products to solve specific problems.
These tasks go well beyond the scope of an internet purchase, and this is precisely why rescue projects are so important. They provide opportunities for specialists to show their skills in assessing these problems and knowledge in proposing targeted, cost-effective solutions.
Here is a sampling of 20 problems commonly encountered in rescue work, along with remedies. Be on alert for them when performing a site inspection, and then discuss them with your prospective client. Explain each problem as well as the performance deficiencies which can be expected if not remedied, and explain why the solutions you propose are necessary and cost-effective.
• Speakers located in room corners, emphasizing mid-bass. Remedy: Move the speakers, or replace with a model with bass compensation circuit.
• Speakers not aimed at listener. Remedy: Move speaker, or replace with model having amiable tweeter.
• Room is acoustically too live or too dead.
Remedy: Install speakers with built-in tweeter contour circuit, or recommend altering the acoustics with wall coverings, etc.
• Speakers not in same plane with TV. Remedy: Move speakers, adjust surround receiver front speaker delay to correct lip sync problem (if feature is available), or replace receiver.
• TV with no center speaker. Remedy: Add center speaker, or re-position left and right speakers to within 12 inches of each side of TV.