Conquering the Great Outdoors
For those of us that uphold a nightly ritual of sitting outside with a decent bottle of Pinot, the thought of the lack of Mozart to accompany the close of yet another day is unthinkable.
Then why is it that more electronic systems contractors are not jumping on that additional revenue-earning bandwagon to sell as much outdoor gear as possible?
CR asked a variety of manufacturers for their key advice on convincing your customers to invest wisely on extending a truly magical experience to the great outdoors.
Joaquin Rivera, of Stewart Filmscreen, said, “I think right now, so many dealers are afraid of losing a sale, that if they ask their customer for too much, the customer just may cancel the whole thing. Dealers need to change the way they think about the outdoor entertainment experience.
“The dealers need to push the outdoor sale as much as possible. Reach outside of their comfort zones and be creative. They can achieve a higher than 15-20 percent increase, if they make sure to include the homeowner’s patio, deck or pool in their overall system design.
“So many homeowners do not know what is available outside. Unless they have heard rock speakers or watched a movie outside, they don’t even know what is possible,” added Rivera.
“One of the top sellers for Stewart has been the AVS (Automated Vertical Screen) that rises into the air. This has been nicknamed the “All Rise” as it has become such a hit for the burgeoning church market. It can become an even bigger hit for the outdoors market, your customers just need to know it’s available. Once they see it, they will want it.”
Some manufacturers such as Universal Remote Control’s Mitchell Klein say part of the problem is that some dealers are afraid to call back clients. “They are afraid they will get the, ‘Oh hey, I was just getting ready to call you, the receiver isn’t working,’ type of response. Integrators need to realize that this is a great opportunity to get the problem resolved and be a hero to this client so that you are back on the client’s radar.”