You, Integrated: DECUSTOMIZE - Make More Money with Less Hassle
It sounds cool to tell clients and friends that your company installs “custom” electronics systems, but in reality, there are a lot of inherent problems when each job is completely new and different. Constant customization is a tremendous waste of time and money and can be the biggest challenge you face.
Who needs the hassle? If you step back and look at the residential AV installation market, you will find mostly small, independent contractors with less than a dozen employees and under $1 million in sales. Most of these companies are more skilled doing installs and are not well trained to face the challenges of managing a successful business. You might be the most terrific installer in your city, but at the end of the day, if your company cannot manage its business efficiently, you will go out of business. Building a repeatable process is a goal that can truly help all integrators to succeed.
I used to teach a class titled “Decustomize – Make More Money with Less Hassle.” Those attending the class were a little puzzled why I was preaching decustomizing at CEDIA, the Custom Electronics Design & Installation Association!
I strongly recommend throwing out the concept of customizing. Every time you reinvent the wheel or let a customer detour from your proven designs, you hurt your business. If you think that is a crazy idea… keep reading and I will show you how to do it.
Reimagine Your Company
Close your eyes and reimagine your company selling and installing a few turnkey designs over and over again.
Let’s get started. First, you need to review your strengths. So, sit down and look at the most successful installations you have ever done. Pull out the ones that really showed your skills and delighted your customers. Take a look at the ones that best fit your client’s needs, budget and also made you good money.
Start with your best home theater design, your best multi-room music system design, your best fully integrated home automation design. Pick these designs apart and create your most perfect good, better and best winning designs that fit the price points that work for you and your clients. Good is for low budget clients in a competitive environment. Better is for most jobs where the quality and price points make for a happy customer. Best pulls out all the stops for prestige clients who want your very best flagship design and your best design will impress new customers and makes you the most money both now and in the future.
Load these system designs into your proposal creation software. Every time you write a bid, make these designs your go-to solutions.
If you want to take this assembly line concept to the limit, your new workflow would pre pre assembling and testing completed racks in the shop. Then load the racks on the truck and deliver them to each jobsite where they just plug in to multipin connectors on a standard wiring harness. That is how to do some serious business.