Top Rep Firms Must Offer Hands-On Training

Jan 14

Written by: Todd Anthony Puma
1/14/2013 1:28 PM  RssIcon


I’m one of those guys who learns much better by doing. I do my homework, view videos, read manuals, and talk to others who have used something. But there’s nothing like getting hands-on with new products I haven’t used before.

Last month I went to see one of my primary rep firms. I say they are a “primary” firm because they have the complete package: a full array of products that integrate together, great service with quick replies and follow-up, great communication on new products and opportunities, and training facilities.

A complete package of products, service, and communication are the cost of entry for any rep firm. Without that combination, it will be difficult for any firm to acquire and retain integrators. What really sets a company apart, however, is a proper training facility. Top firms have a large set-up with equipment racks ready for hands-on experience and a room where they can host 25-plus integrators for a training session on new products or product features. Having all of their manufacturer partner products installed and ready for use is invaluable. I never want the first time I use something to be when I’m prepping for a customer install or, worse yet, on site at a customer’s home. This rarely happens, but sometimes there just isn’t an opportunity to get hands-on at home.

Going to a rep firm that has a beta version of a product or can run through a classroom training session can frequently alleviate those concerns. For instance, my favorite rep, Atlantic Integrated, offers a full Savant system, KEF speakers, and all of the interconnects, racks, power products, and controllers/amps needed for a full system design.

Recently, Atlantic Integrated provided me with the opportunity to test out Q-Motion’s shading products in person to get a feel for how they work and integrate with the rest of a system. They had these shades installed throughout their offices and had a sample kit to check out set up. As a result of this positive experience I signed up to become a Q-Motion dealer, and am already working on my first install.

A great partnership with a rep firm is more than prices and returned phone calls. It is truly a partnership where the growth of either partner is considered equally.
 
 
 
Todd Anthony Puma is president of The Source Home Theater Installation in New York City.
 

1 comment(s) so far...


Gravatar

Re: Top Rep Firms Must Offer Hands-On Training

Thanks for putting my #1 complaint in print, though you were way too nice. I just forwarded your article to every rep firm we do business with and included my comments. We've attended training sessions for " learn to program XYZ control systems!" only to have some moron who thinks he's on stage at the Comedy Club spend half the day allowing us to gain an insight into how incredibly funny and clever he is. The actual training was nothing more than an overview of the product line, photos of the company's HQ, and a review of new products coming down the pike. Total BS and a total waste of our time.

I've asked the branch manager of a very large rep/distributor firm in the Chicago area with their great facility to host a control system programming class for beginners taking us from how to program the RF remote for a basic home theater they would have set up, through lighting control, and eventually whole house control, and even suggested that we would be willing to pay a fee for a 2 or 3 day in depth session. All I got were excuses why not and a ridiculous song and dance routine, but a promise to speak to the manufacturer rep. I never heard a word back. I have yet to find a firm who is willing to make the investment to train hands on. If they did, we'd all make more money...and profit.

By Larry Rosenberger on   1/18/2013 5:12 PM

Your name:
Gravatar Preview
Your email:
(Optional) Email used only to show Gravatar.
Your website:
Title:
Comment:
Security Code
CAPTCHA image
Enter the code shown above in the box below
Add Comment   Cancel 

 

Archive
<May 2015>
SunMonTueWedThuFriSat
262728293012
3456789
10111213141516
17181920212223
24252627282930
31123456
Monthly
May 2015 (8)
April 2015 (15)
March 2015 (14)
February 2015 (11)
January 2015 (16)
December 2014 (12)
November 2014 (10)
October 2014 (19)
September 2014 (21)
August 2014 (13)
July 2014 (15)
June 2014 (12)
May 2014 (12)
April 2014 (14)
March 2014 (15)
February 2014 (14)
January 2014 (24)
December 2013 (11)
November 2013 (12)
October 2013 (15)
September 2013 (19)
August 2013 (18)
July 2013 (19)
June 2013 (12)
May 2013 (18)
April 2013 (17)
March 2013 (13)
February 2013 (16)
January 2013 (26)
December 2012 (9)
November 2012 (11)
October 2012 (16)
September 2012 (11)
August 2012 (15)
July 2012 (13)
June 2012 (8)
May 2012 (9)
April 2012 (10)
March 2012 (7)
February 2012 (11)
January 2012 (14)
December 2011 (5)
November 2011 (12)
October 2011 (8)
September 2011 (4)
August 2011 (7)
July 2011 (11)
June 2011 (12)
May 2011 (8)
April 2011 (6)
March 2011 (9)
February 2011 (10)
January 2011 (9)
December 2010 (4)
November 2010 (7)
October 2010 (4)
September 2010 (9)
August 2010 (7)
July 2010 (8)
June 2010 (12)
May 2010 (6)
April 2010 (8)
March 2010 (10)
February 2010 (11)
January 2010 (1)
December 2009 (6)
November 2009 (6)
October 2009 (11)
September 2009 (6)
August 2009 (4)
July 2009 (4)
June 2009 (5)
May 2009 (7)
April 2009 (9)
March 2009 (7)
February 2009 (9)
January 2009 (8)
December 2008 (9)
November 2008 (6)
October 2008 (7)
September 2008 (7)
August 2008 (3)
July 2008 (5)
May 2008 (1)
April 2008 (4)
March 2008 (3)
February 2008 (5)
January 2008 (2)
November 2007 (1)
October 2007 (4)
September 2007 (2)
August 2007 (3)
July 2007 (4)
June 2007 (6)
May 2007 (6)
April 2007 (4)
March 2007 (4)

 

Skip Navigation Links.
Skip Navigation Links.
download

You Need to Be Human in This Digital World
Read More»
By Heather L. Sidorowicz

With New Technology, Best is Always Better Than First
Read More»
By Todd Anthony Puma

Work It! A Running Playlist to Get You Through Your Day
Read More»
By John Sciacca

Cutting the Baby in Half: Mediating Customer Complaints
Read More»
By John Sciacca

8 Things to Look for in a Rep Firm
Read More»
By Heather L. Sidorowicz

Slide Show
Slide Show

Audio Video Systems, Plainview, NY
Slide Show

Station Earth, Fergus, Ontario, Canada
Slide Show

Audio Command Systems, Westbury, NY
Slide Show

Evolution Video and Sound, Calgary, Alberta, Canada
Can You Would Like Get Madden 11 Entirely?
Read More»
Xbox Games Open Up New Gaming Scenarios
Read More»
Gastgeschenke Hochzeit oganisieren
Read More»
low price online store to buy cheap nhl 15 coins mind sharing some exp?
Read More»
The Second Class Runescape Production Technology
Read More»
See the Taping Technique to Seal your Valuables
Read More»
Learn About Responsibility of Premium Packers & Movers Firms
Read More»
The Best Xbox 360 Games Of 2010
Read More»
We present you with advice to contend in tournaments
Read More»
May one week safewow 8% off wow gold instant delivery is coming
Read More»