By Todd Anthony Puma April 15, 2014
In our business, how can we expect our clients to invest $5,000-$100,000 or more in an AV or automation system with just a written proposal in front of them?
By Todd Anthony Puma March 19, 2014
I love springtime. Not only is the weather getting nicer, but it is a
great opportunity to sell some outdoor AV gear. Even better for me,
during the winter months most of my work is in Manhattan, with a
two-plus hour commute each way, expensive bridges and tolls, lots of
gas, $40 parking, and difficult building regulations to work with.
By Todd Anthony Puma March 11, 2014
I was just watching Shark Tank on ABC the other night. While most
reality TV is not for me, I like to see how people pitch their
businesses to the Sharks. Robert Herjavec made a comment that rang true
to me. He said, “Insanity is doing the same thing over and over, but
expecting difference results.” It’s a common saying.
By Todd Anthony Puma March 04, 2014
There are many ways to run your business and build scale. As an owner,
you can hire more staff, pay overtime to existing employees, use “spot
labor” (hourly people you pay only when needed), or outsource various
By Todd Anthony Puma February 12, 2014
According to the cliché, men don’t like to stop and ask for directions,
and we have absolutely no interest in reading instruction manuals.
By Todd Anthony Puma January 29, 2014
Like any great coach, I always run a post-game analysis after a big
sales season. This time of year I combine the holiday time period with
the Super Bowl and was reminded of several best practices where we need
to get better at or things we need to do more often. With the Super Bowl
a few days away we ran our post-game this week, and I came away with
some new ideas.
By Todd Anthony Puma January 22, 2014
In our business it is critical to “walk the talk.” We can’t recommend
products like control systems, speakers, or other gear to our clients
that we ourselves haven’t at least tried out, or preferably, installed
in our own homes or showrooms. Not only would it be hypocritical to
recommend equipment we don’t use ourselves, but we need to know exactly
what the user the experience we are promising will be like, and we have
to let our customers see the experience first hand to sell them on
sophisticated control, audio and video systems.
By Todd Anthony Puma January 15, 2014
It’s almost a case of the bigger they come, the harder they fall. But
instead it’s the bigger they come, the harder they are to deal with. One
reason clients tell me they keep coming back to The Source Home Theater
and why they refer us to their friends is because of the great customer
service. Have a question? Someone always answers the phone.
By Todd Anthony Puma January 08, 2014
I know there are a ton of lists out there from manufacturers,
distributors, and journalists about how to make 2014 better than 2013.
I’m going to add to that, but from an integrators perspective, as I’m
doing it all right now myself.
By Todd Anthony Puma December 17, 2013
Building a client's trust in your company is critical to so many aspects
of our business, including referrals, on-going work, and upselling.