Move Beyond a One-to-One Client Model to Improve Your Labor Costs
Certainly the greatest challenge in the CI business is a healthy labor return on investment (ROI). I maintain that manufacturer suggested retail price (MSRP)...
Managing the Team of Experts That Supplies a Well-Designed and Executed Project
Most CI companies offer services in five major disciplines: audio, video, control, lighting, and security.
Custom Installers Should Borrow from a Dentist’s Valuation Model
There’s a lot of talk about mergers and payout formulas in the CI business, with owners and buyers alike trying to nail down realistic...
Wealthy Clients Pay More for Four Disciplines of Custom Integration
There’s so much fuss over the subject of the high-end customer.
Why Ultra High Net Individuals are the Best Custom Integration Clients
Ultra High Net Individuals (UHNI), a classification of households with over $30M in disposable income, represents your best potential clients.
What You Should and Shouldn’t Buy Through Distribution
What happened to specialty distribution? Ten years ago distribution companies were a rarity. Today, virtually every rep company has a distribution arm.
How to Shift Away from a Profit Margin Business Model
You know that the cost of labor is killing you, and it makes you mad. So mad, that you start to resent your workers...