Some dealers are audio centric, IT centric or video centric. Some focus on broadcast or studios, large venue productions, IT/VOIP infrastructure with AV capability, House of Worship, Command Control, Education and Classrooms, Stadiums, Sports Bars, Digital Signage. We know markets each integrator considers their core. We have professional relationships vertically with the integrator staff. We can have dinner with the owner/GM. hold sales training for the sales team and provide hands on training for the installation crew.
This piece of the Sales Strategy is critical. These consultants are hired by architects, engineering firms and the end user. They are technical and very competent in their knowledge of AV and IT infrastructure. It takes close relationships with this selective group to gain entry to present and to prove the value of specifying a brand. Key to know here is they are hourly compensated so our Sales Strategy is to Never Waste Their Time and only see them when we have something they will consider valuable or important.