Lee Distad

Lee Distad

Lee Distad is a rAVe columnist and freelance writer covering topics from CE to global business and finance in both print and online. Reach him at lee@ravepubs.com

Subcontracting, Part 2

Subcontracting, Part 2

Previously, I began an exploration of the relationship between AV pros and subcontractors, and examined ways in which the relationship can work. Now it’s …

Random Encounters

Random Encounters

When you deal with the public you get to meet all kinds of people, for better or for worse. Most people you deal with are average, and as a result not …

Subcontracting: Part 1

Subcontracting: Part 1

It’s not lost on veteran AV pros that even as they need to make the best use of their client’s budget, in order to do that they need to make the best use …

Reaffirming Top-Down Selling

Reaffirming Top-Down Selling

We all have things that we hold dear. And often, the things that we believe are so internalized that we take them for granted, assuming that everyone else …

The Joys Of Troubleshooting

The Joys Of Troubleshooting

Everyone who knows me knows that I have an aphorism for every occasion. (I have sports metaphors too, but that’s not the topic at hand today.) One of my …

What Matters When Selecting New Products

What Matters When Selecting New Products

I mentioned in a brief blog last week that my inbox is deluged every day with unsolicited product pitches. And most of them are garbage. I’m reminded on a …

The Consequence of Wireless? WIRES!

The Consequence of Wireless? WIRES!

I imagine that my household is typical of many, in that there are multiple smartphones and tablets in use by members of the family. In fact, despite a big flat …

What Makes a Product AV Install Specific?

What Makes a Product AV Install Specific?

From the outside looking in, there doesn’t seem to be much of a distinction between the CE retail and AV install channels, yet the distinction is there. It …

Adapt or Perish

Adapt or Perish

Everything changes and the pace of that change can be dizzying. Change for its own sake, however, isn’t always advisable. It needs to be carefully …

How Plugged In Are You Really?

How Plugged In Are You Really?

In a recent editorial, talking about the importance of vendor reps making face-to-face contact with their dealer base, I mentioned shop-talk as one reason why: …

Handling Legacy Systems

Handling Legacy Systems

Previously, I had written an editorial that addressed deciding what to do with long-term clients in the context of applying the analogy of legacy systems to …

The Importance Of Being Up To Date

The Importance Of Being Up To Date

This may seem like a small thing, and perhaps it is, but many pet peeves are like that: just because they’re small doesn’t mean they don’t mater. My …

Sunk Costs: Part 2

Sunk Costs: Part 2

In the first installment, I flew over what sunk costs are and how they differ from the other kinds of costs you face in your business. To recap briefly, …

Sunk Costs: Part 1

Sunk Costs: Part 1

Years ago, one of my old mentors said to me that “the key to success in business is knowing what to spend money on, and what not to.” Like a lot of the Zen …

Amazon Prime, or: Nobody’s Perfect

Amazon Prime, or: Nobody’s Perfect

This is a confession blog. We all have blind spots, sometimes. And I’m not too proud to admit that sometimes I’m not the brightest. Anyway, I’ll just say …

Have You Done These Three Things?

Have You Done These Three Things?

One of my favorite aphorisms (and I have plenty) is that you have to make the most of what you’ve got. Because, and while I know that it’s a tautology, all …

Reconsidering My Stance On Smart TVs

Reconsidering My Stance On Smart TVs

Until now I haven’t understood the appeal of so-called Smart TVs. I didn’t want my TV to be networked. I didn’t want it to do tricks. All I wanted was …

Wiring Then And Now

Wiring Then And Now

It feels like a million years ago that pulling wire in residential installations almost exclusively meant speaker wire. AV pros who’ve been around long …

Strange Re-Tales: If It Fits It Ships

Strange Re-Tales: If It Fits It Ships

There are all kinds of lovely aphorisms about how important it is to prepare ahead of time: Forewarned is forearmed An ounce of prevention is worth a pound of …

Who’s On First?

Who’s On First?

As Dickey Fox said in the film Jerry Maguire, the key to business is personal relationships. I agree wholeheartedly. Knowing who you have to deal with, and how …

Too Much Follow Up?

Too Much Follow Up?

When I’m coaching sales training I talk a lot about the importance of follow up. That’s because it makes a difference. As a salesperson if you actually …

Where Have All The Sales Reps Gone?

Where Have All The Sales Reps Gone?

I just spent a week road tripping in the wilds of northern Alberta. That, in itself, is not unusual for me. I do it all the time. What made it different this …

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