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

Who’s On First?

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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 best to work with them is of paramount importance. But it’s not always as easy as buying people coffee, or taking them out for lunch to get […]

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With Broadcast Boxes, It’s Always Two Steps, Forward Three Steps Back

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The tech media never lets up with thinkpieces about cord cutters and the imminent dire future for broadcast TV providers. Yet we’ve been reading these pronouncements for years now. And the broadcast landscape has changed a lot in that time. Whether it’s for better or worse is probably a matter of opinion. I’ll concede that […]

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Too Much Follow Up?

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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 follow up with prospective clients, you’ll be well ahead of your competitors. That’s because most salespeople either don’t follow up at all, or they only follow up half-heartedly. […]

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Dealing With RFQs, Part 2

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In the prior installment, I had begun detailing the Request For Quote process, and my observations on them. And by “observations on them,” what I really mean is my cynical outlook on them. Don’t get me wrong, jumping through the RFQ hoops set out by organizational procurement managers can be a tedious and unrewarding exercise. […]

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Dealing With RFQs

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Anybody who sells into commercial, industrial or institutional channels has to deal with Requests For Quotes. A request for quotation (abbreviated as RFQ) is how large organizations invite vendors to bid on systems, services or individual products. For AV pros, quotations on systems and services are the most common. Additionally, what’s asked for the in […]

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The Importance Of Being Apologetic

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There are some things that you just don’t see very often any more. Wooly mammoths or dodo birds are good examples. There’s something else you don’t see very often in the wild: An apology. I mean a real apology. Not a half-hearted apology, or a sorry-not-sorry non-apology, or worst of all, the one where someone […]

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Going Your Own Way

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It’s not uncommon after years working for other people to decide that now is the time to strike out on your own. In fact, it’s extremely common, part of the circle of life. And not everyone who goes out and sets up shop for themselves is a born entrepreneur, either. I can think of people […]

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Vendor Support For Dealer Show Booths

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One of the marketing efforts that AV firms engage in to reach more clients is exhibiting at promotional shows: Buying a booth at the show to promote their services. When we talk about the promotional shows that dealers participate in, we’re most commonly talking about consumer shows. That includes home shows. Renovation shows. Home shows. […]

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Lord Of The Dance

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Apophenia is the tendency to see patterns of meaning in things. When unchecked it can be a disorder, but in and of itself, it’s a handy mental tool for making sense of the world around us. If you’re around long enough in any field of endeavor you recognize patterns emerge. Like negotiating. Haggling over a […]

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Strange ReTales: Ring The Alarm

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The best laid plans, they say, often go awry. That was actually Scottish poet Robert Burns who wrote that, but that’s neither here nor there. Years ago, I had promoted up a brand new Assistant Manager. Mitch was a great salesperson, well organized, and a good leader, so he was an excellent choice. None of […]

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Closing Ratios

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Sometimes it feels like I’ve spent my whole professional life being ruled by metrics. Top line. Bottom line. Gross. Net. And of course all the derivative metrics. Turns. Shrink. Sales per square foot. Warranty percentage. Defective percentage. Closing ratio. Ah, closing ratio. My favorite. Not really. If you don’t know, closing ratio calculates how many […]

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The Next Big Thing 

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There’s that aphorism that if you always do what you always did, you’ll always get what you always got. But that’s not really true in this business. In our business, if you always do what you always did, with each passing year you’ll get less than you did before. Looking at the overall landscape of my dealer […]

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Losing An Appendage

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Last week I was away on business. Starting on Monday my iPhone 6 started to present battery issues: rapid power drain, and, for unknown reasons, the battery indicator would read “100%” all day even as it approached zero charge. It was intermittent, too. That only made it even more mysterious. I had no clear way […]

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Quality Still Matters

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A new coffee shop opened up on the corner near my house. It’s one-off, and locally owned. I got a double espresso, to go. It was three bucks, and, I found out after I left, undrinkable. Not because I’m some sort of effete coffee snob, but because it was literally undrinkable. It tasted like the […]

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Strange ReTales: Time Sensitive Offer

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I know I’ve talked in the past about the various characters who wandered in and out of the stores I worked in. There were the tire kickers, the be-backs, the rude, unhappy people, and a rogues’ gallery of others. Some of them were even, occasionally, actual paying customers. And then there were the dawdlers, customers […]

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Why Certifications Matter

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Professional AV companies have a selection of certifications they can qualify for, from industry trade associations like InfoComm and CEDIA, to product category-specific certifications from major vendors like Crestron or AMX or the Imaging Sciences Foundation and so on. How important is it for you and your people to be certified? Granted, many municipalities require […]

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Team Building

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The first round of the Stanley Cup playoffs is drawing to a close, which makes these reminiscences timely. Let me just say that I’m not a gambler. Like, at all. If there is a “gambling gene” it’s complete absent from my makeup. It’s not that I don’t approve of gambling; I’ve got no moral objections […]

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Three Things You Need To Do To Grow Your Sales

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Making generalities are useful when establishing guidelines. In general, if you work with enough business owners and managers, and review the performance of their teams, you’ll see commonalities and trends. And, speaking generally, comparable businesses in the same channel have more in common than they are different. One of the most common of those commonalities is […]

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