Understanding and Managing Shrinkage

July 19, 2021

When discussing business matters with my dealer clients, most of the conversations center around finding ways to grow their revenue and increase profit margins. Ideally, we cover both. They’re both worthy objectives, and it’s something clients look to me to help them achieve. But they’re also only part of the puzzle. As important as growing […]

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Why You Need to Build a Funnel 

June 16, 2021

Common ground for all salespeople, regardless of the channel they’re in, is that they need to let their boss know what’s going on. I had one boss who asked, “What are you working on?” so often it was like the catchphrase from a TV sitcom. Those check-ins cover an entire spectrum. There’s the less formal […]

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Revenue-Generating Space

October 2, 2019

I often have people ask me how they maintain profitability in a world where technology is becoming more and more commoditized and where the average selling price (ASP) of technology in each room seems to be decreasing year after year. I am sympathetic to these concerns for sure, as it is never a good thing […]

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HoW to: Improve Consistently

September 9, 2019

The house of worship (HoW) market has a unique consistency: Sunday comes every seven days for church services. This regularity is both a boon and a challenge for the women and men providing ProAV production to congregants conditioned to the high production values of stage and screen outside of their churches. It is because of […]

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AVaaS Continued

December 12, 2018

Back in September, I wrote an article called AVaaS: It Just Does Not Make Sense. I had begun to think about AVaaS in preparation for a panel discussion I was taking part in during my time at CCUMC. My biggest complaint in the article was that each item that I have read or researched on […]

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House of Worship: A Billion Reasons to Enter This Market

September 4, 2014

Half of one billion dollars in audio, video and lighting technology sales over the next 12 months. And that’s just from one segment of the house of worship market, representing only about 2 percent of all churches here in the United States. It’s likely your business hasn’t seen the majority of your sales come from […]

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