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1. Focus on Crestron Home
We have undeniable proof that dealers who’ve adopted the Crestron Home™ platform are seeing year-over-year sales growth. They also report much more consistent monthly cash flow. Many dealers who’ve adopted this platform say they’re able to handle more jobs and complete them more quickly. Getting in and out of projects speedily is helping them to get paid quickly and more regularly.
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2. Take advantage of our Home Conferencing solutions
Due to the pandemic, more people are working, learning, and socializing from home. Many analysts forecast that even as some normalcy returns, this trend will remain for a while. Only Crestron has the experience and solutions available to fully integrate professional-grade conferencing and collaboration tools into the smart home space.
We’ve created solutions for every space and need. The Crestron HomeTime™ video conferencing system enhances the family gathering experience over Zoom Rooms™ software from the laptop to the entire living room. Our desktop home audio conferencing solution, the UC-MM30-R, integrates the highest quality speaker and microphone array into a Crestron Home touch screen. In addition, our AirMedia® wireless presentation system provides universal video extension to any TV, turning any space into a classroom, conference room, or chat room. The new Crestron phones with native Microsoft Teams® software and optional video, allow the executive working from home to hop onto a Microsoft Teams call conveniently and easily, without the need for a computer or sacrificing quality.
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3. Expand your offerings
Take full advantage of our fantastic programs that make our industry-leading product lines the most profitable in the industry. All of our products are engineered to work together as a single, integrated platform. Selling Crestron makes installation faster (more profitable), decreases tech support calls (maintains profit), provides free tech support and advanced replacements, if needed (maintain profit), and increases rebates (more profit).
Here are some revenue drivers that successful dealers offer:
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| i) |
Sell motorized shades as part of lighting control. Crestron makes the best motorized shades and they even have a lifetime warranty. We also make it really easy to upgrade from manual to motorized. If your customer doesn’t want motorized shades today or only wants motorized shades in the main living spaces, you can still sell our manual shades today and then upgrade them to motorized later. This is only feasible with Crestron because you don’t have to replace the shade or hardware. You only need to add the motor and possibly the fascia.
When you sell shades, look for opportunities to offer double shades – blackout shades behind transparent or translucent roller shades, or behind horizontal sheers. Double shades are a great solution when the client wants to see outside most of the time but needs to block sunlight at times, such as in bedrooms that face east and in media rooms to eliminate glare on the TV or create a dark movie theater setting. Shades also protect expensive rugs, fabrics, and art in rooms that get direct sunlight.
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| ii) |
Stop selling HDMI® baluns to remotely locate video sources, which makes you almost no money. They also don’t provide the best experience for the customer. DM NVX® AV-over-IP technology is the future, and it’s been an award-winning, field-proven platform for years. DM NVX offers unrivaled reliability, flexibility, and the ability to support remotely.
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| iii) |
Sell touch screens and not tablets. While tablets can be convenient for homeowners, the user experience of having to handle continuous updates, battery issues, and just having to find them sometimes, can be less than ideal. Besides, you don’t make money selling tablets! Tablets are great personal devices, but they are not dedicated home control devices. Tablets walk with the user rather than stay home where they’re needed. Nothing is better than having a purpose-built, high-performance, and aesthetically pleasing touch screen placed strategically around the home for effortless control.
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4. Upgrade your customers
Sell to your customers. This is an area that I often see ignored by many dealers. It’s five times more expensive to find a new customer than it is to sell to an existing customer. Nurture your existing customer base.
Crestron Home makes upgrading and adding many of our new products to a client’s system easier than ever. Crestron Home can also help you sell service and maintenance plans because even quarterly OS updates add value in so many ways. Whether it’s upgrading manual shades to motorized, adding more climate zones, upgrading from 60-Series to 70-Series touch screens, upgrading to Horizon™ keypads, dimmers, switches, and receptacles, adding Home Conferencing, or adding new lighting features, we give you the most opportunities to go back to existing customers and sell.
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5. Do the little things
Stay in touch with your customers before they’re not your customers anymore. So many dealers don’t do this, and inevitably lose clients over time. Don’t wait for them to contact you when they need service. If the only contact is initiated by the homeowner, the relationship will deteriorate. Find ways to continue to add value to these amazing relationships. Develop a quarterly newsletter that tells them all about the new products and services. You can inexpensively hire an outside agency to help you do things like sending out quarterly newsletters if you don’t have the staff or budget to do it yourself. Don’t take your customers for granted. Technology is ever changing. Most customers want to be kept up to speed with the latest and greatest technology available, so make sure you’re their primary source of information.
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