Originally Posted by bigpapa
No kidding, and it doesn't help when you come out of the gate spreading FUD spamming your services by trashing companies that provide and support product, by comparing them to used car salesmen. That a consultant is a better choice since there is no obligation to a product is sheer fallacy.
A professional may be committed to a product line for noble reasons that may benefit the client/end user, but instead you choose to tarnish actual professionals who believe in a product line they feel confident will provide their clients reliable service.
Maybe you should poll buyers. How many feel our industry is corrupt and full of liars? Most of them. I've paid for such research. Some cities are worse than others. I don't compare dealers to used car salesmen, CLIENTS and prospective clients do. The other major comparison is to a mechanic.
There was no FUD in my post. Show one piece of data that was twisted. Do the majority of dealers sell architectural speakers with 70 to 80 points of margin or do they not? Are there BETTER QUALITY speakers that are the same MSRP but 50 points of margin? Yes. Do most dealers sell those or the cheap stuff?
Is Crestron not the most profitable automation solution to choose for a dealer on a per job basis?
Sorry no FUD, no trashing. Just fact. [/quote]
You should revisit your value propositions before you piss off the dealers you work for, especially ones doing Crestron. Or do all your dealers do Savant?
You're not selling equipment, but you're selling services. You are little different than a Crestron dealer selling Crestron equipment. You are no different than a Crestron dealer pushing Crestron by trashing other manufacturers. This is a cheap value proposition, a used car salesman tactic.
No one here has trashed anything. I haven't said Crestron was junk. I said it was reliable, and if anything over priced. Lets use your own "guidance," you said all these control companies offered 95% of everything the other guy does. So if you can get 95% with anyone and a good installer is the thing that makes that product good. Then with that reasoning it means, that there is no reason at all to buy the most expensive product. That would be Crestron. Followed by AMX, Savant, Control4, HAI....
The only difference is being a consultant you can trash all of them, and trash installing dealers at the same time by inserting FUD based on specious assertions that will be rarely challenged by prospective clients. It's also convenient that not committing to a manufacturer doesn't make you accountable for their performance: if you find out some dogged idiosyncracies from equipment you specified (if you are even still on the project after you saved them a bunch of $) then you just specify something else on the next project. Easy, no?
You keep bringing up trash and FUD. I've not once said anything trashy about Crestron. I've not trashed dealers. I've not trashed product. I've trashed Awards, and the idea that a dealer is the best choice for a good opinion on what product to choose. Consultants are obviously the smartest choice, but make sure you choose a good firm. Ask them their experience. If their experience is with only one product line, they're likely just as biased as a dealer.
You then assume we specify anything. We specify what we know works, and believe in. Before we specify new product or new manufacturers we live with the product for 3 months. Many manufacturers send us product in hope we start specifying it. It drives some of my best dealers insane. "Uhoh, here he is with some new speaker system again!" WE TEST EVERYTHING OURSELVES. Clients aren't used for beta testing. We are.
If a dealer has allegiance to a product (based on performance and reliability before margin) then that's a vote of confidence to the prospective client. That you would imply that all dealers allegiances are based on margin first speaks of either your experience base or your integrity. Which is it?
I live in reality. I've worked for CE PRO top twenty dealers. I've worked for manufacturers. I've had dealings with over 500 dealers in my time in the business. I know exactly how our industry works:
Dealer Type A: Pure Business. They pick product based on how do they make money on it. Margins and secondary income (like say Crestron programming) are all that is important to them.
Dealer Type B: AV Lover. They are in the business because they love it. They generally have more lines than most people, and sadly the big manufacturers shy away later, because they want to be big dog, not one of many choices. These dealers pick products based on their excitement about them.
Dealer Type C: Loyal Dealer. This dealer started out and the major lines were all hoarded by the big dealers. So this dealer was forced to adapt and build lines for himself. Once he has built a line, he is extremely loyal to it. Manufacturer's love this dealer. The Loyal Dealer is capable of becoming a big dealer, but for the most part, the big dealers are Type A.
Dealer Type D: If it's at the local distributor they carry it.
Dealer Type E: A mixture of the above.
Dealers also want to have exclusivity. So they try and pick lines their competition don't have. Margins, exclusivity, and brand recognition are the top 3 reasons a dealer normally makes a decision. They always say reliability is important, but the deciding factors in reality are generally not reliability. Reliability is generally their top response when asked. However, how many Dealers continued to sell Product X (Since I don't want to trash anyone) after their RMA percentage reached over 20% on their top selling receivers? They lost something like 10 dealers, and only 3 from the CE PRO Top 100.
On what do you base this assertion on? If you've been in this business for more than a few years you should know that in the vast majority of projects there is rarely one single 'best product,' most of the time you can have multiple choices that fit the needs of the client.
There is always one barometer: PRICE. There is usually a best product for the price. There are also usually many choices to choose from in a price range.