WelcomeWelcome

Simply Reliable SoftwareSimply Reliable Software

Tom CoffinTom Coffin

The Art of Systems The Art of Systems Integration. How to change Integration. How to change

from a from a Custom Installer into a Custom Installer into a

Systems Integrator Systems Integrator and make more money!and make more money!

Let’s Talk HistoryLet’s Talk History

1950’s HiFi Stores1950’s HiFi Stores1960’s Speakers Behind Curtains1960’s Speakers Behind Curtains1970’s Advent Front Projection- 1970’s Advent Front Projection- VCRVCR1980’s In Wall Speakers1980’s In Wall Speakers1990’s Home Automation1990’s Home Automation2000’s Home Cinema-Control2000’s Home Cinema-ControlNow here at the close of the 2010 Now here at the close of the 2010 decade, how will you define decade, how will you define yourself?yourself?

What is an Integrator?What is an Integrator?

An Integrator takes seemingly An Integrator takes seemingly diverse products and brings diverse products and brings them together to work in them together to work in harmonyharmony

The User Interface needs to The User Interface needs to provide the end user a common provide the end user a common paradigm to followparadigm to follow

Expertise in how to implement Expertise in how to implement and make these products work and make these products work together is necessarytogether is necessary

Sub-Systems-DisciplinesSub-Systems-DisciplinesLife Safety-SecurityLife Safety-SecurityAccess ControlAccess ControlInformation Infrastructure-Structured WiringInformation Infrastructure-Structured WiringCommunicationsCommunicationsWhole House Music-Distributed AudioWhole House Music-Distributed AudioWhole House Video-Distributed VideoWhole House Video-Distributed VideoHome TheatreHome TheatreVideo SurveillanceVideo SurveillanceLighting ControlLighting ControlClimate ControlClimate ControlCentral VacuumCentral VacuumProtectionProtectionSystems IntegrationSystems Integration

Why are categories Why are categories important?important?

Baby steps for trial closesBaby steps for trial closes

Helps the end-user understand the Helps the end-user understand the breadth of systems in their housebreadth of systems in their house

Shows them your technological Shows them your technological prowessprowess

Separates you from the Separates you from the competition ie: the stereo guy, the competition ie: the stereo guy, the TV guy, the home theater guyTV guy, the home theater guy

Segments their spending into Segments their spending into smaller easier to swallow piecessmaller easier to swallow pieces

Scalable ConvergenceScalable Convergence

The Seamless Integration of Information, Communications, Entertainment and Control with Variable Feature Content and Pricing Architecture

How Do I Start?How Do I Start?

Good Better BestGood Better Best

Multiple Size marketsMultiple Size markets

Engineer SolutionsEngineer Solutions

Proposal BinderProposal Binder

Credibility BinderCredibility Binder

Budget SheetBudget Sheet

Feature SetsFeature Sets

The PresentationThe Presentation

The Suspect Elevator SpeechThe Suspect Elevator SpeechThe Prospect MeetingThe Prospect MeetingReview PlansReview PlansPitch You, Your Company, Your Pitch You, Your Company, Your SolutionsSolutionsDisciplines-Order is Important!Disciplines-Order is Important!Stress Expertise Without talking DownStress Expertise Without talking DownTrial Closes and The Budget SheetTrial Closes and The Budget SheetBudget Range and Feature Set ReviewBudget Range and Feature Set ReviewRetainerRetainer

The ProposalThe Proposal

Stress benefitsStress benefitsPictures Paint 1,000 WordsPictures Paint 1,000 WordsIn BudgetIn BudgetDiscipline/ZoneDiscipline/ZoneTrial Close by DisciplineTrial Close by DisciplineScope of WorkScope of WorkMutually Beneficial ContractMutually Beneficial ContractReferencesReferences

Knowledge and TrainingKnowledge and Training

Cutting Edge TrainingCutting Edge Training

Social skills, respect, grace, Social skills, respect, grace, etiquetteetiquette

Train the ClientTrain the Client

Every visit by one of their friends Every visit by one of their friends is a new potential prospectis a new potential prospect

Client MaintenanceClient Maintenance

Stay in Touch Social NetworkingStay in Touch Social NetworkingFollow Up Calls Create Raving FansFollow Up Calls Create Raving FansProblems are OpportunitiesProblems are OpportunitiesAsk for ReferralsAsk for ReferralsUpgrades and UpdatesUpgrades and UpdatesMaintenance AgreementMaintenance AgreementTreat them like Royalty-they know Treat them like Royalty-they know all the other Rich peopleall the other Rich people

GrowthGrowthProcess MapProcess Map

Detailed Instructions for Job Detailed Instructions for Job descriptionsdescriptions

Detailed Drawings by PhaseDetailed Drawings by Phase

Detailed Process BindersDetailed Process Binders

Define Exactly How Everything Define Exactly How Everything Shall Be DoneShall Be Done

Scalable, saleable Business in a Scalable, saleable Business in a BoxBox

Exit StrategyExit Strategy

Thank You!Thank You!Simply Reliable SoftwareSimply Reliable Software

http://www.simplyreliable.comhttp://www.tomcoffinltd.com

Tom CoffinTom Coffin

440-377-2306440-377-2306

617-731-0113 ext. 110617-731-0113 ext. 110Follow us: We Come To Where You Are…