I originally wrote this for AV Matters® in December of 2016. I planned on writing a new list, but all of these previous items still matter. So, I am appending five more items and making some tweaks to the original list.
I hope you tried a lot of these this past year. Let me know what worked and what didn’t. Continue reading
Is your noblest quality your business’ worst nightmare?
In drama, a tragedy is a story in which the hero’s virtue goes too far and has horrible consequences. Continue reading
If the announcement that InfoComm is now AVIXA didn’t immediately make you wonder, “What’s in it for me?” then you completely missed the point.
My journey from acceptance to strategic implementation was almost immediate. Here is how you can make that transition for yourself. Continue reading
The vast majority of my readers use the calendar year as their fiscal year. That means that on December 31st, they close their books, add up the score, then begin a new year. In sports you are not supposed to be thinking about the next game until the current game is over, but in business we don’t have the luxury of waiting. The things we need to do to succeed in the coming year often require our attention well in advance. Will your business grow? Should you hire more employees? How much new capital should you invest? And, what results do you expect from these actions? Continue reading
There’s a really good chance that someone is looking at your website and forming an opinion about your company right now. Or maybe they are driving past your building, seeing a social media post, or meeting one of your employees. We can’t always be present when people form opinions about our businesses. This is why Marketing is more important than ever. Continue reading
If I told you that the economy was great, your business will grow for another year, and over 60% of your industry peers agree – what then would be your biggest concern? This is not exactly how InfoComm’s Market Research team framed the questions in their recent “Pro-AV Business Index” for January 2017, but your responses really got me thinking. Continue reading
I have been saying for many years that we have to sell the end result and not the plan. That means focusing on outcomes for the customer instead of the parts and pieces of the transaction. In order to do this, AV companies must first do three things:
I have written (many times) about what it takes to profitably grow a production rental business. You need smart business processes, the ability to oversell, and a compelling value proposition. The “oversell” part of the equation – combined with the outcome-based language required to engage valuable customers – is rather scary to a lot of operationally-drive companies. The underlying concern is, “We need to know exactly what we are going to do before we promise to do it.” Unfortunately, that is not Continue reading
Recently one of the industry social media groups I subscribe to hosted a conversation about industry trends. While I have little to offer on the subject of technology, I am eyewitness to a broad array of business trends. The following was my contribution to that thread: Continue reading
Flex Rental Solutions is a Gold Sponsor for AV Matters newsletter and website. Recently Tom Stimson, President of Stimson Group and Chris Stein, Owner of Flex Rental Solutions had a few minutes to talk about Flex’s success.