Strategies for Selling Digital Technology

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Strategies for Selling Digital Technology

• Lee Odess
• Member of NAHBs Home Electronics Working Group

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Introduction

• Lee Odess
• VP and GM of Custom Builders USA, LLC
• Custom and Small Volume Builder cooperative
  Management company
• 400 builders in network nationwide
• Active with NAHB
• Co-founder of Home Electronics Working Group
• CEDIA liaison
• Formerly with Lutron Electronics as National
  Builder Sales Manager

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Tips of Success From Builders

• Embrace technology
• Poll your past, current and potential clients
  what do they want and what is the market doing
  and missing?
• Interview installer or distributor treat like
  every other trade
• Look at and insert the processes and
  documentation
• How much does it cost and what is in the quote?
• Bring in manufacturers
• Market and advertise the technology

• Decide what is a standard and what is going to be
  an upgrade
• Add it directly into your allowance and/or make a
  standard
• Sell upgrades or partner with installer/distributo
  r that includes your margin stay away from I
  let my electrician or AV installer handle it.
• Educate your employees local, manufacturers,
  and tradeshows
• Educate outside partners Realtors, appraisers,
  etc.

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Lee OdessCustom Builders USA, LLCNAHB Home
Electronics Working Group202-203-8007lee_at_custom
builders-usa.comwww.custombuilders-usa.com