Simply Reliable Software

1
Welcome

• Simply Reliable Software
• Tom Coffin

2
The Art of Systems Integration. How to change
from a Custom Installer into a Systems
Integrator and make more money!
3
Lets Talk History

• 1950s HiFi Stores
• 1960s Speakers Behind Curtains
• 1970s Advent Front Projection- VCR
• 1980s In Wall Speakers
• 1990s Home Automation
• 2000s Home Cinema-Control
• Now here at the close of the 2010 decade, how
  will you define yourself?

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What is an Integrator?

• An Integrator takes seemingly diverse products
  and brings them together to work in harmony
• The User Interface needs to provide the end user
  a common paradigm to follow
• Expertise in how to implement and make these
  products work together is necessary

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Sub-Systems-Disciplines

• Life Safety-Security
• Access Control
• Information Infrastructure-Structured Wiring
• Communications
• Whole House Music-Distributed Audio
• Whole House Video-Distributed Video
• Home Theatre
• Video Surveillance
• Lighting Control
• Climate Control
• Central Vacuum
• Protection
• Systems Integration

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Why are categories important?

• Baby steps for trial closes
• Helps the end-user understand the breadth of
  systems in their house
• Shows them your technological prowess
• Separates you from the competition ie the stereo
  guy, the TV guy, the home theater guy
• Segments their spending into smaller easier to
  swallow pieces

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Scalable Convergence
The Seamless Integration of Information,
Communications, Entertainment and Control with
Variable Feature Content and Pricing Architecture
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How Do I Start?

• Good Better Best
• Multiple Size markets
• Engineer Solutions
• Proposal Binder
• Credibility Binder
• Budget Sheet
• Feature Sets

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The Presentation

• The Suspect Elevator Speech
• The Prospect Meeting
• Review Plans
• Pitch You, Your Company, Your Solutions
• Disciplines-Order is Important!
• Stress Expertise Without talking Down
• Trial Closes and The Budget Sheet
• Budget Range and Feature Set Review
• Retainer

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The Proposal

• Stress benefits
• Pictures Paint 1,000 Words
• In Budget
• Discipline/Zone
• Trial Close by Discipline
• Scope of Work
• Mutually Beneficial Contract
• References

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Knowledge and Training

• Cutting Edge Training
• Social skills, respect, grace, etiquette
• Train the Client
• Every visit by one of their friends is a new
  potential prospect

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Client Maintenance

• Stay in Touch Social Networking
• Follow Up Calls Create Raving Fans
• Problems are Opportunities
• Ask for Referrals
• Upgrades and Updates
• Maintenance Agreement
• Treat them like Royalty-they know all the other
  Rich people

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Growth

• Process Map
• Detailed Instructions for Job descriptions
• Detailed Drawings by Phase
• Detailed Process Binders
• Define Exactly How Everything Shall Be Done
• Scalable, saleable Business in a Box
• Exit Strategy

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Thank You!
Simply Reliable Software http//www.simplyreliable
.com http//www.tomcoffinltd.com Tom
Coffin 440-377-2306 617-731-0113 ext. 110
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