A Collaborative Future in HiVol to Sell and Install

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Samson Malone
5 years ago
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1 A Collaborative Future in HiVol to Sell and Install

Session Flow, Goal & Presenters Goal: Provide tips

wide variety of functional areas including marketing,

Taylor Morrison SoCal Collaboration Michael Cogbill,

2 Session Flow, Goal & Presenters Goal: Provide tips about effective collaboration among the trades in a wide variety of functional areas including marketing, selling, design, installation and post occupancy care/support. Moderator, John Galante, AE Ventures Kirk Chittick, Taylor Morrison SoCal Collaboration Michael Cogbill, ETC Collaboration with Builders & Allied Contractors Tony Pratte, The Sound Room Builder Collaboration Success Q&A

3 Tech Option Troubles Focus Standard, Surfaces, Upgrades Tech Design Center Coaching & Education Budget - Pre-plots vs Buyer Choice - overall % We ve never done that way

4 Then Smart Home Automation Package Series I Smart Home Automation Package Series II Smart Home Automation Package Series III 3 Room Audio S.U.N Package Additional Audio Room S.U.N. Package 3 Room Audio Prewire Additional Pre-Wire Audio Zone 3 Room audio Diamond package DSS Prewire 4 RG-6 to Structured can 2" Flex Tub Conduit for Future Plasma In-Wall Ipad Dock W/Prewire Add 4 Switches to Lighting Control System Add Additional B/W Color IR Camera Additional Audio Room Diamond Package Outdoor Weatherproof Speakers Aiphone System Additional Video Phone 2 Day/Night Camera with DVR Option Additional Day/Night Camera S.U.N. Stealth Speaker Package 5.1 Diamond AIM 7 Speaker Package Surround Sound Prewire Single Phone or Data Line Single TV Line Run to New or Existing Location Universal Network Plate Express Wireless Network Deluxe Digital Distribution

5 Now Take Control! Camera Climate Lighting WiFi

6 Results Enhanced Customer Experience Increased Option Sales especially Tech More Confident Designers Increased Revenues Increased Margins Happier Customers Higher CS Scores

7 Taylor Morrison SoCal Collaboration Checklist Devising Standard Packages and Upgrade Paths Division of Labor between Design Center/Sales Associate and Integrator Production Communications After Occupancy Customer Care

8 Mike Cogbill, ETC Inc. Chief Engineer for top 10 system integrator ETC, Inc. Recognized as an early pioneer in Home Automation. AV, security, CCTV, HVAC and lighting expertise. Company has 110 employees, fleet of 65 vehicles

Getting Coordinated for Production Televisions Locations for TV and

Prewiring to install after CO Invisible speakers Lighting Controls

Wireless controls Managing redesign for added controls and added

9 Getting Coordinated for Production Televisions Locations for TV and Sources Mounts Backing for on-wall Electrical outlets Speakers Prewiring to install after CO Invisible speakers Lighting Controls Base package (what rooms/areas or a number of circuits) Wired vs Wireless controls Managing redesign for added controls and added circuits/lights Managing communications design to electrical and LV programmer

More Coordination for Production AV Closet

Motorized Shades/Drapes Pockets/Valances/Molding

Smart Thermostats Compatibility with Smart system

10 More Coordination for Production AV Closet Electrical requirements Ventilation requirements Motorized Shades/Drapes Pockets/Valances/Molding Locating the LV cable Electrical for power supply Smart Thermostats Compatibility with Smart system HVAC contractor vs LV contractor Who to call when not working

11 Trades Collaboration requires Process For each delivered item or feature create a clear process: Know every step for completion Know everyone s responsibilities Know how it fit s in the schedule of construction Don t forget to define how Warranty is handled Be clear on how the customer s option selections get documented and communicated to all trades involved in a timely manner! Include in the process methods to regularly inspect and rectify

12 ETC Collaboration Checklist Coordinating with other subcontractor trades Electrical HVAC Plumbing Appliances Sales Design Production Customer Care Creating a coordinated interface to the builder for multiple subcontractor trades involved in tech

13 The Sound Room s Builder Process

14 A streamlined sales process makes technology selections quick and easy.

15 A detailed scope of work spells out locations and heights of items.

16 A detailed floor plans allow construction managers, sales manager and homeowners to understand where items are being installed.

17 Manage the installation schedule and the production process.

18 Audience Questions?

19 A Collaborative Future in HiVol to Sell and Install THANK YOU!

Bravo AV s Structured or Whole-House Wiring Approach

Custom Audio & Video Systems: Design and Installation Bravo AV s Structured or Whole-House Wiring Approach THE QUALITY OF THE CABLE YOU USE IS CRITICALLY IMPORT TO THE PERFORMANCE OF YOUR SYSTEM Introduction