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Are You Ready for Commercial Installations?
The commercial market opens up a whole new arena for residential companies to ply their customer service and installation skills.
Every residential integrator should be investigating and installing commercial products.
You know why:
Those circumstances have already forced many integrators into the commercial world. A recent CE Pro survey shows that 77 percent of dealers performed commercial installations in 2008. That's up a whopping 20+ percent in just two years. Nearly 50 percent of integrators say 10 percent of their total revenue comes from commercial work.
I can see why this trend is occurring. The commercial market opens up a whole new arena for residential companies to ply their customer service and installation skills. You can earn the same loyalty from corporate clients that you have achieved over the years through word-of-mouth referrals from homeowners.
The commercial market is not just churches, bars/restaurants, schools, hotels, convention centers, retail stores and offices. It's also niche markets like dental offices, funeral homes, car dealerships and more.
Some myths persist about the commercial market. Namely, that it's always a low-bid situation and there is little need for installation quality because all the wires are run above dropped ceiling panels.
No one said doing commercial was going to be easy. Some of the problems integrators encounter when they enter the market include understanding the bidding process, finding distributors and products, overcoming installation challenges (like conduit and large-zone A/V), having enough capital/cash flow and even getting the proper permits.
For the latest commercial news, products and advice, check out CE Pro's new Commercial section.
Commercial is one of six pillars of EHX Spring 2010, Orlando, Fla.
You know why:
- New-home construction is the lowest level since World War II
- Dips in housing values and the stock market have taken away available cash
- Tight credit has made it too hard to borrow
Those circumstances have already forced many integrators into the commercial world. A recent CE Pro survey shows that 77 percent of dealers performed commercial installations in 2008. That's up a whopping 20+ percent in just two years. Nearly 50 percent of integrators say 10 percent of their total revenue comes from commercial work.
I can see why this trend is occurring. The commercial market opens up a whole new arena for residential companies to ply their customer service and installation skills. You can earn the same loyalty from corporate clients that you have achieved over the years through word-of-mouth referrals from homeowners.
The commercial market is not just churches, bars/restaurants, schools, hotels, convention centers, retail stores and offices. It's also niche markets like dental offices, funeral homes, car dealerships and more.
Some myths persist about the commercial market. Namely, that it's always a low-bid situation and there is little need for installation quality because all the wires are run above dropped ceiling panels.
No one said doing commercial was going to be easy. Some of the problems integrators encounter when they enter the market include understanding the bidding process, finding distributors and products, overcoming installation challenges (like conduit and large-zone A/V), having enough capital/cash flow and even getting the proper permits.
For the latest commercial news, products and advice, check out CE Pro's new Commercial section.
Commercial is one of six pillars of EHX Spring 2010, Orlando, Fla.
Guide to Going Commercial
| Your Guide to Going Commercial Sixty-nine percent of you complement your residential projects with commercial work. We're here to help with all things commercial. 5 Tips for Going Commercial As residential CE pros migrate into B2B projects, here are some key differences to consider. 5 Vertical Commercial Markets Small office, restaurants, retail, churches and hotels are common transition markets." Blog: Are You Ready for Commercial Installations? The commercial market opens up a whole new arena for residential companies to ply their customer service and installation skills. 7 Problem Solvers for Commercial Installs A high-tech donut, a motion-sensing speaker and whacky acoustical panels provide CE pros with A/V flexibility. 13 Install-Friendly Commercial Video Products Here are 13 interesting commercial video products for your consideration. | |
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About the Author
Jason Knott, Editor, CE Pro
Jason has covered low-voltage electronics as an editor since 1990. He joined EH Publishing in 2000, and before that served as publisher and editor of Security Sales, a leading magazine for the security industry. He served as chairman of the Security Industry Association’s Education Committee from 2000-2004 and sat on the board of that association from 1998-2002. He is also a former board member of the Alarm Industry Research and Educational Foundation. Jason graduated from the University of Southern California.
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