Audio Video Interiors: Different by Design

"We let everyone get involved in our operations and process development," he says. "So, everyone on staff is a stake holder."

Again, Pope cites the "Wall of Fame." Having certifications prominently displayed at the starting point of each design center tour promotes company and individual pride as well as a healthy rivalry among staff.

Pope also recognizes employees with such awards as Technician of the Month/Year, Employee of the Month/Year, Sales Person of the Month/Year, and Best Idea of the Month.

Winners are named on plaques in the lobby and receive AVI money that can be used as cash to buy products or used for education.

Budgeting for Success

Coming up with a project budget for the client is big for AVI, Pope says. "Our competition takes a more traditional sales approach, where they make price assumptions and present proposals."

Pope points out, however, that most clients really don't understand what electronic lifestyle systems should cost. They can be surprised, he says.

"Once a proposal is given, any change in price becomes a negotiation process. Some clients are not comfortable telling you that the price is too high and will simply leave to get a cheaper quote somewhere else."

When customers are paying for their system designs, Pope says, they think differently about sharing budget information with sales people. "We are viewed as a consultant, much like an architect. As such, we explain that the budget is part of the system design."

He explains, "Our job as a designer is to achieve all of our client's system goals within the agreed upon budget. Since the systems are well designed, there are fewer change orders and we can stay within that budget."