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Monster, SpeakerCraft Kick Off CE Pro 100 Integrators Summit
Monster's Noel Lee and SpeakerCraft's Jeremy Burkhardt present solid business ideas.
Monster’s Noel Lee (right) and SpeakerCraft’s Jeremy Burkhardt kick off the CE Pro 100 Integrators Summit.
Billing themselves as "The Odd Couple," SpeakerCraft's Jeremy Burkhardt and Monster Cable's Noel Lee kicked off the CE Pro 100 Integrators Summit last night at EHX Fall 2008 with a presentation filled with solid business ideas.
"We are the odd couple. I am the straight man if you haven't guessed," said Lee.
But appearance is where the differences stop.
Both men have been extremely successful in the industry, guiding Monster and SpeakerCraft to be the leading brands used by members of the CE Pro 100.
The duo challenged CE Pro 100 integrators to stop leaving money on the table and change their company cultures.
Lee presented 10 ideas to prosper in a down economy, including upselling and educating clients.
"Think about doing long qualifications and short presentations," he said. "Education is mandatory. Ask a lot of questions.
"It's not a transactional sale, but a relationship sale. Don't make a presentation until you have established a rapport. Tens of thousands of HDTVs are sold without Blu-ray players and without proper cables.
"Best Buy and Wal-Mart are learning how to do this, while custom guys are not."
Burkhardt said Best Buy and Wal-Mart consider custom installation companies as "dots on their business plans that they want to eliminate. Flip it. Become a business that they want to buy instead of one they just want to get rid of."
He presented SpeakerCraft's rules, which include:
Related: SpeakerCraft’s Burkhardt Loses $8,000 on Golf Course
"We are the odd couple. I am the straight man if you haven't guessed," said Lee.
But appearance is where the differences stop.
Both men have been extremely successful in the industry, guiding Monster and SpeakerCraft to be the leading brands used by members of the CE Pro 100.
The duo challenged CE Pro 100 integrators to stop leaving money on the table and change their company cultures.
Lee presented 10 ideas to prosper in a down economy, including upselling and educating clients.
"Think about doing long qualifications and short presentations," he said. "Education is mandatory. Ask a lot of questions.
"It's not a transactional sale, but a relationship sale. Don't make a presentation until you have established a rapport. Tens of thousands of HDTVs are sold without Blu-ray players and without proper cables.
"Best Buy and Wal-Mart are learning how to do this, while custom guys are not."
Burkhardt said Best Buy and Wal-Mart consider custom installation companies as "dots on their business plans that they want to eliminate. Flip it. Become a business that they want to buy instead of one they just want to get rid of."
He presented SpeakerCraft's rules, which include:
- Practice Abandonment – don't linger on successes or failures, move on
- Our Culture Is Our Life
- Achieve Financial and Emotion Profit
- Get the Right Dealers
- Create Absolute Dealer Satisfaction
Related: SpeakerCraft’s Burkhardt Loses $8,000 on Golf Course
CE Pro 100
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Best Buy Founder Schulze Steps Down After CEO Probe Best Buy Marketing Exec Barry Judge Resigns Bjorn Dybdahl Among 2012 CE Hall of Fame Class Let’s Stop Vilifying Best Buy How We Verify the CE Pro 100 Best Buy, ADT, Vivint Take Different Paths to Success CE Pro 100 Tops $1.4B in Sales The Biggest Challenges & Opportunities of 2012 More filed in CE Pro 100 |
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 CE Pro 100Find out why 84% Predict Growth for 2012. Also, This year, the list is led by mammoth Best Buy, which has a CE Pro estimated installation revenue from its Geek Squad, Magnolia Home Theater and Audio Visions divisions of a remarkable $680 million.Read on.
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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. He is currently a member of the CEDIA Education Action Team for Electronic Systems Business. Jason graduated from the University of Southern California.
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