Apr 2013 - Vol 8, Issue 4

Sometimes I have to check the InfoCommshow.org website to remind myself what I promised last year to teach this year. One Thursday June 13th  I will teach two business track seminars, one for Systems Integrators and one for Rental-Stagers. My overall theme has changed to cover the business trends ongoing in these two segments. FYI -I will continue to teach the Survival Kit seminars (updated constantly) in webinar format or at your location of choice.

Why Should I Attend?
If you are interested in looking outside business as usual and discovering the big world of business innovation, then join me for some lively topics: Low margins? Everyone has the same challenge, but some companies have figured out what to do about it. Flat sales? Maybe our assumptions about what sells is wrong? In both classes I will focus on the newest trends in how to approach everyday challenges.

I guarantee you will be excited about the possibilities and will take home game-changing ideas. I work on these courses up to the very last minute because I want to include the latest market intelligence, but here's what I already know will make the cut:

IS058 - Business Trends in Rental & Staging
Thursday, June 13, 10:30-12:00

• Throw out your assumptions about rental pricing. There's no more easy math for rental companies. Learn how competitors are winning the same job for more margin.
• What is a Content Garage? Learn why you need one right away.  
• Real salesman are trumping your order-takers without knowing anything about AV. What do they know that you don't? 

IS070 - Business Trends in Systems Integration
Thursday, June 13, 12:30-14:00

• IT Network contractors are still encroaching on the AV space, but there's an even bigger elephant in the room. Come learn why this potential threat should be your best business partner.
• Why your customers are saying: "That installation you are working on isn't solving the our problem - it IS the problem."  Learn what some Integrators are doing about it. 
• Something is attacking the AV Dealer model and you need to be on the winning side of the revolution. 

I would charge you a couple thousand dollars to present these topics to your company. At Infocomm they are only $49 for members or $80 for non-members. Take that savings and send an extra person to the show! Register now infocommshow.org!

 

 

Sorry, You're Too Late!  

The Rental & Staging Business Metric Survey Has Closed 

 

It had to end sometime, but you can still get the results. The invitation to participate in the 2012 R&S Business Metric Survey has closed.  We increased our complete responses this year by 50% and collected the best data ever! Now it's time to crunch the numbers and write the report. Participants will receive their free customized analysis in about four weeks plus we will be contacting you for your complimentary one-hour consultation or webinar.

 

Next Month - I will share details on how you can purchase the survey results and receive a customized report for your company.

Here's a few scribbles from the margins: 

I am looking for stories about lessons you have learned in business. Here are a couple that were recently shared with me:

While Operations Manager at Seattle Grip & Lighting I learned to consider the small things.  Here is an example. 

 

Sub-rentals are an important part of the rental business.  In Film/TV production, sometimes a piece of specialized gear had to be sub-rented from a Los Angeles company.  A simple analysis of freight charges related to subs indicated freight was a large percentage of sub-rent costs.  We were making about a nickel or dime on each sub.  By initiating a simple standard operating procedure that the Warehouse Manager review work orders the day issued rather than the day prior to rental we almost eliminated rush charges.  It also allowed us to contact the Production Manager on the cost of freight rather than eating it ourselves.

 

There are a lot more examples such as how we made more money by keeping Grip Trucks clean....    

 

Richard McLeland Wieser

 

Richard has contributed many great observations to AV Matters over the years, and this one really speaks to my favorite mantra, "Do the math." I am sure that the Warehouse Manager in the above example was too busy to be bothered with looking ahead sooner, but once it became a policy to do so - life becomes easier and costs go down. In addition, this company had the power to pass on reasonable charges to its customers. A double win.

 

Years ago, in my previous life as a live music mixer, a band I worked with recorded an album in Los Angeles in the home studio of a fairly well known recording engineer.  His accountant had a tough time convincing him, but after several years, he doubled his rates.  He lost some clients - but made more money at the end of the year.  The next year he did it again.  Same result, lost a few clients, still made more money.  I think he did this three times total - and his biz leveled off to a comfortable work load and he and his wife had plenty of money to do what they needed to do. 

Bill Hosch  

 

Bill is an industry veteran and has been a fixture in live events in Dallas longer than he wants me to tell you. I want to echo his story because so many companies can learn what the best freelancers know. It is better to work less and make a lot of money than to work your butt off for nothing. Too often we are afraid of not working at all and that fear keeps us from making the changes we need to implement. If being super-busy is what makes you happy, then keep your rates low and pick and choose the gigs you want. But, live modestly because any dip in business volume will hit hard. However, some of your supposedly best customers may be holding you back.

 

See you next month, Tom