Commercial Integrator + Security Sales April 2024 - 74

SSI
BUSINESS OPERATIONS: END USER PREFERENCES
advances and where it's put us is just a
whole world of difference in what we have
and what we need. "
" What used to be nice to have...now, you
have to have it or you're not going to be
able to compete with gang bangers. When
I started out, we had 357 magnums with
six bullets until the gang bangers started
showing up with their Uzis and everything
else. Everything changes when it comes to
the tools we use in our field and the technological
advances, " Garcia continues.
The evolution of technology " is absolutely
astounding, " he says.
" A lot of this is event-based, things that
come up that make us view the world a
little bit differently, " says Garcia. " Part of
that also is with [integrators'] help. We
can't just look at events that have taken
place. I also want to hear what's out there,
what's going to be the next new thing that
we're going to see in these cars? "
" My imagination is narrow, and I would
assume yours is much wider. Hearing
from you and having you help to drive me
to where I need to be as a department...
that's everything to me, " he continues.
West stays current by talking to his integrators
as well as doing his own research.
" We go out and do our own research,
we go to conferences, we're reading,
we're constantly thinking about it, we're
challenging ourselves internally, " he says.
" As we're thinking about different kinds of
expansion, we need to think about how we
look at a resort property and how we build
it. As many sources as we can find, we try
to absorb all that, digest it and use it. "
" Integrators have to bring me new
technology, but it's my responsibility too
to go to these conferences, walk the trade
show floor and meet with everybody
there, " says Westall.
" One of the most meaningful things an
integrator ever did that's stuck with me is
paying for my staff's membership in IHSS
Our security director panelists at
Total Tech Summit agreed they prefer
collaboration to hard sales pitches.
so they could go to the conference and
see the technology for themselves at the
event, " he says. " Finding the next generation,
the people who know the technology
we don't, that's everything. "
Choosing the Right Partner
Westall is partial to companies who host
lunch meetings or regional conferences.
" We shouldn't be meeting for the
first time at RFP, " he says. " The second
thing: make sure you're not the absolute
rock-bottom price. Either you're going to
give me a change order at the end, or you
didn't understand the assignment. "
West prefers a conversation to a
soliloquy.
" Ask me questions about what we're
trying to do, " he says. " Try to understand
our business; try to understand our challenges;
try to understand the questions
I've got to answer internally. "
" Don't start with telling me how cool
your thing is. First, understand my problems.
Then, tell me how it's going to solve
a problem. If you can solve a problem for
me, I can socialize [it] inside. I can geek
out on new technology, but then all the
work is on me, and that's not going to be
a real successful solution because I can't
do that very many times, " West continues.
" Understanding the client's organizational
structure can be very important, "
he says. " When you're dealing with a
small organization, you know who the
decision-makers and stakeholders are but
if you're talking to a more complex organization,
there are multiple decision-makers
at multiple levels. You're going to need a
lot of champions to accept your work. "
" It comes down to personality, " says
Garcia. " Is there a connection? We know
where the problems are. Now you tell me
how you can help me solve them. Know
what we need and be realistic about it.
There's nothing that's more of a turnoff
than someone trying to sell me something
I know I don't need. "
The healthcare system uses what's
called " evidence-based medicine. " As
Westall describes it, " That means somebody
else did it and was successful and it
worked. So, the person I'm convincing I
need $5 million for retina scanners and
motion detectors is wired to wonder
who did it before and did it work. " SSI
If you work in residential and/or commercial AV integration,
log on to TotalTechSummit.com/apply to apply for this year's
Total Tech Summit, scheduled for Nov. 4 to 6 in San Antonio, Texas.
74 Commercial Integrator+Security Sales & Integration | April 2024
THE PHOTO GROUP
http://www.TotalTechSummit.com/apply

Commercial Integrator + Security Sales April 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales April 2024

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Commercial Integrator + Security Sales April 2024 - Cover3
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