Welcome to the fourth annual celebration of some of this industry’s brightest companies, a collection of talent we refer to as the 2015 CI Industry Leaders.
We’ve compiled a list of the top five restaurant market integrators, asked them to share a few secrets of their success and looked at how they’ve made it to the top of the industry (though keep in mind these listings are not revenue-based).
So check out what they have to say and click here to download the complete report: Meet the 2015 CI Industry Leaders.
Thinking Ahead (and Outside the Box)
“Converging technologies are a challenge. As soon as you master a system there is already something newer and better replacing many aspects of the previous system. We continue training our staff and educating ourselves by attending trade shows.” —Rick Truocchio, director of operations, Serious Audio Video
“Throughout 2014, PingHD developed a digital signage content management software that allows us to compete more aggressively than before. PingHD provides the complete turnkey solution with a one-throat-to-choke approach.
“Bundling our solution into a complete, all-inclusive, three-year cost has proven to be successful with much of our competition providing high upfront costs.” —Kevin Goldsmith, director of digital media operations, Ping HD
It’s About the Relationships
“Clients demand the same thing as they have demanded since day one: a strong relationship with a skilled AV company that provides consistent service and reliable systems year after year. It’s not about quantity, it’s about quality. VideoSonic serves our clients much better as a boutique specialty firm building long relationships with our clients.” —Glenn Polly, president, Videosonic
“As a company that ‘grew up’ as a residential-based business, we understand people. This gives us a huge advantage when selling the right solutions and dealing with fellow human beings. We don’t go into a meeting to sell a product or service. We want to become their technology partner; which leads to [clients] calling us for future systems.
“This human capital is the reason we have seen a 20 percent growth in gross sales. There is always someone else willing to sell a client a product, and usually for cheaper. We battle this by doing great work, communicating effectively and following up with every client to make sure they are happy and understand the systems.” —Heather Sidorowicz, owner and president, Southtown Audio Video
Carlos Gonzalez, vice president, The Integration Factory, says one of the company’s biggest challenges is “dwindling margins based on the over-saturation of product access.” The solution? “Grow long-term relationships with manufacturers and clients.”
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