A panel of commercial AV integration leaders will take the stage at the upcoming Total Tech Summit to address one of the integration industry’s most pressing challenges: developing smart and sustainable labor strategies.
The session, entitled “Labor Strategies for Integrators: Pricing Labor and Beyond,” is scheduled for Tuesday, Nov. 11, from 12:00 p.m. to 1:30 p.m. It aims to provide attendees with actionable insights into how they can calculate their costs, set their prices and align labor practices with core business values.
Total Tech Summit is, of course, a hosted-buyer event for the commercial AV and custom home integration markets. It will take place this year from Nov. 10 to Nov. 12 at the Renaissance Orlando at SeaWorld in Orlando, Fla.
Industry Leaders to Explore Labor Pricing Strategies at Total Tech Summit Panel
The “Labor Strategies for Integrators: Pricing Labor and Beyond” panel promises to offer a deep dive into the complexities of labor, a critical component of any integration firm’s financial health and operational success.
Three seasoned industry executives will lead the discussion: Jarrod Hillman, president of Hillman Audio Video; Harris Shulman, vice president of AV systems engineering at Fluid Audio Communications, Inc.; and Steffan Ramage, vice president of managed services at SVT. These leaders will share their firsthand experiences and strategies for navigating the intricate landscape of pricing and managing labor. Dan Ferrisi, group director of content + editorial, industrial + tech, will moderate.
A central theme of the panel will be burdened labor rates. The discussion will seek to establish a clear definition of this crucial metric, exploring how burdened labor rates vary across companies of different sizes and types. Panelists will delve into the specific line items that constitute the burden, such as employee benefits, vacation time, vehicle expenses and tool allowances. This foundational conversation is designed to help integrators understand how to accurately calculate their true internal costs, a vital step for profitable project pricing.
Following a discussion of internal cost calculation, the conversation will transition to pricing strategies. The panelists will define and compare different approaches, such as cost-plus pricing versus value-based pricing. They will analyze which models are most compelling and effective for modern integration businesses. They’ll also consider that question in the context of responding to RFPs versus executing design-build projects.
The goal is to equip Total Tech Summit attendees with the knowledge to select and implement a pricing methodology that supports their business objectives and ensures profitability.
Total Tech Summit Panel to Tackle Labor Pricing Strategies and Operational Alignment
The panel discussion will also explore the connection between an integrator’s operational philosophy and its labor pricing strategy. Panelists will discuss how values like open communication and a commitment to quality can and should be reflected in how a company charges for its services. This part of the conversation will encourage attendees to think more holistically about their business, linking day-to-day operations with long-term financial strategy.
Moreover, the panelists will address the logistical challenges of optimizing labor across different geographic regions. Topics will include managing travel costs, weekend and overnight compensation, and the use of local labor partners. The discussion will offer strategies for determining and aligning with going rates on a city-by-city or state-by-state basis, providing a framework for managing a distributed workforce effectively.
Toward the conclusion of the session, the panelists will offer final thoughts on building a smart, sustainable approach to pricing labor.
Total Tech Summit attendees can expect to leave with a better understanding of the tools and techniques available for tracking internal costs, from specialized software to versatile applications like Excel. The insights shared are intended to empower integration business leaders to make more informed decisions, strengthen their financial footing and position their companies for sustained growth.
For more information about Total Tech Summit, visit TotalTechSummit.com.
