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Welcome. Simply Reliable Software Tom Coffin. The Art of Systems Integration. How to change from a Custom Installer into a Systems Integrator and make more money!. Let’s Talk History. 1950’s HiFi Stores 1960’s Speakers Behind Curtains 1970’s Advent Front Projection- VCR

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Simply Reliable Software

Tom Coffin


The Art of Systems Integration. How to change from a Custom Installer into a Systems Integrator and make more money!

let s talk history
Let’s Talk History

1950’s HiFi Stores

1960’s Speakers Behind Curtains

1970’s Advent Front Projection- VCR

1980’s In Wall Speakers

1990’s Home Automation

2000’s Home Cinema-Control

Now here at the close of the 2010 decade, how will you define yourself?

what is an integrator
What is an Integrator?

An Integrator takes seemingly diverse products and brings them together to work in harmony

The User Interface needs to provide the end user a common paradigm to follow

Expertise in how to implement and make these products work together is necessary

sub systems disciplines

Life Safety-Security

Access Control

Information Infrastructure-Structured Wiring


Whole House Music-Distributed Audio

Whole House Video-Distributed Video

Home Theatre

Video Surveillance

Lighting Control

Climate Control

Central Vacuum


Systems Integration

why are categories important
Why are categories important?

Baby steps for trial closes

Helps the end-user understand the breadth of systems in their house

Shows them your technological prowess

Separates you from the competition ie: the stereo guy, the TV guy, the home theater guy

Segments their spending into smaller easier to swallow pieces

scalable convergence
Scalable Convergence

The Seamless Integration of Information, Communications, Entertainment and Control with Variable Feature Content and Pricing Architecture

how do i start
How Do I Start?

Good Better Best

Multiple Size markets

Engineer Solutions

Proposal Binder

Credibility Binder

Budget Sheet

Feature Sets

the presentation
The Presentation

The Suspect Elevator Speech

The Prospect Meeting

Review Plans

Pitch You, Your Company, Your Solutions

Disciplines-Order is Important!

Stress Expertise Without talking Down

Trial Closes and The Budget Sheet

Budget Range and Feature Set Review


the proposal
The Proposal

Stress benefits

Pictures Paint 1,000 Words

In Budget


Trial Close by Discipline

Scope of Work

Mutually Beneficial Contract


knowledge and training
Knowledge and Training

Cutting Edge Training

Social skills, respect, grace, etiquette

Train the Client

Every visit by one of their friends is a new potential prospect

client maintenance
Client Maintenance

Stay in Touch Social Networking

Follow Up Calls Create Raving Fans

Problems are Opportunities

Ask for Referrals

Upgrades and Updates

Maintenance Agreement

Treat them like Royalty-they know all the other Rich people


Process Map

Detailed Instructions for Job descriptions

Detailed Drawings by Phase

Detailed Process Binders

Define Exactly How Everything Shall Be Done

Scalable, saleable Business in a Box

Exit Strategy


Thank You!

Simply Reliable Software



Tom Coffin


617-731-0113 ext. 110

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