> if you refuse the work, the customer won't call you for return
> business later either.
HURRAY. Someone who "gets it."
What most dealers, who are in love with their ladders and drills and
punchdown tools, don't get, is that technology and marketing will
radically change the nature of this business over the next few years.
The Panasonic KX-TGA420 (4-line wireless speakerphone with voicemail,
selling for less than $150) is a preview of the future. It has already
taken sales away from the KX-TD308 and KX-TA624 and KX-TD816.
The world is going wireless. If phone system vendors want to survive
another decade or two, they have to concentrate on SERVICE, NOT
PRODUCTS.
You are going to see competition coming from many directions, not just
from web-based dealers, or a low-balling land-based certified Panasonic
dealer a mile away from you.
(1) Panasonic is making a major effort to market enhanced analog phone
systems through non-certified dealers. They want alarm installers and
home-automation specialists to sell Panasonic phone systems. Every KX-TA
system sold by an alarm guy means that one less KX-TD system is sold by
a phone guy. Panasonic has been running some beautiful full-page ads
aimed at rich consumers, but the ads show KX-TA systems that anyone with
a pulse and a credit card can buy from ADI.
(2) Staples has failed at selling phone systems three times, and Sears
has failed twice, and "The Wiz" has failed once; but other giant
retailers are bound to try, as they look to replace lost revenue in
other areas.
(3) A big advertising campaign from a competitor with deep pockets can
_really_ mess things up. Do you remember when pre-Lucent ATT advertised
phone systems with "free installation?" (The freebie didn't include
installing wiring, BTW.)
(4) Your prospective customer can buy a system on ebay and get Cat5 wire
and a punchdown tool at HomeDepot.
(5) Lots of companies are pushing PC-based phone systems and voice mail.
(6) Panasonic has announced a wireless phone system that will be
marketed by (GASP!) phone companies, to be used with ADSL.
Learn how to sell your BRAINS, NOT MUSCLES.=20
Phone system installations will take MINUTES, NOT DAYS. You are going to
have to make money by TEACHING AND TWEEKING AND ENHANCING, NOT DRILLING
HOLES.
Michael N. Marcus
AbleComm, Inc.
www.ablecomm.com etc.
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