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REAL ISSUES. REAL ANSWERS: The Installed Sales Challenge

“Having an experienced, professional installer greatly lessens the stress of being in someone’s home.”


“Not competing with our contractor customers, and streamlining an install project so that it is done efficiently.”


“Having people on the team who understand what needs to be done at each jobsite.”

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“The keys to a successful program include having a clearly defined scope of work, confirmation of the agreed upon project schedule, and a jobsite that’s ready for installation.”


“Accurate assessment of the install situation when the sale is made, so that there are no expensive surprises once the work
begins.”


“Skilled, experienced installers are a must.”

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“Getting quotes to the customer quickly, and getting the job done when promised.”


“Clarify everything. Leave no gray areas and then make sure your installation is great. Every time you go back to correct an installed problem it will cost the company and make your customer unhappy.”


“Qualified labor and supervision.”

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“Aligning with the right labor professionals. Having a good process in place, from selling to contract and execution.”


“Pricing at a level that produces a profit for the company. Procedures that limit liability exposure.”


“Charge enough for your services that you can exceed customer’s wishes.”


“Let your contractors know up front that you are not in business to compete with them, and that you will call on their services when you have a product that needs to be installed. The contractors will like the fact all they have to do is show up, install the product, and get paid.”

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