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Owner: Recurring Revenue (Part 6 of 6): Gaining Client Acceptance of Service Contracts Webinar

One of the top challenges home technology professionals have with offering service contracts is getting their clients to see the value. In this Business Toolkit Series webinar, hear from your peers about how they handle the most common client objections to a service contract – specifically the idea that clients will pay as needed for any additional support. The discussion will also address how to identify the best clients for service contracts and what benefits are most attractive to them.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0

Recurring Monthly Revenue (RMR) is a concept we are all familiar. The benefits are undeniable – establishes long-term relationships with your clients, boosts customer satisfaction, creates a steady cash flow, and increases the value of your business. But, it’s not that simple because there is not a one-size-fits-all business model to follow. Every company must find the mix that works best for them and their customers.

To position your business for success, you must add RMR to your business model. In this Business Toolkit Series of webinars, we will provide a forum for idea sharing and learning to guide you through the process of developing a RMR program. The information will be delivered straight from other home technology professionals through conversations facilitated by Leslie Shiner of The ShinerGroup.

There is no sure-thing, step-by-step guide to designing, implementing, and maintaining a RMR program. But you don’t have to go it alone. Whether you currently offer RMR or need to get started, attend this webinar series so you can make educated decisions by learning from others.

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Recommended Prerequisite Description
Recurring Revenue (Part 1 of 6): Getting Started Webinar

You’ve heard about recurring monthly revenue (RMR) programs, and you know it would be good for your company and benefit your customers. You’ve even started researching your options – but, you just don’t know how to begin. It is overwhelming and you keep thinking about the risk you’re taking.

Wonder no longer! In this Business Toolkit Series webinar, get the inside scoop about different ways real home technology professionals are earning RMR and, most importantly, how they got started. Hear about their successes and failures to ease your mind and guide your next steps.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0

Recurring Revenue (Part 2 of 6): Designing Service Contracts Webinar

Developing a service contract is overwhelming as more questions than answers usually come to mind. Do I create a single offering or a multi-tiered service program? What do I cover or not cover? Do I continue to offer any free support? How do I handle an answering service and provide a reasonable timeframe for response, especially over weekends and holidays? Is this for all of my clients or only a targeted group? Do I even have a wide enough client base to be profitable? Better yet, how do I even set this up to be profitable when I don’t know the number of hours it’s going to take to service these contract?

Service contracts seem like the way to go, but it also seems like a lot could go wrong if they are not designed well. During this Business Toolkit Series webinar, go through a checklist of decisions that need to be made and hear detailed examples of the decisions (and results) made by your peers. Some had success and some did not, but everyone learned important lessons they will share.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0

Recurring Revenue (Part 3 of 6): Creating a Service Fulfillment Structure Webinar

Supporting the service contracts you offer is an operational challenge. In this Business Toolkit Series webinar, explore the pros and cons to establishing a dedicated service department. If you decide not to have a dedicated department, then look at how to create a structure to handle service calls that does not disrupt your installation business.

Additional operational issues will also be discussed including how to set up on-call technicians and reward or incentivize them, handling necessary replacement parts and tools, setting guidelines for service calls and setting service hours, training, and more.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0

Recurring Revenue (Part 4 of 6): Making Necessary Back-Office Changes Webinar

Offering any type of recurring monthly revenue (RMR) program changes the way you do business on the back end. Accounting, billing, and customer communications all need to be adapted to support RMR. In this Business Toolkit Series webinar, take a look at how your back-office operations will be affected including the overhead costs and resources needed, software tracking options, whether commissions should be paid on RMR, and the bottom line difference between doing it yourself vs. outsourcing to a third party.

It is easy to underestimate the importance of these decisions when rolling out a RMR program. They seem like something you can figure out once the demand is there. It’s a slippery slope though as you may quickly find that you can’t keep up with new demand, are operating inefficiently, and leaving yourself open to mistakes. So, set yourself up for success by establishing new back-office procedures before they are needed.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0

Recurring Revenue (Part 5 of 6): Selling Service Contracts Webinar

There is much more to selling service contracts than a compelling sales pitch. In this Business Toolkit Series webinar, get insight into how real home technology professionals have been successful with selling service contracts. While the sales pitch is important, it’s really about the conversation with clients.

Walk through all the components of the sales process and hear how selling service contracts fits in to every step. Service contracts are much more than just pre-selling hours. Your clients won’t view it that way though if the idea seems like an after-thought rather than an essential component to their project.

Several home technology professionals will contribute their experiences and participate in this idea sharing webinar facilitated by Leslie Shiner of The ShinerGroup.

This webinar is only available to CEDIA members.
CEU Value: 1.0