Need to focus more on YOU than the product.

20 years ago I took a CEDIA seminar and received some of the best advice:
"It's all crap! What you sell today which you are so excited about, you will be ripping out in a few years and adding to the junk pile."

Manufactures are getting worse, jamming in more tech and cheaper build. We need to sell ourselves and our services, less focus on the product. De-branding proposals, pitching ourselves as consultants who can source product, raising labor and moving equipment as cost plus handling fees, regardless of suggested retail price.

Our people come to us for trust and support, don't sell yourself short, and charge for all your services. "The black box, yeah they're all the same, do you have a preference sir?"