Some of the VERY old people on this forum may remember me, it's been a while since I last posted and 16 years exactly since attending my last CEDIA (though I went to every one from 91' to 06'). I'm excited to be going once again and hope to help an established company (but new to CI) launch "the Next Big Thing". I'm confident it will impact dealers as much as lighting controls and motorized shades did in 92' and 00'.

OK, to the title - I used to write for Resi Systems years ago. I did two articles helping dealers make sense of the best way to attack a trade show. They're still available if you search under my last name. But I'll save you the time and share the ONE THING that I believe every dealer should ask a prospective company they're interested in. Just one question. "How will your company and your solutions help me and my company make more money?"

Most companies can't answer this basic question, at least easily. And if you are visiting a current supplier partner, you can modify the question a bit and ask "How will what you guys are showing here at CEDIA help me and my company make more money?" Or, "What have you guys done this past year to help me and my company make more money?"

You get the idea. The look of horror on the faces of some of the vendors that you ask this question of will be priceless as they grapple with how to answer your questions..

In any case, I hope to see some old friends at the show. I'm staying at the Omni Fri night (flying in early Fri) so anyone that wants to head over to the bar later in the evening that installed their first Homeworks system before 1997, or their first Lutron motorized shade in 2000, assuming I'm still coherent - I'll be happy to buy you a drink.

"Live Long and Profit" (and have fun in the process)
Rick Schuett