Tracking a $20M Install: Final 4 Integrators
By Mark Sipe
Although the field has been narrowed to four integrators, find out why the client became 'pissed off.'

After I chose the control system, I thought I would then choose the integrator. Well, not so fast.

I was approached by someone who asked me to rethink my decision. The offer was sort of like a blank check: whatever I needed for the price of the Control4 system. Wow.

I decided to talk to the client since, ultimately, it is his decision. But I found out the person who approached me had also been talking to the client, using a negative spin approach. The client was told the original choice was a beater Chevy and the proposed system was a Rolls Royce.

This approach backfired and pissed off the client, who is not somebody you want to make mad. Given the misdirection and having read all the comments, there started to be a pattern of negative sales going on. I respect - and like - all the companies I was selecting from, as well as the local reps I met with. So this is more of an isolated incident, but it does reflect what I see going on with the blogs and forums.

The client is sticking with Control4.

Picking a Designer
Once you have the product, the next step is finding an installer and making sure we have a good plan and proper design.

I decided to budget for and select a separate design/engineering company so the integrator could better focus on the installation. Some integration companies have successfully incorporated design/engineering services into their offerings, but this is a small percentage of the industry.

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