Planning AV for New Spaces: Be Part of the Beginning

Last summer, I was asked to join a dealer on a customer visit to talk about AV needs. The visit was at the client’s new corporate office, which was a newly renovated space. Upon arriving, I took a good look around and saw that it was a beautiful space. Carpet was already in, paint was on the walls and they were clearly down to just doing touch ups. Two weeks away from occupancy, they now wanted to discuss their AV needs and also to let us know that they had little budget left.

I saw a huge conference room table with sixty gorgeous chairs, covered with plastic to protect it from the touch ups being done. I just had to ask about it:

Me: “New table?”

Client: “Yes, it’s new and selected just for this room. Isn’t it beautiful?”

Me: “Yes, it is indeed beautiful. When did you order this table and how much did it cost you?”

It had been ordered more than 18 months prior and the cost was six figures. The huge conference table was clearly the focal point of the new space, yet the AV systems that would make this table really shine were considered last. In the AV business, this is all too typical. Customers often think about carpet, paint, furniture and window coverings before they even consider AV in their space.

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