Builders And Home Technology....

MEDIAINSTALLS

I am sure this question has been brought up atleast 100 times, but I am going to ask it again....sorry!

My company is an installation company for multi-room audio, home theaters, lighting control etc etc. We also are a supplier for all the products we install as well---a one stop shop. While selling to customers in residential markets is fine we would like to expand into new home construction. I understand to become a "new" guy with an established GC is tough. We are also looking to become the builder's supplier that they can offer these products in the new homes being built, even if they have their own integrators. We of course would like to be the installer of these products as well during the construction but to get into this market area being a "consultant" for now i would not turn down either for now. We would even be apart of selling and giving demos to assist any builders. We offer many well known brands Samsung, Bose, Polk, Panasonic....

If any builder looks at the positive side to this it would be profitable to them. And for a new home owner to roll this into their mortage makes sense as well.

My question is how do you sell this to the builder? I can show charts, numbers, product lines but if it is too long no one reads the entire thing and if its not eye catching its thrown out. Mailers? faxes? email? stopping in?

All thoughts and suggestions are greatly appreciated.....thank you

excellencee

As an electrician, I don't try to sell what you do. I do know that you have to sell yourself and much as what you do. You have to show the builder the benefits to him. He can set himself above other builders by offering this service or by making some form standard. I wire million dollar plus spec homes and a friend of mine does the whole house audio, etc. The last spec had whole house audio, a plasma in the master bedroom, surround sound and a HD tv in the family room. A nice basic system that can be built upon. Good luck but don't give it away like some just hoping to get their foot in the door. You got to sell the sizzle, not the steak.