Azione Fall Fete Kicks Off in New Orleans With Talk of Recurring RevenueSeptember 11, 2013 By Stephen Silver
NEW ORLEANS- Azione Unlimited's three-day fall meeting, which the buying group calls its "Fall Fete," got underway Tuesday with a series of meetings and presentations. As Azione President Richard Glikes welcomed members to New Orleans, the overarching theme of the day's program was that integrators must adjust to a new reality in which they will be selling service more, and products less.
”Sharing ideas to make one another more profitable is a cornerstone of Azione Unlimited,” Glikes said.
At the dealer meeting Thursday, attendees heard presentations, from such firms as Definitive Electronics, Forefront Innovation and Glikes himself, about how they can turn service offerings into recurring revenue.
"It's not just about making the sale- it's about being there to service the sale," Don Dixon of Jupiter, Fla.-based Definitive said, of a service program which has allowed his company to bring in over $900,000 in revenue last year, compared with around $225,000 just two years earlier.
Tips from Glikes included avoiding the word "service"- "after-care," "client-care" and "white glove" were suggested euphemisms- and to make brochures for customers simple, without too many confusing options.
Following the service talk, Glikes also shared a presentation on "The Art of Negotiating," even sharing some candid details about past negotiations of his own from throughout his long career. The group then heard a pitch from advertising agency 23K Studios, on various web design, and marketing services available to Azione members, including a year-long marketing campaign which runs members $3,995.
The day concluded with a series of dealer/vendor meetings, before the group adjourned for an evening outing at New Orleans' famed Rock and Bowl.
The conference continues Wednesday with discussions including dealer-vendor success stories and disruptive technologies. Stay tuned here for more from the event.