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Capitol Sales also continues to promote the concept of “no new wires” technologies, said Kussard, developing relationships with brands aggressively working in PLC, wireless, existing coax and phone-line transmission technologies. “Dealers need to expand their customer base beyond things tied to new construction and high-ticket installations, and retrofit it not for the faint of heart – many customers don’t want all the disruption involved,” he said. “Ninety-nine percent of the population hasn’t been touched by CEDIA installers. That’s a huge target market, if dealers can get past thinking that their business is built on pulling wire.”
Other points of emphasis for Capitol Sales are promotion of ‘green’ technologies within the home, and of education about HDMI among its dealers.
Kussard said a future marketing and communication initiative for Capitol will be in forwarding the profit possibilities in light-commercial contracting. “We started the dialogue 15 years ago,” he said, “aligning with commercial electronics brands. And we’ve grown that mix. Our team is expert in the area, and can help dealers specify products and guide them through projects.”
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