Becoming a Full-Service Retailer
Since Xtecs started, Rich Yanitelli, Expo’s vice president and the key driver behind the division, estimates storewide labor-related revenue has increased 38 percent as of June. He’s hoping that services will account for about 50 percent of overall revenue in two years.
The immediate challenge—and one closely aligned to the “installed solutions for the masses” philosophy—is to drive more installations at a lower ticket price, he said. Whereas the few Control4 solutions the Xtecs teams have installed ranged between $30,000 and $50,000, Yanitelli wants a lot more jobs coming in at $5,000, $10,000 and $20,000. The smaller jobs are key. They allow the sales and installation teams into more homes and help them form stronger client relationships, which lead to more upgrades and additional solutions. “Control4 is a major step for us,” Yanitelli said. “This will set us up to be a full-service retailer in 2009.”