The Next Frontier
“I can plug in the music server using a CAT5 cable and listen to multiple songs in different rooms at the same time,” says Shimonishi. “Some dealers have been trying to sell multiple music servers.” And while it may be a boon at times, it’s often a tough sell. In contrast, she thinks IP offers retailers and installers add-on sales advantages.
“We have upgradeable firmware,” says Shimonishi, which is free to authorized retailers. “The new version contains firmware to do something new in the system,” she says. “For instance, the dealer who went to do the installs in 2004 gets an upgrade he can offer clients. We had a dealer talk his customer into doing room-to-room paging.” He introduced a paging system that would let mom call the kids for dinner for a small extra free that Shimonishi says is pure revenue for the installer since the upgrade was free from the manufacturer. “It also gives the professional installer another chance to go in and talk about the system,” she says. “There’s always something new a customer wants.”
Not enough bass? A dealer can sell-on a new subwoofer. “An intelligent dealer will gain added revenue,” says Shimonishi. “It gives them a chance to stay current. Maybe a client decided two years later that they’re remodeling. Adding another room of audio is as easy as adding one more module.”