Residential / SMB: Buying Knowledge Or Price?

John your observation has value after reading ADI and their lack of knowledge, conversely are we selling price or technology? This certainly got me interested in trends. Most sales are driven at price point in my residential market, there are exceptions. Many of ADI customers 25% still purchase 1080P kits. I have witness when kits are on all sale, they fly out the door. Does this indicate sales people may lack advanced knowledge? In the end "what it's going to cost me" ask the customer, so I propose both kit's and pieced solutions. I did not have an advanced understanding of what was behind the lens. I was one who thought I knew a lot and found out I knew very little. After taking your online course I began to piece more of my systems together. Based on a better understanding and having to meet clients expectations, buying the kits was plan "B".

On a similar subject it would be an interesting study on "kit sales" vs. pieced together, what percentages are sold? HikVision is selling kits now and what the trends are going forward?

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