==================================================================
Product and Class Tesitimonals
Immediately following the last class I took with you, the economy tanked. We felt it immediately, losing all sorts of projects that I thought we were in position to get. Rather than panicking while Circuit City, Tweeter, and a few small local shops closed their doors, we positioned ourselves to come out on top when the economy recovers. Even though the economy still hasn't recovered, we just had our best year! The foundation we began to build 12 months earlier actually brought in projects that I wouldn't have expected. We have 50, yes 50 architects that have agreed to recommend us. Coincidentally, we have only received 1 actual project from an architect. I tell my 3 year old son to "keep your eye on the prize", and that's what I made sure that my staff has done. The past two years have really beat up every industry that we relate to such as architects, construction firms, electricians, contractors of all sorts, you name it... They all took a hit, many of which couldn't survive the blow. We not only survived, we thrived! We actually hired another technician while everyone else was being laid off. Thank you to you and your staff for giving us the tools to "make it through the storm". I suspect we would have been another casualty without it.
Sincerely,
James B. Macaulay
Owner
MAX Audio-Video
==================================================================
I had an outstanding presentation today with one of the largest architect firms in Charlottesville,Va. We tied the “Approximator” into the tail end of an AIA continuing education course developed by Sonance. This is the method I used of “entry” to get a larger firm to sit down and it worked wonderfully. The presentation went well; lots of questions and interest by the three partners and 3 junior partners of a firm of about 20. But when I pulled out the big black box it got interesting. They absolutely loved it and thought they needed one for their discovery process. You would have been proud. So in the end I have an appointment for next week to meet a client that’s building a significant home that is in the framing stage and decisions will need to be made in the next few weeks. Short of a contract on the spot I doubt it could get much better. Thanks for your help. See you in Denver!
Lonnie Stabler
Vector Security
==================================================================
Hi guys,
I'm forwarding this email because I know you are always looking to advance your dealers and work with them to grow their businesses. I browbeat Rob Gerhardt to bring his sales training program to Toronto and you need to drag every dealer in your Rolodex to this session. It will be the best $500 they ever spend and the most information-packed two days of their lives.
Rob taught the first CEDIA seminar I ever attended over a decade ago. When I had a chance to revisit that original 90 minute session a couple years ago I discovered that what I had implemented form that original seminar had transformed my business and generated literally millions of dollars in business. This two day sales program is the full-length version with a great deal of information specific to the retail/custom hybrid dealer. This is NOT going to be two days of some guy in a nice suit talking about how he sold Alec Trebeck a kick-ass TV.
Get your dealer's butts into this class and I guarantee you it will show results. Of course it never hurts to attend yourself, it will provide you with the tools to mentor your dealers to help them build their business.
That's my public service message for today.
Thanks
Rick Ho
==================================================================
I remember originally meeting you at the '92 CEDIA Expo in Dallas when I was first getting into custom installation. I attended several of the courses that you taught on selling to the affluent and "digging the well" prospecting. At that time, the thought of actually selling a $100k+ system was tantalizing. I have to tell you that over the years, the tips and techniques that I learned from your Expo courses have paid-off for me as much as my college degree!
During that Expo, I toured your company's brand new facilities. (Was it called Electronic Environments?) I was amazed with the engineering, testing, and project organization. It all just made sense and I took so many ideas back to my company and immediately implemented new procedures. You seemed to magically have it all under control!
At the next Expo, I remember hearing a rumor the first day that your business had gone away during the last year and that you were teaching a class on "How to Learn from Failure". I knew I had to take that class! I signed up immediately and went to your class instead of the class I had already scheduled. There you were talking to all of us after just losing it all. You were candid and honest, even humbled. You laid out for us all of your mistakes--in business, in judgment, and in financial planning. I remember thinking: "my God! We're doing all of these same things right now!"
But what amazed me most was that people all around me were beginning to whisper into their cell phones. They were calling their partners telling them to rush over to hear you speak. Before your class ended, the back of the room was standing-room-only. That took guts; and I'm sure sharing your experiences, early in the birth of this industry, has helped prevent a lot of colleagues from losing big.
I do hope I have all of my facts correct! Thanks again for your help and I look forward to hearing from you.
With Warmest Regards,
Ted Arthur
Product Testimonials
==================================================================
Rob,
Just wanted to thank you for putting on such a stellar class last week. I think you have enough knowledge to talk about this stuff for a straight week or two! You should start a trade school....just kidding. Anyway, I really did take quite a bit from the sessions, and I intend to study the material to make it worth my time. One of my biggest fears when I took this job was not having an experienced mentor that could teach me the ropes about the industry; I think I've found a teacher if you are willing. Thanks to you and your staff for all your help so far; yall have a neat company.
On another note, dude, these tiny A/V jobs are killing me! I spend twice as much time on a $12K deal as I do on a $200K job! But I'm sure you know this....the reason I say it is because I would like your opinion about a couple of things.
Just wanted to say thanks...and that your arrogance (that you so commonly refer to) is warranted.
Have a great Holiday,
Nate Hybl
==================================================================
Rob, two years ago I took some of your classes at CEDIA. They were by far the best courses I have ever taken!
Warmest regards,
Vin
==================================================================
Rob,
Thank you. I recently attended your class, "The Science of Sales for the Custom Professional" during CEDIA Expo 2006. The class was wonderfully insightful and valuable. I wanted to send you a personal thank-you, as I just had the opportunity to apply my new knowledge of sales psychology. I purchased a car today, a used luxury car listed at a fair price. The seller had 8 calls within three hours of its listing, and when I arrived at his home for a test drive today, there was another gentleman present who also was interested in buying it. Long story short, with the negotiation skills I learned in your class (specifically the "because" and "don't" power-words), I got the car despite all the other offers the seller had. The car is great, and I got a great deal. I fully believe that the information you gave in your class is the reason I got the car and not the other guy.
Thought you'd like to know.
Thanks!
Brian Gunderson
Advanced Home Environments, Inc.
==================================================================
Rob,
I took two of your classes last year at CEDIA - "Selling to Architects" and "How to Market and Sell Profitable Projects".
This last year we only used 75 percent of what you teach. However, even with only 75 percent our average job size doubled and are sales and profits are up 300 percent!
We failed to execute on two of the biggest pieces: 1) selling high-end automation systems and 2) proactively targeting architects. To correct this I just hired a full-time sales rep to work your system 100 percent. He started this week and is signed up for your all day class on
Sunday. He started contacting local Architects yesterday and I am expecting a steady stream of six figure jobs as a result.
Look forward to seeing you next week.
Hal Van Hercke
Sound Image
==================================================================
Rob-
Just a quick note to thank you for the training this past weekend. I really enjoyed the entire two days. As I am relatively new to this segment of the industry, your training has provided me with focus and will accelerate my learning curve. I expect the benefits to pay of immediately. Your experience in developing a successful "systems integration" selling process will save me a great deal of time and money versus attempting to develop my own model through the long and agonizing process of trial and error.
Thanks for sharing your experience and insight.
Best regards,
Kevin Hoover
Modern Home Systems
==================================================================
Rob,
Thanks again for all the valuable information you threw at us the past few days. I actually did learn something, so you fulfilled the title of the seminar.
It's always refreshing to hear someone who is knowledgeable, confident, blunt, dogmatic, and says what he believes while not caring about what others may or may not think about them. Too bad we don't hear more of that in this industry. Like many others, we have fallen into lots of traps set by the so called "experts" who are anointed each year at CEDIA to teach something. Now I am so gun shy, and rarely attend any classes unless I personally know the presenter.
While many of the concepts you presented are ones we currently execute, many others we do not even though I have heard all of them before. So it was exciting to know that we are traveling in the right direction and by altering and tweaking some of the processes we will move forward, and grow our business profitably. You provided a return on my investment within the first hour! That we need to focus on who we are and what we do best. We need to be that Lexus dealer!
Even though we have been out of retail for 6 years, the prior 18 years of it still has left some of it's mindset on us. I believe we may have just shaken that off the last two days, so again thanks. Our problem has been saying "no", thus trying to be all things to all people.
The future looks awesome for us, and I am even more excited now about how it will unfold. Plus I know my employees who attended are equally as excited and looking forward to being part of the execution of the plan.
On your 55th trip to Vegas, let's please hook up.
Thanks again,
Chuck Abbott
Abbott's Audio and Video
==================================================================
Rob,
I just wanted to thank you for encouraging us to attend your seminar. As you know, we have been very busy since getting on board with Group Gerhardt, and as a result we were not planning on attending. Although I would never say that I knew it all, after spending a considerable amount of time with you prior to the seminar and also Being a life-long student of sales techniques and the human psyche, I really didn't expect to get much out of your talk. Boy was I mistaken! More than just motivation which generally only lasts a couple of days and quickly wears off, your course provided real world advice that I can implement instantly upon my next client meeting or correspondence? In addition, the tools and techniques offered through Group Gerhardt completely changed many of my deeply held beliefs in how I deal with my clients. Thanks again for screwing with my head. I loved it.
Thanks again.
Chad M. Buhrman
World Premiere
==================================================================
In 2003 my business consisted of two installers, one admin person and myself. Like many dealers we had excellent technical skills and workmanship. We lacked, however, organization, structure and even confidence. We were doing about a million a year in revenue and barely making a living at it. While we had a strong reputation and excellent referrals we just couldn't seem to take things to the next step. Our average project was 50-60k with maybe one project a year between 100 and 150k. While we were Crestron dealers our use of the line was limited to theater control.
When I attended Rob's first "selling big jobs" seminar I was skeptical, but decided to try some of his concepts including his consulting services and embracing the total Crestron line. What an incredible difference we have experienced. In just two years our revenue has doubled to 2 million and, more importantly, our margins have increased tremendously. Our average project is now $250k with several projects above $500k. While our staff has increased to 10 we are nevertheless more profitable than we have ever been and we're having more fun. We will open our second location in 2006.
Group Gerhardt has been a tremendous resource for HTC and we are excited about our future together.
Thanks to everyone at Group Gerhardt for all their help.
Rick Montgomery
President
Home Technology Consultants
==================================================================
I first met Rob 2 years ago on the Crestron Sales Training tour and to say the principals, insight, and perspective that Rob brings to the table has completely changed our company would be an understatement. In those 2 years, our company has gone from being just another voice in the fray of custom electronics to the leader in innovation and process in our market due to implementing the tools Rob has provided us with. From the whole-product training, market insight, and the credibility book to SalezToolz, pre-engineered systems, and design services, Group Gerhardt has opened our eyes to a business process that is repeatable and consistent in its results. They provide the single best business enhancement service that I have ever found in this industry. I'm proud to have them as our partner.
I am a second generation leader of our company, trying to shift our company from being a very good hi-fi retailer for the past 70 years into being considered the best source for home automation and home cinema design in the area. The tools Rob has empowered me with are the primary factor why we are still in business today and gaining market share and notoriety at a staggering pace.
Rob is an unfair advantage for our company versus the competition and I give my 100 percent recommendation, as long as you're not in my market!
Timothy Corder
President
Hod's Designed Solutions Group
Waterford, MI
==================================================================
Dear Rob,
After attending our first Group Gerhardt seminar, our business enjoyed immediate sales results after employing Rob's Marketing system, but now after 12 months of "seeding" the market we have experienced a nearly tenfold growth in business directly attributable to Group Gerhardt's techniques. The best part of our story is now that we have earned the type and level of business we aspired for, Group Gerhardt continues to support us by also providing the right tools to professionally manage the work.
Sincerely,
Fernando R Salazar
President
Fusion Home Entertainment
==================================================================
Rob:
I just finished reading your article on positioning, and I wanted to thank you for taking the time to share your thoughts with the readers in such a fashion.
We are constantly faced with change in this industry and change is good. There is no substitution for doing the job right, more completely, and endearing yourself to your customers.
This series has been most thought provoking for me and rethinking your current position and always seeking new ways to do things is a very exciting proposition.
THANK YOU!
Marty Hayse
Dennis Sage Home Entertainment
Phoenix, AZ
==================================================================
Rob,
I just received the first rAVe newsletter and the thing that impressed me most was your column! I am very excited about your upcoming topics and I want to make sure that every installer I know reads your material (and hopefully takes it to heart).
I will be co-chairing the High Performance Audio Bootcamp at the EHX in Orlando next month. I will be doing a short introduction to the bootcamp and I would like to be able to quote from this article and refer people to your classes. The goal of the all day session is to expose the installers to high performance equipment and teach them how to demonstrate and sell it. Along the way, we hope to get them to evaluate their business relationships with vendors and examine the way they market themselves.
It's an ambitious goal for a single day, but we hope to plant the seed so that the dealers will not end up among the 90 percent who will go out of business. I of saying I would like permission to quote you - with attribution - in my opening segment.
Congratulations on your new column and thank you for providing a valuable service to the industry!
Karen Richardson
Genelec, Inc.
National Sales Manager - HT
==================================================================
I wanted to thank you for your time and efforts in your presentation on Saturday afternoon "Presenting and Closing a Sale". I found it to be one of the most informative classes of the 6 to 8 I attended. We are a relatively young company making extremely good progress, and getting drawn into an area,(Home Theater), because of the reputation we have earned which we are very new at and contemplating the best way to proceed.
There were some tools you mentioned that were available if we emailed above-and-beyond the Client survey form. After hearing you speak we can learn a great deal from you and I would like to take advantage of those areas you are making available. I will spend some further time going through your web site to understand everything about your company, what you have to offer, and where it may benefit us.
Again, thank you for an absolutely incredible experience.
Regards;
Brian Matthews
==================================================================
Rob,
Just a quick note to say thanks for the enthusiasm displayed during, and the resulting motivation generated after, your recent Crestron Sales Training event in Dallas (02/17-18/04). I left the 2-day soiree' with a decent degree of "Let's win one for the Gipper" spirited sentiment.
Finally, thanks for the Churchill quote on your site. If there was ever a hat to fit my head, that would be it (still waiting on the Success however). Here's one for you that I keep close at hand as well. "There are three kinds of people: those who make things happen, those who watch things happen, and those who wonder what happened".
OK, enough for now. Will wait to hear from you or your staff on the Binder update, and will stay in touch regarding other stuff.
Thanks again!
Scott Taylor
INAtecc
==================================================================
Hello Rob,
I attended your Crestron Sales Training Tour in early February. At that time you mentioned an HP Designjet printer for D-Tools drawings. We are looking into purchasing one for D-Tools applications as well as other media such as display posters for our showroom and trade shows. I was wondering if you would recommend this printer for high-quality, full-color poster printing. Also, what is the exact model number for this particular printer?
By the way, we have been utilizing your techniques and have been successful in doing so.
Thank you for your help,
Laura Breault
Marketing Director
Connected Community
Kankakee, IL
==================================================================
Still excited! Feel free to use the quote.
Thanks,
Chris:
"Very informative and useful - got me excited about selling more".
==================================================================
Thank you very much. I appreciate your taking the time to forward this to me. I very much enjoyed and greatly benefited from your training. Thanks again and I look forward to the next time our paths cross.
Best regards,
Pete
==================================================================
Thank you for getting this to me. I came out of the Crestron fired to sell and sell Crestron. Nice job on the presentation.
Chuck Schlick
==================================================================
Rob,
You're probably still on the plane, but I thought I'd send you an e-mail and say thanks for the training. It's always good to here anecdotal stories from veterans.
I'd like to purchase the unlimited binder option, how do I get my artwork included? I also have some other business related questions for you if you have a minute to respond.
Thanks again,
Blair (ESFJ)
==================================================================
Rob,
I appreciated your sales seminar for Crestron over the past two days. Thank you for an enjoyable, informative and insightful experience.
Sincerely,
John Brisk
Red Rose Music
672 N Wells
==================================================================
Hi Rob,
I wanted to take a moment to thank you for your presentation in Dallas. I enjoyed it immensely and feel like the points and information you presented will be very beneficial.
Also, I wanted to ask if you would please pass along the name of the movie that the clip you played came from. I would like to show it to my sales staff at our next meeting. Cheers.
Mike Pilgrim
Sales Manager
Tweeter
Frisco, TX
==================================================================
Rob,
You nailed it on the head. Please go ahead and use it. Business is going great. Crestron, Crestron, Crestron. As discussed, Going to the upscale client for the bigger sales is proving to be the right place. I think that now, more than ever before people are appreciating, and asking for the luxury items that we offer.
Thanks for everything and best wishes.
Brad Thiess
"As my company has grown and evolved so has my experience and perspective; 5-7 years ago I may have thought he was full of s#*t. Today Rob was right on the money."
==================================================================
I had been getting rather disheartened by this industry, however your class has changed both my perspective and my outlook - greatly appreciated. I am sending both my partner, and my Crestron programmer to your April classes in Washington.
Thanks a million,
Ken Pritchett
Member
Sound Decisions, LLC
700 Montgomery Highway, Suite 174
Birmingham, AL 35216
==================================================================
Hello Rob!
Kudos again on an excellent Crestron class recently.
Upon returning from the class, I upgraded a client with an in-progress project from no touchscreens to 3 TPS-2000s, an ST-1700 for the theater, a TPS-5000 for the kitchen, PAD 8, Crestron amps, XM tuner, etc. This was from a Gloria with Xantech keyads. Talk about inspiration!
Alex and I would like to know the next step in getting set up so that your company can produce our proposals. You can contact me at this e-mail address, or call (615) 327-4312 and ask for me.
Regards,
Brian Warford
==================================================================
Hi Rob,
I want you to know how pleased I am with the advice and direction I received at your "Selling Crestron" seminar. We have been Crestron dealers for about 4 or 5 years but have used their product for cinema control only. You convinced me to embrace the whole house Crestron line and the results have been incredible. In the last 6 weeks I have closed 3 large projects for 85k, 185k and 240k respectively. I am now a believer. I look forward to working with you, Ross, and the fine people at Crestron for many years.
Sincerely,
Rick Montgomery
Security Associates, Inc
dba, Home Technology Consultants
==================================================================
Hello Rob,
In all the haste of packing up the room on Tuesday evening, I did not get a chance to thank you personally for all of the effort put into the THT Training. I truly appreciate the support.
It was a fantastic event, and I have received nothing short of stellar feedback from attendees. I saw some light bulbs turning on over heads that I have been working on for the past six months, and that's a beautiful thing.
Thanks again, and have a great weekend!
Best regards,
Gregory Merriman
Regional Sales Manager
Crestron West, Inc.
3001 Bridgeway #320
Sausalito, CA. 94965
==================================================================
"Those of us who have a passion for this industry continue to ask questions and readjust our businesses. It's a fast moving industry with lot of companies that go by the wayside because they don't understand what's happening. Rob hits the nail on the head. He is articulating what lies under the confusion that we installers have had for many years, but didn't know how to address. I knew something had to be done and Rob is doing it.
Rob reinforces our beliefs of where the market is, where it's going and, in that sense, it helps us to adjust our strategies, fine-tune our strategies, and examine what we do."
Harold Clark
Commercial Electronics
Vancouver, Canada
==================================================================
Regards and thanks for all the stuff you never knew you did for me.
==================================================================
Hi Laura,
I have been so busy following the Orlando EH Expo that I was unable to respond until now about what an impact Rob Gerhardt's training is having on my business. I can honestly say that his training was life-changing insofar as my business strategy and frame of mind. Prior to his seminar, I thought a Crestron sale, although the clearly the best solution, was more a matter of luck or best case limited to a piece here or there like an ST-1700 system. I was thinking with the Customer's wallet. Now in my confident role as a "consultant" with the "credibility" tools that Rob taught us, I can present Crestron to the qualified mainstream clients as the foundation of their home entertainment and automation needs.
Here is a brief list of some of the changes we are making to our business resulting from Rob's presentation:
1. Identified a new Marketing Strategy
2. We joined the AIA and are engaging in a Prospecting campaign to Architects
3. Purchased D-Tools as the platform for our design and proposal reporting
4. Adopted Rob's sales guidelines regarding presentation, positioning, word power, qualifying and mirroring...
5. Written a sales dialogue/plan geared towards selling Crestron Lighting leading into Big Crestron home entertainment job.
Needless to say, I feel like I suddenly have an unfair advantage over my competitors and clients now that I am armed with the skills provided by Rob's thirty plus years in the business. Whoever made the decision to hire the Gerhardt Group should be promoted and Crestron overall is commended for being forward looking enough to offer this professional level of training to their dealers!
Thank You for the opportunity to be a Crestron dealer,
Fernando R Salazar, ES
compu.tec Computer Services, Inc.
DBA Fusion (Home Entertainment)
20030 Cutler Ct.
==================================================================
We met during your outstanding seminar in Stamford . I've been so busy tweaking some of our business processes and closing new deals with your advice, that I forgot to send in our logo for our Architectural Specs book.
BTW, I'll be registering for the September CEDIA Marketing and Sales program.
Your last seminar was not only enlightening and informative, it was truly inspirational. I left Stamford with a re-ignited desire to take our company to another level. So far the results are outstanding to say the least.
Thank You and Best Regards,
Fred Alluso
Managing Director
American Residential Systems
Tomorrow's Technology for Today's Home (tm)
==================================================================
Hi Rob,
Gee, I was just cursing you and all of a sudden an e-mail appears from thin air. Actually I was cursing Crestron since I just had one of my guys return from your seminar in San Diego at that overpriced hotel. He really enjoyed it by the way and he better put it to use soon so I can recoup that $200.00 a day room rate.
I was actually just asking him if he had your current contact info because I just lied on your behalf the other night when the President of Denon Canada took me out for drinks and an expensive meal. They want to provide their key dealers with a sales/business/custom install seminar. I told them that of the several hundred seminars I've attended over my 22 years in the electronics industry your "Digging the well" seminar has by far made me/saved me the most money. So I'll forward them this email since this workshop is almost exactly what they are looking for.
I have been bitching to Crestron that they have not yet brought you to Canada. Apparently they are going to relent and hold a sales seminar in the Toronto area some time. Perhaps you can do a back to back session and run one for Denon on the same trip.
BTW I first took the "Digging the Well" seminar in Dallas many years ago and then sat in on you seminar last year at Expo to revisit it. (I was the SOB sitting up front asking you to retell you gun vault story). Your original presentation must have really imbedded itself in my subconscious since I found myself ticking off a long list of Gerhardtisms that have become in-trenched in my business. When I signed up last year I thought it was great that you were now taking 3 hrs for the seminar only to find out you now have a six hour seminar jammed into 3 hours instead of the 3 hr seminar you used to jam into 90 minutes. Guess with a full day now your can actually fit it all in.
Rick HoLondon
Audio Ltd.
Chairman CEDIA Canada
716 York St
London, Ont , N5W 2S8
519-673-1780 voice519-673-0117 fax
==================================================================
Regards and thanks for all the stuff you never knew you did for me.
==================================================================
As my company has grown and evolved so has my experience and perspective; 5-7 years ago I may have thought he was full of sh*t. Today, Rob was right on the money.
Brad Thiess - Automation Arts - Middleton WI
==================================================================
The concepts that were discussed and the analyzing of the various types of client mentalities gave me the edge I needed. My level of confidence has grown significantly as a result. The best part however is that I was able to close a $216,000.00 job and I know that this was a direct result of the training.
Adrian Wilson - Domes - Chesapeake, VA
==================================================================
In closing I wanted to thank you for all the info you taught us, my head is still spinning. Now I have move on to action.
Regards,
Joe Scerbo, Livermore, CA
==================================================================
I just wanted to thank you for the great seminar on Wednesday. Abbey and I found it to be very informative and motivational. We have been to many seminars over the years and yours ranks at the top!
John and Abbey Zink, New Milford, CT
==================================================================
You were absolutely correct on selling big jobs.
Rod Mueller - Texeleco - Austin
===================================end============================