We have all celebrated and taken advantage of the growth of the Latin American audiovisual industry, an increase that was 40% in the last three years, according to data obtained by InfoComm. This growth has generated a greater challenge: to face the ignorance of customers regarding audiovisual solutions.
When a company or institution is looking for an audiovisual installation, it wants to obtain the best, the latest in technology. The problem is that, in many cases, whoever is appointed to generate the conditions of the tenders does not have the necessary knowledge and ends up making requirements that raise the cost and, in the worst case, are not functional or do not exist.
In this situation, the integrator seeks to keep the tender and offers what the company is asking for. But by winning it, the integrators face a dilemma: they comply with the contract knowing that the solution is not the best and will not work or reconcile with the bidder to correct the problems.
Should it be reconciled with the bidder? Which of the two is the right choice? One could talk about ethics and honesty or legal compliance with the agreement. Both are a valid option and each integrator chooses how to act. There are those who argue that it would be best if the tenders only recorded the desired results and that the proponents are responsible for defining the best solutions.
Undoubtedly, it is essential that the sales process is accompanied by customer education, so that they know what to expect, how far they can go and how they can innovate, always in favor of their company and at an adequate cost. Only in this way can we have innovative audiovisual installations, happy customers and thus guarantee the growth of the industry in the coming years. And, above all, to turn our region into a benchmark for the industry in the international arena.
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