One of the most eagerly anticipated events for custom integrators every year is the Total Tech Summit, which uniquely combines the audiences of CE Pro and sister publications Commercial Integrator and Security Sales & Integration (SSI).

This year is no different, with a jam-packed schedule of educational sessions slated for the Nov. 13-15 event, which is taking place at the MGM Grand in Las Vegas. Of course, there’s also a lot of fun and networking opportunities during Total Tech Summit as well, plus great vendor support that includes one-on-one conversations and “boardroom” presentations with attendees.

Day 1 of Total Tech Summit offers two sessions that will be presented before the combined three audiences of residential, commercial, and security dealers. Day 2 and the morning of Day 3 feature focused group sessions on various topics impacting each of those segments.

To whet your appetite for next week if you are attending Total Tech Summit and the CE Summit track, here’s a brief look at what’s on tap. And if you are not attending this year, it’s never to early to start considering and planning for next year – starting with entering our CE Pro 100, which opens early in 2024.

Total Tech Summit Keynoter Advises Attendees on How to Keep Customers

The Future of Digital Lighting & Control

As a custom integrator, lighting is in demand. Effective communication, education and showcasing the value proposition of LED light fixtures in conjunction with integrative control systems are the keys to overcoming challenges and closing sales in this specialized market. Join us as we discuss the future of digital lighting and control with David Warfel from Light Can Help You and Patrick Laidlaw and Mark Moody from AiSPIRE. Register Now! 

To kick things off, noted security industry consultant Kirk MacDowell, CEO of MacGuard Security Advisors, will present a keynote, “Pre-Attrition Indicators You Need to Know!” sponsored by D-Tools. The presentation explores how dealers can get ahead of their customer base (and employees) and eliminate or reduce churn before it happens.

Session Description: Gaining new customers is a top priority for any integration company. Customer Acquisition Cost (CAC) reveals how much you spend to attract new customers. The question is, how many of those customers don’t remain for the long term and why do they leave? 

Topics of the session include: 

• How to effectively determine your pre-attrition metrics
• Find out what your customers are not telling you which can negatively impact the customer journey
• Understand the differences between transactional and relational surveys
• What impacts your customers’ likelihood to stay
• What best practices should be implemented and tracked for success

Following MacDowell’s presentation comes another all-track panel session with heavy business planning ramifications that most company owners will face at some point in their careers.

Ari Fuchs, Managing Director, Chief Quality Officer of The DAK Group will moderate a panel on Succession & Future Planning for Your Business,” focused on exit strategies and mergers & acquisitions possibilities.

The panelists, representing a cross-section of the three attendee Total Tech Summit segments, are Max Angst, Founder, MAXSYSTEMS INC.; Luke Jordan, CEO & Co-Steward, Electro Acoustics; and Kelly Bond, Partner, Davis Mergers & Acquisitions Group.

Session Description: For integration business owners, their company is something akin to a child – something they created; something they love deeply; and something they hope will far outlive them. Too often, though, business owners do not establish a firm succession plan to ensure their company will thrive for decades to come. This panel discussion, which will feature in-the-trenches perspective from the custom, commercial and security integration channels, will provide actionable takeaways to help you secure your integration business’ future, as well as protect the unique DNA that you’ve infused into your organization.

CE Summit Spotlights Lighting, Portfolio ‘Fresh Horses’ & Commercial/MDU

As the individual tracks split up for Days 2 & 3, the second day commences with a breakfast education session devoted to one of the hottest categories in the custom integration industry.

“Real Advice on Lighting Design/Fixture Specification” will explore how integrators can get their foot in the door of the lighting fixtures market or grow their business in this surging category if they are already entrenched.

The panel features David Weinstein, Vice President – Residential Sales for session sponsor Lutron, along with integrators Amanda Wildman, Owner, TruMedia; Justin Dohman, Owner, Elite AV and Lighting; and Gerard Lynch, Founder and President, System 7.

Session Description: Perspectives from integrators on enlightening builders, architects, and designers about lighting controls and fixtures. Discussing the do’s and don’ts from dealers regarding successful entry into this surging category. Who does the design? Who buys the fixtures? Who specs the fixtures? Guidelines on percentage of construction budget dedicated to lighting?

The education and wisdom of high-level integrator peers continues at lunchtime. The “Fresh Horses: Technologies to Ride to Success” session is always a fascinating one due to the range of emerging tech or business practices shared with the group every year.

This year’s panel includes Kyle Steele, President, Global Wave Integration; Chris Metaxas, COO, Architech Designs; and Jay Dobensky, Owner, Beverly Hills SMART.

Session Description: Steele’s company has been on the cutting edge of lighting fixtures and wellness, and is now also engaging in home health tech. Metaxas’s integration firm has mastered the tough task of charging for design services – all kinds of system design, too, from lighting to electric and more. Dobensky caters to super-affluent clients and has had success with massive microLED solutions and marine installs.

The sessions conclude on the morning of Day 3, when the CE Summit will continue a theme that has been growing in recent years, “Expanding Commercial Market Opportunities for Residential Integrators,” as the breakfast panel.

Participants are Shawn Hansson, CEO and Founder, Logic Integration; Michael Oh, President and Founder, TSP Smart Spaces; and Bruce Solis, Owner, Kore Multimedia Solutions.

Session Description: They’ve gone through the process of implementing light commercial and “mid commercial” solutions in markets and applications such as corporate offices, meeting spaces, various aspects of multidwelling unit (MDU) properties, bars & restaurants, digital signage, conferencing, video walls, access control and more.

The session will address questions such as where to begin in the commercial/resimercial world, how to gain employee buy-in, figuring out which markets to target, vetting new-to-you vendors, deciding on bid work vs. design-build project proposals, and more.

So, if you’re heading out to Las Vegas for Total Tech Summit 2023, we can’t wait to see you there, and if not, we hope you’ll consider joining us next year!

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