Andrew Gleeson has spent his career on the supplier side of the Australian integration industry, and he has watched more sales conversations unfold than most integrators have had. He is currently Area Sales Manager for South Australia, Tasmania and Victoria at ADI Global Distribution, and this year he is nominated for Best Sales Representative at the CEDIA Awards.

Andrew is unusually clear about what actually wins integrator-client relationships, and what breaks them. The through line of the conversation is openness. Openness with the homeowner from the very first meeting. Openness in the quote. Openness about what a smart home actually costs, what will need to change, and what the rack will look like on the day the electrician turns up.

Andrew argues that the projects that go best are the ones where the homeowner is on the journey from day one, and the disputes that never happen are the ones that were headed off in a conversation 18 months earlier.

In this episode

• How Andrew went from healthcare and aged care toLegrand's smart home program and, eventually, to ADI
• Why bringing the homeowner on the journey from day one is the single biggest predictor of a project going smoothly
• The 7 to 10% of build value rule and how Andrew uses itto qualify a prospect in one question
• The quarter of a million dollar button and why everyfinished project needs one obvious moment of wow
• What separates a quote that lands from a quote thatgets picked apart at the kitchen bench
• How documentation quietly settles most disputes sixmonths before they happen
• How assumption gaps between supplier and installer kill the customer experience
• Openness from the supplier's side: introducing a customer to a competitor when it is the right thing to do
• The CEDIA Best Sales Representative nomination, lastyear's near-miss, and what a good sales rep actually looks like

Sponsors

ADI Global Distribution

ADI Global Distribution is one of the most active distributors in the Australian smart home channel. Their portal, sales team and training program cover every state in Australia, with expansion into New Zealand underway and a new training centre being built in Sydney. If you haven't caught up with your local ADI rep recently, the national roadshow calendar is the fastest way to fix that. http://adiglobal.com

Bluesound by Amber Technology

This episode of Master Integrator is brought to you by Bluesound (BluOS), the audiophile-grade multi-room audio platform designed for both discerning listeners and custom integration professionals. Supporting high-resolution 24-bit/192 kHz audio, BluOS delivers exceptional sound quality while offering flexible, scalable deployment across residential and commercial projects. With no mandatory cloud accounts required, BluOS can operate entirely on a local network, providing a secure, privacy-focused solution with reliable local control.

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SomfyThis episode is brought to you by Somfy. If you're tired of juggling multiple apps and protocols for your clients, Somfy's TaHoma switch hub connects over 300 brands, so you can control blinds, lights, cameras, garage doors, HVAC, sound systems and more, all from a single app. One ecosystem, endless possibilities. Visit somfy.com.au to learn more.

Kolosseum

Kolosseum is a design and documentation services provider working with integrators across Australia. Their support of Master Integrator underpins the work we do around documentation standards for the industry. If your quotes are still leaving the office as bare spreadsheets, Kolosseum is the conversation to have next. Visit http://kolosseum.io

Connected Magazine

Connected Magazine is Australia's dedicated publication for smart home, AV and integration professionals. They tell the stories of the projects and the people building this industry, month in and month out. Master Integrator is proud to have Connected as a founding podcast sponsor. www.connectedmag.com.au