Together AVI-SPL and Salamander created drawings and renderings showing variations that included different furniture and finish options. Shaun reconvened the business groups and presented the illustrated report. This was followed by production of proof-of-concept, not of the hardware, but of the rollout which included installation of nine units initially.
In this instance, the client had preexisting contractual obligations to a specific furniture installer. So AVI-SPL formed a business alliance with that vendor so the program could proceed quickly. Chris Discotto and team also worked with the installer to ensure seamless completion of the project. One byproduct of this cooperation was the creation of a sort of playbook to guide all parties and assure proper installation and operation. This became a key element of strong customer service above and beyond, which is always deeply appreciated by clients, and allowed for ease and consistency.
The success of this project fueled more projects with the same client. The next involved three conference rooms and AVI-SPL moved beyond Unify Huddle solutions to install low-profile cabinets and other Salamander furniture.
That project also involved 14 Huddle spaces, each of which was very much like a private office. And now that AVI-SPL had it down, this project moved with even greater efficiency. When the client began internally debating whether the last three open spaces should be outfitted as private offices or as huddle spaces, one of their team members pointed out that every space that contained Salamander furniture had exactly the same infrastructure—that meant that it was not necessary to predetermine use of the space—it could be easily changed later!
Turning the conversation to other clients, Shaun and Chris outlined the process of qualifying and approaching jobs with new customers. The process always begins with asking questions, all with the intention of getting to one place: can AVI-SPL solve a problem for this client? The second step, per Shaun, is positioning Salamander as a solutions provider, more than just a furniture manufacturer.
“As much as Salamander is furniture,” said Shaun, “It’s so much more than that. They enjoy taking all the information and designing the ideal solution.”
Because of the ability to fine-tune Salamander products to meet the needs of Cisco and other communication technologies and hardware, AVI-SPL can offer special SKUs to their clients. And the most important part? The custom SKUs are 100% turnkey solutions, and that efficiency has enormous appeal to their customers.