CE Pro September 2022 - 42

CE PROFILE
Pair Electronics
transition. " We never had [project meetings],
it was always, 'Jason what do we need
to do,' and I'd spit it out like Rain Man. I was
on every job, I'd walk it ... I was on the road
all the time. "
Along with project meetings, Lanier set
Pair Electronics has a
home theater demo room
featuring brands such as
Klipsch and Sony, but the
company mostly conducts
business at customers'
houses.
up a weekly cadence of leadership meetings.
Pair Electronics set up a " war room "
for its huddles, with whiteboards lining the
walls and highlighting the company's values
and mission.
" We go over issues and agendas, figure
out 90-day goals to get accomplished, set up
different tasks for different people. Say we're
implementing a new phone system, OK, who's
going to start doing the research, who do
people go to with questions? " Lanier explains.
" If issues come up, it's no holds barred, everything's
on the table. People could speak their
mind, and that was a challenge because they
weren't used to that kind of environment.
Jason's done very well, he's been very open. "
Local Endorsements
Big to Bottom Line
With a local name in AV for 50+ years, Pair
Electronics certainly has built up equity
with Greenville natives and the east of I-95
corridor. He says the home theater demo
room at the office has only been used a
couple of times; people value the company's
reputation and trust Pair and his team's tech
recommendations.
The company processes and value proposinegotiated
the best prices, " he adds).
Meanwhile, one of Pair Electronics' top
technicians, Kevin Daniels, is moving into the
project manager role that Pair has filled de
facto. The new processes call for dedicated
project meetings, post-mortem meetings and
checklists for technicians and service crew to
follow, color coded (green is a project that's a
go, blue is for when customers have the blues
and need repair service).
" It's going to be hard taking a valuable
person out of the field, " Pair says of Daniels'
42 | CE Pro September 2022
tion, plus accountability, go hand in hand. Pair
Electronics sells packages, Pair notes, because
it has to be confident it can warranty every
piece of gear it installs. Technician accountability
on the parts department has meant
realizing that even though a customer might
say, " Well, I just got that surge protector, " Pair
Electronics likely won't work with it because
it's not part of the total system.
If a technician doesn't use all the parts
prepped for a jobsite, he or she needs to
explain why with a call back to the office; it's
another box to check off in the company's
best-practice project steps.
The accountability and repeatability of the
process has helped mitigate cash flow problems
and opened up new revenue streams
for Pair Electronics. Pair is actively working on
the logistics, pricing and legalities of adding
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