Internal Development Week: Expanding from Within
In the ever-evolving world of home automation, successful dealers are recognising the importance of nurturing a new breed of specialists - the Shade Champions. These experts, skilled in automated shading solutions, are transforming the industry by delivering exceptional installation quality, enhancing customer experience, and driving upsells.
The journey of becoming a Shade Champion begins with a well-paced apprenticeship. In the initial phase, trainees shadow senior sales calls and meticulously walk every window in the showroom, gaining valuable experience with fabrics, form factors, client questions, and installer pain points. By the 5th month, they transition into handling walkthroughs alone and generating multi-style proposals, including automation options and tax-credit language.
Comprehensive product and technical training forms the backbone of this development. Dealers provide detailed instruction on shade automation products, from installation techniques to system integration, programming, and troubleshooting. Structured certifications, such as Control4’s Associate Installer Certification, ensure technicians gain recognised credentials in installation and programming basics, which can be extended to shading systems.
Sales and customer engagement workshops are another essential component. These sessions help Shade Champions learn to articulate benefits, handle objections, and close sales effectively. Regular updates and continuing education keep them current on evolving technology, new product features, and market trends.
Peer collaboration and recognition programs foster innovation and skill sharing among dealers. Sharing best practices through forums or conferences encourages continuous learning, while recognition schemes, bonuses, or awards for top performers motivate champions and boost engagement.
Marketing and operational support equip Shade Champions with branded materials, social media assets, and lead-generation tools, helping them engage prospects more effectively.
By integrating these elements into their development approach, dealers create knowledgeable and motivated Shade Champions capable of increasing revenue through better installation quality, customer experience, and upselling of shading automation solutions.
One innovative solution some dealers have adopted is promoting an existing team member to a Shade Champion, unlocking a high-margin, underserved category and providing professional development for the employee. For instance, cellular honeycombs can turn a drafty loft into an energy-efficient space that clients brag about to their friends.
The Shade Study Guide provides 10 shading terms to help new specialists understand industry-specific language, including Inside/Outside-Mount "Blind", Light Gap, Openness Factor, Top-Down/Bottom-Up, Fascia vs. Cassette vs. Valance, Pocket Install, Reverse Roll, Stack Height/Stack Back. Mastering these terms allows Shade Champions to speak the same design language as architects and decorators while still delivering the automation their clients expect.
While direct sources on Shade Champion training may not be readily available, these practices reflect the industry’s standard approaches for developing specialized home automation experts based on dealer training programs and certifications. The rise of the Shade Champion is a testament to the industry’s commitment to innovation and the pursuit of excellence in home automation.
