Make sure to choose an integrator that will stand by you 24/7 and through project after project.

vertical,” says Jeff Irwin, principal and co-owner of Spinitar. “Being able to reference other ‘marquee names’ within hospitality where we’ve done work heightens our chances to secure additional projects. Obviously, a good customer experience is paramount in leveraging referrals.”

One of the unique aspects of the hospitality industry — an aspect to which we can all relate — is that even after construction is complete, construction is not complete. For most quality properties, renovation cycles are common and frequent. So when an integrator establishes a long-term relationship with a client, there’s almost always a new build phase to plan and execute. But even this add-on business requires special attention for the integrator who wants to thrive in the hospitality business.

“The hospitality industry is a bit unique in that it is absolutely imperative that, in the build phase of a project, we don’t get in the way of or detract from their customer’s experience,” says Irwin. “We have to be somewhat invisible to their guests. This requires performing work at odd hours and often times on short notice, when rooms become available. Extra attention needs to be given to the cleanliness of the work area. And there is a heightened importance around finishing work on time.”

24/7 Factor

Another key feature of the hospitality business that distinguishes it from the many other verticals in which commercial integrators do business is that generally speaking, they are open for business “24/7/365” as Bob Schiff man of Las Vegas-based Kelley Technologies puts it. “Our customers are open these hours and we need to be available at any time to help them solve their problems.”

Josh Shanahan, president of Brighton, Mich.-based Sport View Technologies (SVT), says that recognizing this fact is a major key to its success in hospitality. “Historically speaking, we have always serviced the hospitality/entertainment market, and we understand that holidays and

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