Navigating Uncertainty: Real Talk from Industry Experts
One Firefly
Award-winning marketing solutions for technology professionals. Operating since 2007.
On May 15, eight leaders from across the custom integration industry came together for a transparent, no-fluff conversation about the real challenges dealers face today.
The result:
Navigating Uncertainty: An Open Forum for Dealers on the State of the Industry — a one-hour session covering everything from economic pressure and hiring slowdowns to marketing strategy, trade partnerships, and service growth.
🎙 Panelists:
🔍 What Was Discussed
📈 Business Health & Financial Forecasting
"Gross margin is everything. But the early warning signs? They're in your proposal velocity and AR days." — Matt Bernath, VITAL
🛠️ Pricing Strategy & Tariffs
"Certainty is what clients want, and tariffs are disrupting that. Build in flexibility, and communicate early." — David Warfel, Light Can Help You
"Expect price increases to continue. This is the time to rethink how you protect margins in your proposals." — Ron Callis, One Firefly
🤝 Building Strategic Trade Relationships
"Referrals from the design-build community help firms scale — and weather economic shifts." — Josh Christian, HTA
"Start bigger. Go to firms with multiple designers to get traction faster." — Mark Langston, Light Can Help You
💡 New Categories & Growth
"Lighting is in every project — and it opens doors to conversations earlier in the design phase." — Mark Langston, Light Can Help You
"Diversifying isn't just about new tech — it's about who you serve and how early you get involved." — David Warfel, Light Can Help You
💼 Team Culture & Talent
"Cutting average performers in hard times helps build a culture of excellence." — Paul Starkey, PrepTECH
"Always be recruiting. You never know when a free agent will come available." — Paul Starkey, PrepTECH
🔁 Recurring Revenue & Long-Term Value
"Clients don't stop needing support. When structured right, service is stable, profitable, and scalable." — Joseph Kolchinsky, OneVision Resources
🎥 Watch the Full Recording
This discussion is full of actionable insights, strategic perspective, and solidarity — straight from professionals facing the same headwinds as many dealers today.