"Service and installation is your moat—and I can't cross it."That's a direct quote from an AI agent when Tim asked how specialty retailers stack up against big box and e-commerce. In this episode—the first of a two-part series on the value of specialty installation—Tim shares a class he taught for the North Central HPBA in Wisconsin, making the case that installation isn't a necessary evil or a line item to tack onto a quote. It's the single most important asset any retailer in this industry has.In this episode, Tim covers:- Why retailers lose jobs four-to-one to indecision over competition—and how a seamless baton pass from showroom to estimator to install crew closes that gap- The 20% rule—most customers will pay up to 20% more for a service that's less of a hassle, which means you don't need the best price, just a competitive one- How to build a value wedge—something important to your customer, unique to your company, and objectively defendable—that makes your business impossible to shop againstDon't miss this one if you've ever treated installation labor like a commodity—Tim lays out exactly why your install team, not your product line, is the thing big box and e-commerce can't replicate, and how to price, schedule, and sell like you believe it.——Links from this episode:WhyFire Pro: http://whyfire.com——Watch this podcast on YouTube: https://youtu.be/824ip58vNagListen on Apple Podcasts: https://podcasts.apple.com/us/podcast/the-fire-time-podcast/id1433804268Listen on Spotify: https://open.spotify.com/show/4vHdzg48bE5qFf0KjMeMej?si=7b6cae3923d348f2Read The Fire Time Magazine: https://www.itsfiretime.com/magazineSubscribe to The Fire Time Magazine: https://itsfiretime.com/subscribeSupport The Fire Time Podcast financially: https://www.itsfiretime.com/joinWant to get more fireplace leads for your company? Check out: https://findmyfireplace.com