We work to learn what they're expecting from the system, what they truly want it to do, and then we try to get a ballpark budget. Churches are getting bigger and expectations of production values are higher, but often the only frame of reference is a six-channel Bogan amp, some line column speakers or horns and a mic or two. There are some companies that will sell them this, and ignore the phone calls when the results are predictably disappointing. Then we get called to straighten out the mess and it's just sad that they've been so misled. If we can't act as a partner with the church client from the outset, our inclination is to walk away from their business."

TPC now occupies two large, adjacent shops, located just 150 feet or so behind the Kuespert home. One shop hosts offices and rental system gear, along with being the staging point for fixed systems. Immediately behind is another frame building holding more rental gear as well as TPC's video production truck, offering up to four cameras and outfitted with a digital switcher and other video technology. Services include IMAG, multiple screens, video taping and production.

One of TPC's two large shops.

"Schools in particular kept requesting video services, especially on the production side," Kuespert says. "At some point, due both to demand and lack of a reasonable alternative in the area, it made sense to say 'we're providing their sound and lighting, so why not offer video'."

"The truck is designed as a complete and self-contained unit. We roll up to the site, run 400-ft. snakes into the building, hook up the cameras, get all the gear in sync, and go," he adds. "You can't make money in video if you have to spend a day's time to get the system in place, make 40-gazillion interconnects, etc. With the truck, we're ready to go in an hour, and the quality is first rate."

Inside the fully equiped truck

Marketing efforts have been largely word of mouth, backed up by a yellow pages ad. As Chris points out, "churches and schools aren’t in competition, so they’re very willing to share their secrets with each other. If you do the job right, they'll be your strongest advocates. Every project is a chance to generate buzz. Of course, doing it wrong can come back to haunt you in a big way."

TPC also recently utilized a customer demo to maximum marketing effectiveness. A large church customer was divided on final loudspeaker selection for their new sanctuary system, and TPC offered to set up a "shoot-out" between the two primary competitors, in a room similar to the sanctuary. The customer could then make an informed, comfortable decision, knowing that every option had been explored.

Exterior of the video production truck.

This necessitated renting out the South Bend Century Center, a meeting/convention center offering the only available space with physical size and characteristics similar to the yet unfinished sanctuary. At the same time, it was a lot of time and expense for a relatively limited purpose, so enter innovation.

TPC planned an educational seminar and technology display to be held after the demo. Invites were mailed to 1,000 prospective customers, and despite heavy snow on the day of the event, close to 200 attended.

"We sent the mailing primarily to schools and churches in our two primary area codes," Ken says. "It's quite effective to have the opportunity to talk to that many potential customers face-to-face and also to be able to show them a bit of what you’re about as a systems provider."

Real Michigan men don't even wear coats!

During several subsequent conversations following my visit, all I heard was positive commentary about TPC. Even a potential competitor noted that "all of their work is absolutely immaculate". Enough said... One can project a bright future for a company like TPC, a small success story that's getting bigger all the time. Perhaps their mantra is best captured by a tag line I noticed on the company stationery:

"Just doing it right since 1985".