It might be somewhat obvious to say that it's a lot easier to find an old customer than it is to find a new one. However, that being said, a lot of independent satellite installers are missing many of the opportunities that old customers represent. One of those opportunities is in TV distribution and is directly linked, in more ways than one, to Sky Digital.

It's rare these days to find a house that only has a single TV set. In fact, according to the UK Government web site 'National Statistics', the national average is closer to three. Where a home has a Sky Digital installation it's almost a natural progression for consumers to want the best value from that installation by having access to Sky on other TVs in their home.

Sky+, the new PVR, has the capacity to display one channel whilst recording another. This requires the installation of a multiple output LNB and a second IF cable from the dish to the receiver. However, Sky+ offers independent installers the opportunity for more than just the installation of an extra cable and a Quad LNB when it is installed. Customers for this exciting new product invariably have an existing Sky receiver that can be recabled to a second location in the home, particularly now as Sky offers consumers the opportunity to have a second subscription at a reduced rate.

The offer of reduced subscription for a second and subsequent receiver could, of itself, lead to increased business for the independent. Contact with previous, satisfied customers explaining the benefits of the offer can result in the installation of a more sophisticated system with extra receivers, Quad LNBs, extra cabling and so on. Secondary receivers mean much more than just the ability to watch one channel and record another. They mean that other family members can enjoy, independently, the whole range of Sky services from movies to interactive games, from e-mails to shopping without having to comply with someone else's timetable.

In terms of increasing business the independent installer should not overlook the second RF output that all Sky receivers have. This allows televisions in other rooms to link back to a Sky TV source. The addition of a TV Link gives total control of the remote receiver to the viewer from wherever the second TV is located. Other manufacturers and products that can link televisions around the home to any Sky Digibox have joined Global's original TV Link, which has been on the market since Sky Digital first launched.

For the consumer these systems, Sky+, multiple receivers and other products give more than just the ability to watch Sky programmes. They also enhance the independent control and enjoyment of all the benefits of digital satellite huge programme options, movies, sport, interactivity, digital text, email and much more from wherever they are in the home.

For the installer these products give a wide range of opportunities to increase their business and not just with the sale of the product itself. Even the simplest of these units that extends the Digibox output to just one other TV, needs to be fitted correctly and offers an opportunity of extending the original installation with some quality cabling work. In addition there are more sophisticated units from a number of manufacturers offering controllable distribution of the Sky services all around the home. These can lead not only to substantial installation work but the sale of extra remote controls and other accessories.

Many consumers do not know about the possibilities of Sky+, multiple boxes and in-home distribution, neither do they fully understand their benefits. In addition the majority of Sky installations are still 'free' to the consumer and this makes them very resistant to the idea of paying 'extra' for a more flexible installation at the time of the initial sale. However, when they have had a little time to experience the vast range of programming and other services available through the Digibox they may well be more receptive to a marketing approach from their original installer.

Finding new customers has never been easy and it has always been a good idea to make the most of the ones you have by keeping a database and maintaining contact. From signal distribution for multiple boxes to the control of a Digibox from another room multiple distribution offers the professional installer the possibility of new business with the best customer of all, an existing one.