 |
Volume 5, Issue 4 – February 21, 2007 | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Click Below to see the latest news from our sponsors:
| |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Feature Article
Special Announcement Join Gary at Two NSCA Courses!
|
| ||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
| |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
Welcome to another edition of rAVe! It’s a quieter-than-usual period for news, with NSCA so near. Speaking of which, I’d love to see you at the two courses I’m teaching. Details are below. Thanks to Chuck Wilson for the latest NSCA column “What Keeps Us up at Night.” Enjoy the issue! Gary Kayye, CTS
Thanks to our sponsor D-Tools, worldwide leader in easy-to-use, highly accurate system design software. System Integration just got easier!
rAVe http://www.ravepro.com — the most widely-read eNewsletter in the ProAV industry — is offering a way to extend the life of your application stories. Within the newsletter, we will link to your case study in a special section called AV in Action – the Case Study Quarterly. The entire rAVe subscriber list can read YOUR case study/application story for three whole months. Space is limited. Contact Sara Abrons at [email protected].
NSCA What Keeps Us up at Night
Today there are many technological tools that help guide us through life and work, but sometimes it all comes down to the personalized touch of someone like that trusty gas station attendant. Someone who knows exactly where you're headed, who's been there before and can help you get there yourself. A road map isn't just beneficial for travel. It can be a powerful tool in our work lives as well. Most people, whether they're on the road or clocking in for another day of work, like to know where they're headed. This is the key to recruiting and retaining quality employees. It may seem like a difficult prospect to inform each member of your staff what incremental steps they can take to arrive at their next career destination, but it's worth it over the long haul. Your team members will prove more dedicated and loyal if they feel like they've received personalized instructions on how to get from point A to point B. The process begins with your hiring practices. When an applicant arrives for an interview, you should have a job description and a list of possible career path goals. Once you've determined whether the prospective employee is qualified to meet the standards for the open position, take the time to discuss various options for the future. A new employee will be more enthusiastic about accomplishing day-to-day tasks if they have an idea of where their job could take them. Just as the resource at the local gas station alters their directions to accommodate detours and maybe even weather considerations, you'll need to tailor employees' road maps to match their individual needs and goals. Of course, further considerations will need to be made to reflect the local talent pool and competitors' offerings. Create incentives that appeal locally and universally to anyone seeking fulfillment from their work. Industry certification, continuing education and increased responsibility are just a few of the potential rewards you can offer to employees on every level. Creating a career roadmap is not a one-way street. It is crucial to remain open to suggestions, questions and even complaints from members of your team. The issues that effect their working day are the ones you need to see as inhibitors to productivity. Sometimes remedying what are too often labeled as "little things" will help show responsiveness and consideration for the improvement of work conditions. Updating paperwork to reflect a new way of doing business, providing training on technology fundamentals, or even adding more refreshment options in the break room can prove how dynamic your business can be. Sometimes it's difficult to know what's ahead when the sales funnel is full and personnel issues threaten to prevent completion of projects. This is where communication with team members becomes key. Make sure there is inter-communication between personnel in regular meetings and that issues are elevated to the management level so that solutions can be obtained. Sharing information and experience can be empowering. Organize “lunch and learns” or plan to have technicians reveal their new knowledge after they return from training. Once you start to plan ahead, there will be no looking back. With everyone on the same page in terms of where the company is going and how day-to-day operations influence the final outcome, profitability and productivity will increase. The future will evolve in accordance with how you handle the past and present, so keep your eye on the road and don't miss any signs along the way. Editorial: Why AV Integrators Should Do Structured Cabling
Even wireless networking, the wireless technology with the highest adoption rate in the world, only has a rate of a little more than 19%. And, did you know that, even through wireless, you still have wire running from the server to the device that converts the wired network into a wireless one (called an Access Point)? Well, you do. And, do you really think the local fire marshal will ever allow the alarm system to hang off the LAN? So, the point is, wireless is appealing, but totally wireless is unrealistic. But, that’s really not my real point. During the construction process of the typical commercial space, the first low-voltage integration firm on a job site is the structured cabling company. As soon as the electrician starts his or her work, the structured cabling integration firm is onsite to wire up everything from the alarm system to the computer network. Many times they are specified by the architect and contracted directly by the GC (general contractor) to perform their craft of pulling all sorts of color-coded cabling in and around the building from floor to floor, all the while following the NEC (National Electrical Code) for low-voltage wiring. Let’s suppose for a moment that that same structured cabling firm also offered VTC services or was a full-service audiovisual integration firm. And, the current job it is working on called for more than 20 AV-enabled meeting rooms. Enter AVX. Let’s assume that AVX is the region’s leading AV integration firm, providing all sorts of AV services. The company, of course, wants to and expects to be able to bid on those 20 rooms. So, AVX contacts the GC and asks for the opportunity. Who do you think will win the job? The firm that’s already on the job wiring up everything the GC asks on his terms and schedule or AVX, the outsider? This, in my opinion, is a big deal. Back in the so-called good old days, there were AV guys, PC guys, telephone guys and electrical guys. Not anymore. The internet, 1-800 call centers, Dell computer and companies such as CDW have changed the landscape and the reality of the AV world. Everyone can, and does, do almost all of it. Now, not only can you order projectors, but you can order entire AV systems off the internet as well. And, not bad ones either. But, the internet can’t install cable. And, there aren’t too many internet-based structured wiring companies. The fact is that the landscape of the AV world has changed. And the survivors have or will evolve. For example, the acquisition of Texel Corporation by Maryland-based SPL Integrated Solutions last year was a coup and a look into the AV integrator of the future: the true full-service firm (emphasis on service). Everyone’s looking for the next big thing, including the IT companies. They are looking for the “service edge” just like everyone else is. They see the opportunity to transform themselves into full-service, low-voltage providers, not to mention that AV cabling is a lot more profitable than IT cabling. And, they’re getting aggressive with it, too. More IT companies than ever before attended InfoComm 2006; heck, all the major trade show companies (InfoComm, NSCA, CES, CEDIA, et. al.) are rolling out the red carpet for them. What’s your plan? Do you even have one? I realize this is probably the wrong time to be pondering this issue; heck, we’re all so busting at the seams with all sorts of new AV business that we can barely keep up with the customers. But, look how fast things turned ugly in the early part of this decade… It can happen again. Consider the consequences this time around. Reprinted with permission from Sound & Communications. Founded in 1955, Sound & Communications is the premiere magazine for AV systems integrators, contractors and consultants. To subscribe or read sample articles, go to http://www.soundandcommunications.com .
Special Announcement Join Gary at Two NSCA Courses! Gary Kayye is teaching two classes at NSCA. Register today!
Do you know if your customers are Early Adopter or Early Majority buyers? This is a BIG DEAL now as our industry has crossed a chasm into a new buyer and customer category – do you know how to serve this new audience? In the early days of the ProAV market, we all sold technology. Brighter this, louder that, smaller this, higher-performance that. Well, guess what? That's the OLD way to market, sell, design and install systems and technology. People don't want to buy technology – they want solutions. Sure, that's easy to say and you're probably even saying that yourself, but are you really doing it? Do you really know how to sell to this new client or are you always coming back to price (and reducing it)? This course will teach you how to apply the principals of Geoffrey Moore's Chasm Theory to every aspect of your business – from running it to selling gear to installing and servicing it. Simple as that. You will leave this course with real-world tools and ideas on how to grow, profitably and cater your business model to all buyer types. Each attendee will receive a free copy of Geoffrey Moore's book, Crossing the Chasm. Displays for Dummies Everyone sells displays. Everyone installs displays. Everyone uses displays. And a heck of a lot of us really don't know how they work. If you're new to the ProAV market, new to selling projectors, LCDs, Plasmas or Go to http://www.nsca.org/Expo/ExpoClasses/tabid/413/Default.aspx and plug in the titles in the search area.
Polycom To Acquire Wireless Telephony Company SpectraLink
“The SpectraLink acquisition extends Polycom’s leading IP-based collaboration solution to the rapidly-growing mobility environment,” stated Robert Hagerty, Chairman and CEO of Polycom. “Our customers are demanding wireless solutions in the enterprise and in the vertical markets we serve. Leveraging our proven strength in Polycom voice over IP (VoIP) solutions, we believe this combination yields the key strategic synergy of uniquely positioning Polycom as the only independent provider of both fixed and mobile solutions that seamlessly encompass voice, video, and data collaboration solutions from the desktop, to the meeting room, to the mobile individual.” For more information, go to http://www.polycom.com/company_info/1,1412,pw-164-17278,00.html
TV One’s Down Converter PCI Card Takes Computer, HDTV Signals to Standard Formats
The new product handles resolution up to 2048 x 2048 at any vertical refresh rate and all HDTV resolutions up to 1080p, says TV One. Video outputs are switchable between NTSC and PAL and are simultaneously provided in Composite and S-Video. A PC loop-thru is also provided. TV One’s AutoSet automatically sizes and positions the computer image to fit on the video screen. All settings can be stored in non-volatile memory and are retained even when power is switched off. An On-Screen Display helps during setup. The C2-160 has a suggested retail price of $995 and is available now. For more information, go to http://www.tvone.com/index.php
Sierra Video Shipping TyLinx Router Control Software
TyLinx uses a window-based graphical user interface and is compatible with both Windows and Macintosh. The interface is designed so that users virtually recreate their routing system on their computer desktops, defining sources and destinations, signal formats and cabling. TyLinx then automatically retrieves source and destination names from a router and identifies those sources and destinations with compatible signal formats to guide routing choices. The operating window contains tabs that allow users to switch between a traditional “XY” view of the routing switcher and the customizable “Button” view. In Button viewing mode, each button can be customized with icons to reflect its own source or destination type for easy identification. Custom window skins provide further personalization options. For more information, go to http://www.sierravideo.com/aboutus/tylinxFeb07.php
Enterprise AV Systems Monitoring, Control From Calypso
Users work from the Maestro console, where they can control operational aspects of components in real-time or according to predetermined schedules, as well as receive real-time status reports on system conditions such as projector lamp and filter hours. As most systems, it also will send users email alerts when specific events happen, such as when a bulb needs replacing. Maestro has an MSRP of $995 and will be shipping during the first quarter of 2007. For more information, go to http://www.calypsocontrol.com/
Chief Introduces Flat-Panel Frames in Four Colors
Chief says they are quick to install with the spacer guide system, and they include an IR kit for integrating the panel with an existing remote. They have custom padding to protect the panel and are made of pine. For more information, go to http://www.chiefmfg.com/store/detail/?product_id=83216
Polycom Introduces Desktop Conferencing System
The V700 uses full-screen, full-motion 30 frames-per-second TV-like video at up to 768 kbps bandwidth speed; Siren 14 wideband stereo audio and standards-based H.239 resolution content sharing. It has audio prompts in multiple languages. MSRP is $2,999 and it is available now. For more information, go to http://www.polycom.com/company_info/1,1412,pw-164-17285,00.html
TANDBERG’s New Telepresence Solution
TANDBERG brought out a telepresence system called Experia, and as most, it is designed to provide an immersive experience for meeting participants The company says Experia can adapt to multiple environments and interoperate with other standards-based video systems. In addition, the system can include participants who are not in a telepresence room. Experia has High Definition video, one-touch connectivity, low bandwidth requirements and is optimized for six participants per site, according to TANDBERG. Experia can also be managed through TANDBERG Management Suite as well as existing desktop tools. For more information, go to http://www.tandberg.net/press_room/viewPressRelease.do;jsessionid=EC28C5126D91C262F0695C0BD9CB3C2F?id=252
TriCaster PRO Now With Mac Support
TriCaster PRO simultaneously distributes content to video, Internet and projector and does so from a 10-pound box. For more information, go to http://www.newtek.com/news/releases/02-05-07a.html
Jay Armand Named New President of InfoComm International Armand brings over 20 years of experience in the audiovisual industry
"I got involved with the Board of Governors several years ago to learn from other leaders in the industry and provide insight where I could," commented Jay Armand, President, COO, Advanced Audio Visual Sales, Inc. "I'm looking forward to having a positive impact in my new role. It's going to be a busy year!" "For many years, the audiovisual industry has benefited from the leadership and expertise of Jay Armand," said Randal A. Lemke, Ph.D., Executive Director, InfoComm International. "As President of InfoComm, Jay will have a lasting impact on the industry and we are fortunate to have his dedicated service." InfoComm is organized with an elected board of nine volunteer governors and hired staff. Board members are responsible for determining association policy in finance, human resources, member relations, organizational operations and planning. For more information, go to http://www.advancedav.com/newspr.cfm?usrid=02070743417&advid=1#A71005 InfoComm Executive Business Conference
When Pre-conference Golf Tournament (Optional) * Thursday, March 29, 2007 *Interested in playing in the Tournament? Contact Matt Baehr, InfoComm Director of Membership Development at 703.273.7200 x3080 Friday, March 30, 2007 (8:30 a.m. to 5:00 p.m. — Tour and Dinner event) Saturday, March 31, 2007 (8:30 a.m. to 3:00 p.m.) Where The Westin Stonebriar Resort, North Dallas 1549 Legacy Drive Frisco, TX 75034 1.972.668.8000 http://www.westin.com/stonebriar For more information, go to http://www.infocomm.org/cps/rde/xchg/infocomm/hs.xsl/education_2697.htm
 Well, that's it for this edition of rAVe! Thank you for spending time with me as we muse the industry's happenings. To continue getting my newsletter, or to sign up a friend, click the link below. To send me feedback, don't reply to this newsletter – instead, write to me at [email protected] or for editorial: Denise Harrison at [email protected] A little about me: Gary Kayye, CTS, founder of Kayye Consulting. Gary Kayye, an audiovisual veteran and columnist, began the widely-read KNews, a premier industry newsletter, in the late 1990s, and created the model for and was co-founder of AV Avenue – which later became InfoComm IQ. Kayye Consulting is a company that is committed to furthering the interests and success of dealers, manufacturers, and other companies within the professional audiovisual industry. Gary Kayye's rAVe was launched in February 2003. rAVe Home Edition co-sponsored by CEDIA launched in February, 2004. To read more about my background, our staff, and what we do, go to http://www.kayye.com
Copyright 2007 – Kayye Consulting – All rights reserved. For reprint policies, contact Kayye Consulting, 400 Meadowmont Village Circle, Suite 425 – Chapel Hill, NC 27517 – 919/969-7501. Email: [email protected] Gary Kayye's rAVe contains the opinions of the author only and does not necessarily reflect the opinions of other persons or companies or its sponsors.
| |||||||||||||||||||||||||||||||||||||||||||||
