Guest Blog

Too Good to Be True: How to Find Savings and Lifetime Commissions Right Under Your Nose

Too Good to Be True: How to Find Savings and Lifetime Commissions Right Under Your Nose

We’ve all had moments in our lives where something sounds “too good to be true.” What thoughts go through our heads? Perhaps we become skeptical, frustrated, even possibly teetering on paranoid because we think the rug is about to be pulled out from under us. As I have always said in my blogs, I am a customer just like everyone else and I have had PLENTY of these moments in my life. It is because of those moments that I truly value what is happening in the Telecommunications space right now.

For those not up to speed, “telecom” essentially refers to the services we all need and use each day: Internet, Voice, TV, Mobility, Security and many others. Think of it as the traditional bundle you have in your homes. Now think about how much you pay for those services and how you probably wish you had additional options to find better savings. When it comes to commercial telecommunications, I am here to shout from the rooftops THERE ARE SO MANY OPTIONS OUT THERE! If you want to save money and get paid at the same time, it’s best you continue reading because I am about to peel back the proverbial curtain and let you in on some secrets.

Still with me? Good! Because here are two primary methods that illustrate how you can identify savings and earn commissions on the ESSENTIAL services that commercial customers (you included) use each day along with case studies of real customers:

Method 1 - YOU ARE YOUR BEST CUSTOMER

What better way to achieve a win/win scenario than by looking at your own services? I’ll give you two examples: In 2020 I began working with one of the largest AV Integration firms in the US, ranked in the top five in 2023 according to recent published lists. We started with eight satellite offices, where the goal was to first make sure they weren’t overpaying and secondly to try and improve performance. We individually focused on each location, asking a series of qualifying questions to determine what their actual needs were. For example, if one office operated with a part time receptionist and 1-2 salespeople come in once per week, there probably isn’t the need to pay for an expensive dedicated fiber circuit. We followed this process for all eight locations. At the end of this process, we downgraded the service for some due to costs/needs, and others we upgraded and switched providers.

When all was said and done, we achieved annual savings of nearly $37,000 per year in the first 12 months. They went from a cost of $70,200 per year down to only $33,600 per year, more than a 50% savings! Since 2020, we have done over 15 other locations for this integrator and the savings only add up from there. The best part isn’t even the annual savings, but that they essentially sold the services to themselves and now earn a monthly commission on top of it. When you align yourself with a telecom master agent such as Exertis Almo Pro AV, you not only uncover similar cost-reductions but earn lifetime monthly commissions simultaneously. That results in even more in savings!

Another great example is a name you are probably very familiar with: PSA. I began working with them in 2018 on three offices. By following the same process outlined above we were able to achieve a “win/win” where we not only found annual savings but commissions to boot! These savings amounted to roughly $3,000 per year and we upgraded the internet speed in the process!

The key is to not only look at costs and internet speeds but to identify the needs of the business. Seeing so many companies going to a hybrid workforce post-pandemic I can guarantee there are savings to be had. You only have to look.

Method 2 - EVERYONE NEEDS INTERNET!

I know that sounds like a horrible, generalized statement, but it’s the mindset I bring with me each day. Much like our homes, where our security systems, thermostats, tablets, tv, appliances and even lights are tied to our network that’s how it is in the commercial space. The only difference is it can be on a grander scale.

What would happen if the internet went down at a major hotel resort? Would it leave guests stranded in the lobby unable to check in? What about a restaurant? Would it shut down their POS and guest entertainment? We all saw what happened in 2020 when “shelter in place” demanded that houses of worship shutter their doors. Many were unable to stream services, causing their congregation to look elsewhere. Now think about how many commercial customers there are in the US who use internet services. Add in those that use voice services, TV services… and think about how many have some type of wireless phone plan for their employees, etc. The opportunities are almost endless! Imagine if you were able to grab just a piece of that, a small sliver if you will. These services are all services you could easily offer to your customers while providing a ton of added value and earning those commissions I mentioned earlier. I have a partner here in Pennsylvania who I met back in 2018. He mentioned he always gets asked about internet services, but all he was able to do had a “handshake deal” with the local Comcast rep he knew. Once I learned he made no commission on those deals he brokered we began working together on his projects. He has now become my #1 partner in terms of quantity of sales.

Looking at these two methods I assume some of you are thinking “okay, where is the catch” or possibly “what will this cost me to use?” This is where I hop back on my soapbox and yell the following:

  • NO COSTS to you or your customers

  • THE MASTER AGENT DOES THE WORK FOR YOU. We vet options, build proposals and will even help close the sale for you. Post-sale we work with the suppliers to make sure everything goes smoothly during installation.

  • NO MARK-UP. This is a personal favorite of mine because a lot of master agents will mark up pricing, thus making it more expensive. This is something that Exertis Almo does not do, thus our pricing is identical to what is advertised nationwide.

  • NO SALES QUOTAS. A huge benefit of working with a master agent is there are no sales quotas. Exertis Almo is excited to help you with any project needs, whether that is once per day or once per year!

Given all of this, how many of you have had the “lightbulb” go off and think it’s time to pull out that dusty internet, voice or TV invoice and see if there are savings available to you? While savings and commissions can certainly vary for each opportunity, the key is to take action. No cost, no mark-up, no quotas = No Risk! I would love to take a look at your locations and allow Exertis Almo the opportunity to add savings and commissions to your bottom line in 2024!

ABOUT THE AUTHOR

Rob Voorhees, Business Development Manager II - Technical Specialist

Exertis Almo Pro AV

Rob Voorhees loves helping people, both personally and professionally. He appreciates that his customers have needs, wants and problems that he can help fulfill and solve. A/V and Telecommunications are his lifelong passion as well as a personal hobby. Living by the philosophy of “it’s not work if you’re having fun,” Rob brings a level of infectious passion and polite aggressiveness to every A/V project he takes on, delivering results and satisfied customers. He thrives on education and learning, achieving essential certifications in telecom (CTP and CTNS) as well as Professional A/V Certifications (CTS and DSCE). These certifications combined with his passion enable him to better serve his partners every day. Connect with Rob to explore how he may be able to help you at rvoorhees@exertisalmo.com.

Sony: A Personable and Innovative Pro AV Partner

 

By: Rich Ventura, Vice President Professional Display Solutions, Sony Electronics Inc.

In 2023, Sony Professional Display Solutions will be further reinforcing our core priorities; products, partners, presentations, and people – or as we like to refer to them, the Four Ps. Learn how and why these principles are driving our business forward and how you can make the most of your interactions with Sony.

1)      Products:

Of course, no business would be sustainable if it weren’t for their products, solutions and services – what they offer to the industry. At Sony, our portfolio of professional display solutions is among the most advanced and highest-quality and continues to grow to meet the evolving needs of our end-users, while addressing their largest technology challenges. We provide projectors, displays, cameras, microphones and AI-enabled technologies to the pro AV market and pride ourselves on their purpose-built development, often sourced directly from customer input. But it’s not only the products and technology that have made Sony a market leader synonymous with excellence and innovation, it’s the support, partnership and customer-focus that a brand like Sony offers its users that makes us truly stand out.

2)      Partners:

Partnerships are an integral part of our business, and you’ll see Sony expanding even more in this space in 2023. We recently designated ten charter members of our Professional AV Alliance Partner Network, which enables us not only to better serve our customers but to create more inclusive, user-friendly and compatible solutions for Sony. We also joined forces with signageOS, a leader in cloud digital signage infrastructure, who will provide streamlined integration to support our professional BRAVIA displays and create a more connected digital signage and CMS framework for Sony and our partners across the globe. The alliance will nearly double the compatibility of our professional displays to offer support for close to 60 integrated CMS options. We’re thrilled that we’ve been able to showcase these strategic hardware and software partners, and have their support too, during recent and upcoming shows and events. We will be doing even more to highlight our collective strengths this year, as we plan to expand Sony’s presence in key vertical markets. In 2023, Sony will be jointly elevating our business, as well as those of our partners, by creating even more integrated solutions for our customers.

Another resource to take advantage of, which positions Sony as a partner to the industry, is our Architects, Consultants and Engineers (ACE) Portal. It provides critical resources and materials related to Sony’s professional display solutions, including product technical information and configuration tools for consultants to create application simulations for their end users, as well as case studies, white papers, knowledge, webinars and more. This portal is a great tool for educating and connecting architects, consultants, or A/V design engineers with the necessary tools to maximize their time and productivity before, during and after a project comes together. 

3)      Presentations:

Another area Sony has strengthened our focus on is presentations, thought leadership, and driving our voice within the industry through in-person, virtual, digital and social platforms. We sought new avenues to communicate with our customers as ways of working shifted and found panels to be an informative way to educate and motivate users. Over the last few years, we’ve adopted presentations as a primary way to connect with the community and drive interactive conversations surrounding not only our products and solutions but trending topics permeating the industry. We launched a regular technology-focused webinar series called Tech Tuesdays as well as a bi-monthly online panel discussion with influencers – RVonAV with Rich Ventura. We have also hosted expos and events to give local users a chance to connect with Sony, have hands-on time with our products and get to know our outstanding people.  Additionally, we’ve launched a LinkedIn page dedicated to Sony’s Professional Display Solutions, to engage with our community everywhere they are. It’s an area we’re passionate about and have seen a great response to, which is why we’re thrilled to continue this engagement into 2023.

4)      People:

Finally, our last core priority is people. People are the backbone of our organization and our public face to the community. They close deals, educate our community, support our customers, and ensure users remain loyal to Sony, while also helping create new relationships. For this reason, Sony has taken extra care to prioritize employees’ health and well-being through programs that provide flexible working arrangements and accommodating work/life balance initiatives that foster equilibrium, such as “unlimited” vacation, early Friday dismissals year-round, one Friday off each month and a company-wide break over the summer and during the holidays. We also recognize that to not only retain but grow our employees, we must empower them, which is why Sony offers numerous opportunities for training, education, collaboration and upskilling. For our company, it’s a win that we have very highly skilled, well-rounded and happy employees and for our employees, it’s an opportunity for career growth and self-improvement, while allowing ample time for rest, relaxation and pursuing their personal passions and interests.

If you’d like to connect or engage with Sony Professional Display Solutions, please visit the following resources:

Why Emotional Intelligence is a Critical Skill for the Future Workforce 

The emergence of Artificial Intelligence (AI), machine learning, technological disruption and robotics are driving the need for increased Emotional Intelligence (EI) skills in the future workforce.  

Consider this: 

  1. The World Economic Forum has ranked Emotional Intelligence as one of the top 10 skills needed for the 4th industrial revolution in 2020 and beyond.  

  2. The McKinsey Group has identified that between 2022 and 2030, the need for social and emotional skills will grow at a much faster pace than the need for cognitive skills.  

  3. The Institute for Health and Human Potential’s research indicates that Emotional Intelligence skills now account for 85-90% of what is required for exceptional performance and leadership.   This is a percentage that keeps growing as more millennials enter the workforce.  

  4. In Harvard Business Review’s recent article titled ‘The EI Advantage,’ they state: “Corporate cultures that lack EI are becoming a major liability as business environments change.” 

While AI and automation take over routine mental and physical tasks, EI is becoming the key differentiator in achieving excellence in individual and organizational engagement, product innovation and customer experience.   

All levels of the organization. 

Emotional Intelligence skills are no longer necessary for people responsible for coaching and developing others. The need for EI skills is significant at all levels of an organization: 

  • Individual contributors. With the dramatic increase in the knowledge required to do any job function and the complexity of business processes, every role in an organization requires collaboration to solve problems and remain competitive through innovation - even the most technical roles. In addition, with technology disruption, people have a higher rate of change thrust upon them requiring flexibility and agility that was not needed as much as only a few decades ago.  

  • Customer-facing roles. Having a great product or service is the table stake for a business nowadays. The companies that truly excel are those who build an emotional connection with their customers and create raving fans who recommend them at every chance, including on social media.  

  • Salespeople. The need to be able to connect with clients and be resilient is not new for people in sales positions. What has become clearer is the direct return on investment for having salespeople who are high in EI. For example, a study by Sanofi Aventis found that a group of salespeople trained in Emotional Intelligence outsold a control group that did not receive the training by 12%.  

  • Leadership roles. People don’t leave companies, people leave people. The number one driver of employee engagement and retention is a person’s relationship with their direct supervisor and the degree to which they feel valued, coached and developed, trusted and included. The ability to emotionally connect with employees has become even more critical with hybrid workforces.  

  • Millennials and older generations. Rajat Shah, executive vice president and chief operating officer of U.S. Bridge, a global leader that has built more than 10,000 bridges in 50 countries, finds that when teams have high degrees of EI skills, millennials and older workers start to behave in similar ways with a shared sense of values and capabilities. “Older workers start to behave like Millennials,” he says. “They want to do the same things. They want to grow and learn even in the late stages of their careers.” 

Emotional Intelligence and Innovation 

In today’s world of ever-increasing technology disruption, companies that can’t innovate may not exist in 10 or 20 years. Think of the fate of Kodak, Blockbuster, Atari and even taxi companies.  

According to the Harvard Business Review article, “Today, decisions are made so quickly that organizations can no longer rely on time-consuming top-down decision making and orders dictated from above. More often, individuals must collaborate with each other to solve problems and develop innovative solutions on their own.” 

We’re all naturally creative. Everyone has ideas on how to improve the organization. We all like to have input to things that are important to us. If we’re not using our creativity and innovating, it’s because an emotion is holding us back. 

Most of us have emotional responses to various events during the day, such as an unexpected request, a client demand, a comment, an e-mail or a look from another person. When we have this reaction, our emotional system causes us to lose thinking capacity and working memory. We then lose perspective and cannot create as many options or solutions – we lose our ability to innovate. When we have an emotional response, we have a “need to be right,” and are no longer able to consider other solutions. We become tied to “we’ve always done it this way,” and resistant to new ideas and change. 

Let’s say a client calls and complains and then threatens to take their business elsewhere. The team has an emotional response, looks at who’s at fault, focuses on justifying their actions, starts blaming and moves to right/wrong thinking. This has a serious impact on trust and collaboration, impairing the organization's ability to respond to the client. If the team has learned to manage their emotions, they can avoid these destructive behaviors and keep the outcome in mind. They come up with creative solutions, solve the problem and keep the client’s business. 

Another example where emotions can stifle innovation is when your organization wants people to share their ideas in meetings. The reason people don't share their ideas is they are often afraid someone might get upset if they are challenged by old ways of doing things or are afraid their idea will be rejected. Once they learn to understand their emotions and manage them, then people are more likely to overcome the fear that keeps them from speaking up. Leaders can also learn how to create an environment where people are willing to take the risk and share their ideas– even when it comes in the form of critical feedback. 

The EI-based skills of managing our own emotions and creating psychological safety for others are the keys to fostering great innovation.  

It’s Not Easy, but it’s Critical to Your Future Workforce 

According to Harvard research, only 18% of companies have Emotional Intelligence ingrained in their culture and only 10% measure the level of EI in their organization.  

Why are these numbers so low? It goes back to the Third Industrial Revolution. “Most people value EI capabilities, but organizational processes and systems can work against them. The challenge goes back to Taylorism in the 19th century and the drive for efficiency on the assembly line. Achieving that efficiency included monitoring people with stopwatches. People were basically cogs in a machine that should be made as efficient as possible” according to Annie McKee, senior fellow at the University of Pennsylvania School of Education. 

Fast forward 100 years and machines are now running the assembly lines, not to mention a whole bunch of other things, leaving humans left to focus on the roles that require social and emotional mastery. McKinsey predicts that time spent at work using these kinds of skills will increase by 26% by 2030 across all industries. That outpaces all other human functions, including physical labor and cognitive skills.  

Forward-thinking organizations are cultivating Emotional Intelligence skills in their employees to strengthen the relationships they have with their employees and their customers and to foster greater innovation and agility. As the Harvard Business Review article states, “Outstanding interpersonal and leadership skills are a ‘must have’ if organizations are going to keep pace with their competitors and the social cultures they inhabit.”’ Emotional Intelligence is the critical skill that your organization needs to develop in its workforce to survive and thrive in the continuing technology revolution we are facing over the coming decades.  

For information on IHHP’s on-line Emotional Intelligence training, visit www.ihhp.com/liveonline 

 

Bill Benjamin 

Emotional Intelligence, Performance and Leadership Expert 

What Should a Lessons Learned Process Focus On?

By Brad Malone 

VP of Consulting at Navigate Management Consulting 

When working on an integration project, how often do we hear, “Didn’t this happen last time?” 

Remember, the definition of insanity is doing the same thing repeatedly and expecting a different result. You could say the same about many organizations’ lessons-learned process — or more aptly named, their “lessons-re-learned” process. This is because so many organizations incorrectly call the lessons-learned process a “post-mortem.” That word choice is inappropriate because it reflects a dissection mentality, a search for recrimination after the fact. It inherently poses the question, “Who caused this mess?” when what the AV company should be asking is, “How did this situation occur and what were its root causes?” 

And have you ever noticed that most post-mortems take place for projects already labeled failures? And that they usually only involve the team that was on the project and a couple of executives — one of them from the finance department, wondering how the company could make such errors and remain in business. The primary lesson learned using this approach is, “Hide bad news and when it hits the fan, find someone else to shoulder the blame. Or just cry, ‘It’s not my fault,’ and hope for the best.” Another lesson learned and shared by project managers through this type of approach is to avoid the documentation process at all costs. After all, no one can blame you if they can’t find proof (because it wasn’t written down). 

This is not how a mature lessons-learned process should work. 

 A mature lessons-learned process focuses on the future: 

  • How can your company replicate the best of what you’ve done? 

  • How can you avoid the mistakes and pitfalls that you encountered and learn from the risks and surprises? 

Remember, projects are filled with uncertainty, despite your best intentions and planning. Lessons learned need to be cross-functional and include people not directly involved in the project under review. Always keep in mind; one goal of the process is to help other people “learn the lessons” without having to painfully experience them firsthand on their own projects. 

 

So, what should a lessons-learned process focus on? 

 There are several key areas, not in any order:  

  1. Assumptions testing and validation 

    Were the initial assumptions you uncovered in the sales process valid? Did they change? What were the ramifications of those changes? Do you need to make changes to your documented assumptions in any current and/or future scopes of work? And where did those assumptions come from (not seeking blame; just understanding)? 

  2. The design process 

    Did you have a valid set of blueprints or site survey documents? Did the design reflect the stated (and implied) requirements? Were the drawings kept up to date? If the design didn’t match reality, how did you go about making the changes? And who on the client side knew about the progression of drawings and changes? 

  3. Estimation accuracy 

    Were your estimates within a tolerable variance range (-10% / +25%)? What are the trends across your other projects? Where are you routinely over- or under-estimating? Where are the people producing the project estimates getting their numbers? Were you able to track actual hours at a meaningful level? Were the actual hours submitted truly actual or was someone trying to skew the information to match the original or “approved” estimate? Remember, when you punish people for showing variance from the original estimate, what you’ll get back is data that looks good, but is in fact worthless — and lying on timecards is not one of your organization’s stated values. 

  4. Portfolio and resource management 

    How well did you manage the influx of new projects? Did you have adequate resources (which could include sub-contractors) to support the project? How did the project prioritization process work? Did you allow piracy among salespeople and project managers to occur? When you finished, were you done but not “done done?” 

  5. Risks and surprises 

    How many of your documented risks happened? Did your mitigation and contingency plans work? If not, what could you put in place for the future? Did any surprises come up? How were they escalated and/or handled? If there were any client-facing risks or surprises, did you educate the client about their responsibilities and re-align expectations? 

  6. Change management 

    Did you follow the documented and communicated change management process (including using a field change order and a contract change order)? What is a smooth or onerous process? When assumptions proved invalid? What risks and surprises occurred? Did you educate the client about their responsibilities and re-align expectations via the change-order process? 

  7. Adherence to standards 

    Did the various professionals on the project adhere to documented standards (sales, design, procurement, warehouse, installation, production, programming, finance, project management, service)? If so, what was the result, and do the standards need to be revised? If not, what was the result, and was it due to a lack of competence or discipline, or were some people just too swamped with work to follow the process correctly? How will you remedy the situation? And if some people made mistakes, was it due to a lack of education or was it a behavior issue? 

 

Conclusion 

With these areas of analysis as a starting point, a mature lessons-learned process can pay huge dividends, especially for an AV integration company that works on a multitude of similar projects under tight deadlines. Of course, they must act systematically on their lessons learned, addressing the root causes instead of searching for the easy looking answers. 

 A well-structured lessons-learned process should be viewed as a gift that keeps on giving; the lack of such as process a debilitating illness without remedies. 

Installed Sound Systems: Which Loudspeaker is Right for Your Project?

By: Brion Hanlon, Customer Marketing Manager, HARMAN Professional Solutions

Selecting the perfect loudspeaker for a new space or renovation might seem like a daunting task, even for those who have been doing it for years. It is a bit like a trip to the supermarket for a holiday meal. You ultimately find yourself in the “baking” aisle even if dessert is not on the menu. You are there to stare down at what seems like a thousand different spice varieties crammed onto shelves in such a way that almost makes it impossible to see or consider them individually. There are so many types, shapes, sizes, brands, and of course – the itsy-bitsy fine print.

The same is true of loudspeakers and with good reason. There is no one-size-fits-all sound system. Hundreds of variables go into selecting the optimal audio design for a space, so there are countless loudspeaker options available to address the mix of variables applicable to each unique space or application. But it does not have to be overwhelming. This article is intended to make it less “panic at the grocery store” and a little more “mmm, that sounds delicious.”

First Things First

What are you doing and where?
Don’t get ahead of yourself trying to decide which speakers you need until you have clarity on some basic questions:

What is the role of sound to the experience intended for this space?

  • How important is it?

  • What is it? (Vocal presentations, public announcements, background music, party music, emergency alerts, all of the above, etc.)

  • Will it change over time?

What are the physical attributes of the space?

  • Is it a fully enclosed space?

  • What is its shape and dimensions?

  • How will furnishings, walls, fixtures, etc. break up the space? Will they be permanent or movable?

  • Are there architectural or design elements to consider? 

  • Are there glass walls, marble columns, irregular ceilings, etc.?

  • Are the design aesthetic considerations dictating where speakers can or cannot be placed?

How will the space be used? 

  • Will it be a flexible-use space?

  • Will the listeners be cohesive/interactive or disparate/intimate?

  • What is the business/revenue drivers for sound (or absence of sound) in subsets of the space?

Next Things Next

Loudspeaker Categories
There are some key categories of commercial loudspeaker options, defined primarily by installation considerations. Within each category, there are segmentations or tiers distinguished by criteria such as overall sound output, coverage patterns, or nuanced sonic characteristics.

Subwoofers
Subwoofers are specialized speakers that compliment primary loudspeakers with extended low-range bass when needed, often for high-energy music delivery.

Ceiling Speakers
Ceiling speakers are a favorite for many commercial applications to support often larger, open spaces. Tucking speakers into the ceiling unobtrusively above intended listeners’ heads places them out of sight with few or no obstacles between the loudspeakers and the listeners ears that could affect the delivery of quality sound. There is likely to be a plenum or a space above the ceiling, where appropriately specified speaker cabling can be placed for ease of installation. With plenum ceilings, speakers should always be installed with complementary back-cans or housings that ensure these speakers always sound their best and have no opportunity to bleed into adjacent spaces. 

Pendant Speakers
An alternative option for spaces with open ceilings is pendant speakers. Open plan designs are very popular but limit the options for both in-ceiling and surface mount speakers. Pendant speakers hang from the ceiling using various cable lengths to bring the sound lower and closer to listeners’ ears, where the conical coverage patterns of carefully placed speakers can achieve a crisp sound quality.

Surface-Mount Speakers
Surface mount speakers can be mounted on walls or architectural elements such as posts, columns, eaves, etc. There are many scenarios where this may be the optimal installation option. For example, in a space with towering ceilings such as a worship venue, the distance between the ceiling and the intended listener may be too great to achieve a coverage pattern that will produce clean, consistent sound. If walls or other elements are available to bring the sound closer to the listeners ears, the results may be better. For retrofits or sound upgrades, it may simply be impractical or messy to cut holes for ceiling installation. The trade-off is largely an aesthetic one. Surface mount speakers tend to be less obscure than ceiling speakers, though they can be painted to blend in with design elements. There are also in-wall speaker options, which some might consider a worthwhile design compromise. Similar considerations about back-cans apply to in-wall speakers.

Column Array Speakers
These might be considered a specialized sub-category of surface mount speakers, which based on their shape and profile may be preferred as a more visually appealing option than other wall-mounted speakers. However, there are also some technical differentiators. Column speakers designed for professional use are comprised of multiple small cone-type drivers, which are vertically arranged within various lengths of columnar housings. The resulting sound is characterized by wide horizontal coverage but limited vertical coverage above and below the enclosure. The tightly controlled coverage pattern helps to provide even coverage from front to back of the space and makes them a good option for applications with reverberant surfaces and other challenging environmental characteristics. Some premium versions of column array speakers utilize specialized digitally steerable technology. This enables amplification, delay and equalization of each tweeter to be individually defined, so sound can be optimized for long or short throws as well as other characteristics that may be unique to a particular application.    

All Weather and Landscape Speakers
Some standard speakers, including many models within JBL’s Control Contractor series, are designed for both indoor and outdoor use, with weather “resistant” cabinets or specialized grills and cover accessories. All-weather and landscape speakers in this category have a higher IP (moisture and dustproof) rating and are designed for extended exposure to weather elements and other environmental factors. A speaker’s IP rating is a measure of its ability to withstand the intrusion of both liquid and solid particles for an extended period. An IP rating of 67 is considered to be the highest IP rating for a commercial loudspeaker and an indicator that it is highly resistant to water and dust. All-weather speakers come in various form factors and performance ratings for a wide range of installations, including entertainment applications in theme parks and pavilions, public announcement and safety applications in transportation hubs and many more.
Landscape speakers are designed to blend in discreetly with plants, rocks, and other landscape architecture elements. Form factors include ground-stake options, mushroom-style models and even speakers and subwoofers designed to be installed in primarily in-ground applications. When considering landscape speakers, you will want to be mindful of features that provide protection from factors other than weather. For example, the green hue of JBL’s Control 80 mushroom landscape speakers is continuous through the full depth of the rugged polyethylene housing, so a nick or scratch caused by an errant golfer or landscaper will be less noticeable.

Getting Down to Details
Once you have taken the time to consider these initial discovery questions, have a fairly good idea of the speaker style, and installation options that make sense for your space and desired sound experience, you may be ready to discuss your ideas or project further with a solutions expert at EDGE. Be prepared to share your design plan and all the pertinent details, including construction plans, contractors, budget and project priorities. They will assist you in fine-tuning your plan and narrowing specific options that will meet both the performance and aesthetic requirements of your project. JBL also offers some helpful online tools such as Distributed System Design (DSD) software that will help you calculate what quantity of a particular speaker model will provide adequate coverage for your use case as well as configuring a rough plot schematic for optimal speaker placement.  

Best of luck on your project and for turning your sound design ideas into functioning reality.

For more details on JBL’s complete line of contractor speakers, check out this brochure.

Legrand | AV’s Secret Weapon

If you like free things, you’re going to want to keep reading.  

The Solutions Engineering Team formed at Legrand | AV in 2020. This elite squad of experts is ready to leap in to help partners with a host of services to help build amazing AV experiences.  

The five members of the group come from all areas of the AV industry and bring an incredible range of experience to helping customers through the more technical challenges of system design. They don’t blink twice at the idea of researching new solutions for hours to resolve a challenge. The Solutions Engineering Team’s first mission, though, is to help customers through the design process. This can be beneficial in several ways.  

  1. It’s a service provided at no extra expense to our partners.  

  2. It helps professionals who are new, or experts in one particular field of AV, overcome gaps of knowledge or gain insight on products they did not know we offered. 

“There’s a level of expertise that we bring to the table for Legrand products that you don’t have if you don’t work here,” said Brian Retzlaff, Manager of Solutions Engineering.  

When designing AV systems, they’ll include both Legrand solutions as well as other manufacturers to create a complete, ready-to-deploy system. 

Some large manufacturers have similar design assistance teams, but they are often focused on big ticket items like video switchers and control. With the breadth of brands and solutions through Legrand | AV, most of which are designed to support big ticket items, Retzlaff says they have much more flexibility to work with third party products because they aren’t competing with those manufacturers. 

They’re also happy to look through existing designs for possible product swaps to include more solutions from the brands you trust or suggest better solutions to create the experience you want to achieve. With their insight into supply chain and stock status, they can help avoid costly delays by suggesting alternatives. 

“They want to put our product in when they can because they know our brands,” Retzlaff said. “They know they won’t have issues. Legrand | AV brands are among the most highly respected brands in the industry.” 

You can catch some of their design work on Legrand | AV’s diagram pages. While these diagrams aren’t a “one size fits all” answer, they provide the foundation for specific types of applications. Feel free to use them to start the conversation with your customers. If the diagram is missing a component or you want to gussy it up with an image of the actual room you are installing, Solutions Engineering can help with that as well.  

As if that wasn’t enough, they are also available for training on basic or advanced levels. They can do this remotely or set up in-person, hands-on multi-branded training on the topics you choose. Industry credits are available upon request.  

You might be wondering why they do this. In addition to making, it easy to work with them on projects that require more support, they get insights into trends or needs that Legrand may not currently be meeting to help create custom solutions or long-term product direction. When their engineers and your engineers get to talking, good things happen. In other words, it helps them provide you with better products and services, now and in the future.   

The best way to initiate a project with the Solutions Engineering Team is to reach out to your territory sales manager and ask them to make the connection. That way they can be fully briefed on the situation to make the most use of your time.  

The team is happy to respond to emails at av.solutions@legrand.com. 

Four Reasons Installers Love the Foundation® LED Mount System

Precision and ease of installation are key factors in a successful LED videowall installation. That is why Draper built the Foundation® Mount System for LED with installers specifically in mind.

But anyone can say that. What makes the Draper Foundation different?

From the very beginning of the process, our design and engineering staff looked at each piece and process through the eyes of an installer. This led to several unique and powerful advantages to installing Foundation. Here are four of them:

Our designs are manufacturer specific.
Draper® partners with leading LED manufacturers to develop Foundation mounting solutions specific to their products. We are able to do this by providing the same structure, but with brand-specific interfaces to attach LED panels to the structure. That means no additional cutting or modifications are needed onsite, unlike some LED mounts which are promoted as “universal.”

We make it easier to get into the building.
Even though LED mounts ship unassembled, it can be difficult to get the pieces into a building. Larger video walls may not even fit in a service elevator. Foundation is designed to avoid this issue. All components are sized so that even on very large video walls, you’ll have no problem getting them into the building or into the installation area.

Our design overcomes site conditions.
Technicians never know exactly what conditions they will be working in. The wall may look flat, but there are enough waves or imperfections that it will be difficult to accommodate LED. The same issue might be found with the floor.

Foundation adjusts to absorb inconsistent wall flatness to create that flat attachment surface. The Foundation also helps get the system plumb and the bottom row of cabinets aligned and level.

Foundation is both precise and adjustable.
A high level of precision in design and manufacturing is required of any LED video wall structure, especially with narrow pixel pitch (NPP) displays. The very tight pixel spacings require tighter tolerances on the structure.

Draper designs and manufactures Foundation with great precision in our Spiceland, Indiana facility so you can always be confident that it will place the LED panels exactly where they have to be for a flawless viewing experience.

You can learn more about the Foundation in this short behind-the-scenes video

5 Reasons Why AV Events are Essential to Growing Your Business

Written by: Rob Voorhees, Business Development Manager, Exertis Almo Pro A/V

I will be the first to admit that I have a very “special” love/hate relationship with traveling of any kind. If you were to ask my wife, she would tell you that the hardest part of making plans to travel, anywhere (near or far) is getting me to first, go along with the idea. However, if you are lucky enough to get me out the front door, I normally will have a great time wherever I am!  I am 110% a “home body”.  I love being around my kids and familiar surroundings and try to keep a low profile as much as possible.  It does not mean I HATE doing things, it just means that you have to try a little harder to convince me to stop doing what I generally love doing. 

Given this, you might be surprised to learn that I LOVE industry events, which are related to my line of work!  I will state the obvious- work travel events can be long, drawn-out weeks where the days blend into nights and are only extended further by the dreaded airline issues that plague most of us.  However, putting all of this to the side, when you are right in the thick of one of these events and doing what you love, there is nothing quite like it.  After having experienced 4 events in the span of 6 weeks back in Sept/Oct, I felt compelled to highlight the 5 main reasons why these events are so essential and the benefits that I see from each.

Reason #1- THE PEOPLE. This was possibly the most obvious.  When you work with people you generally care for and have strong relationships with, you will be eager to spend more time with them.  I want to tell you all about Cheryl Walton, Director of Business Development for EDGE. Cheryl and I had only met face to face more recently but shared a common bond as we both come from the great state of NJ and had common connections. (Shout-out to Mr. Patrick Whipkey!) While attending the 2022 CI Total Tech Summit in Orlando, I ran into Cheryl at the Exertis Almo/Samsung sponsored corn hole tournament on the first night.  It was as if I had run into a family member!  The smile, hug, and ensuing conversation we had to catch up was a great way for me to begin my time there and something I will always look forward to when crossing paths with Cheryl again!

Reason #2- THE PLACES.  This one might also be obvious, but I think we will all agree that working in the AV industry affords us the opportunity to visit some cool places.  Having visited Las Vegas a good dozen times at this point, it is NOT on my list of favorite destinations.  However, even after my recent visit in September for JBL Fest from Harman Professional Solutions I find myself experiencing new things and coming home with new stories and memories that I would not otherwise have had. (Such as a concert outside my hotel room window and seeing Nelly in the airport the next morning!)  I find it impossible to NOT enjoy myself when you are somewhere new and surrounded by these types of experiences.

Reason #3- THE EDUCATION.  How many people just looked away when I said EDUCATION?  Hear me out on this!  I am not hear to talk about book learning and how studying Ohm’s Law will help grow your business.  What I am here to say is that I have this burning desire to constantly be learning.  This desire follows me each day, even when I am with my kids or doing a household chore.  Having come into the Pro AV industry at the age of 35, it took me nearly half a year before I even understood what Pro AV even meant!  I was greener than green and probably asked many ridiculous questions along the way.  Fast forward, nearly 6 years and I still ask some ridiculous questions, but it is all part of my need to learn.  When you attend any given AV event, you are almost immediately surrounded by learning opportunities.  Being employed by Exertis Almo magnifies that, all thanks to our award-winning E4 Experience.  The E4 events are held 4 times per year in the spring and fall seasons and they offer a perfect blend of Reasons 1-3 above.  With that being said, 1 of the 4 E’s is EDUCATE! (Explore, Engage, Educate, Expo).  I cannot attend any E4 without bringing something back with me.  While attending our most recent E4 in Boston, MA, I attended a panel discussion on “Diversity, Equity, and Inclusion” and listened to the panelists speak on Neurodiversity specifically.  This topic is so special to me that I came home from Boston and have been working (and writing) about Neurodiversity and finding new ways to get involved.  This probably would not have happened had that panel discussion not occurred or if I was not in Boston that day.  The expo portion of E4 (or any other industry event for that matter) is another great way to further your education.  Similar to the Total Tech Summit, you are surrounded by manufacturers who are there to educate you on their products and services and help you find your “a-ha” moment. Sure, they all want to sell you something, but I find its more in an indirect manner and not so much shoving an order form into your face the second to walk up to their booth. The key will always be your desire to learn and if you possess that desire, the AV industry offers some of the best events I have ever attended!

Reason #4- THE NETWORKING.   This could easily be a piece of THE PEOPLE, but I view the two different enough that it warrants its own description.  When I talk about people, it is purely referring to my enjoyment of catching up with colleagues, new and old, and just enjoying each other’s company.  When I speak on NETWORKING, I am directly talking about the topics of discussion and the connections we make that can benefit everyone down the road.  When I joined Almo in 2017 and was brand new to Pro AV, I will be the first to say that my “network” was laughable at best. It is only my fault though!  I simply had not networked much throughout my career and was so focused on sales that I would ignore those who did not buy.  Rookie Mistake!  Looking at where I am at now and my network has never been better.  I get enjoyment out of meeting new people from the same walks as me who can share tips and stories that will probably resonate with my own tips and stories.  Someday, we might do business, but more often than not, we just want to stay connected and offer support in some way, shape, or form.  The networking opportunities at AV events is second to none. Thinking back to my 4 most recent events that I have spoken about previously, I have stories/memories from each about how I connected with old contacts and also met new ones.  Without naming any names, 1 of those contacts from September has already led to new opportunities for me both short term and long term!  I am here to tell you that not all networking needs to be done at 1am while at a bar on the Vegas strip.  You just need to be open to conversation, share a smile and a handshake and be willing to support the other person however you can.

Reason #5- THE PASSION.  I love attending AV events because quite frankly, I LOVE WHAT I DO!  While the trips can sometime be long and the work can be tiresome at times, I love it all.  When I return to my hotel room each night I will always text or call my wife and kids and explain what I did that day and although I cannot wait to get home to them, they are normally thrilled to hear when something went well and I enjoyed myself. (Except for when I brag to my wife about the fancy restaurants I occasionally get to eat at- she hates that part!)  We attend these events because of our passion for our work and our desire to improve.  If you step off that airplane with a love for AV and all that comes with it, you will be guaranteed to enjoy the trip more than if you are miserable to be there.

Whether direct or indirect, I can truthfully state that the events I am fortunate enough to attend have impacted my brand/business in some way.  The person you greeted, booth you walked up to, class you sat in on, or networking event you attended could all lead to something down the line.  The key to remember is that you miss 100% of that by not attending in the first place.  After going through the past couple of years that we have gone through together, NOW is the time to get back out there and experience all that the AV Industry has in store for us! 

In keeping with the spirit of Reason #4, I would love nothing more than to connect further with each of you.  Please add me to your contacts, Rob Voorhees 215-251-7685, rvoorhees@almo.com and/or connect with me on Linkedin today!

How to Use Customer Service as a Growth Strategy

By: ADI Global Distribution

How to Use Customer Service as a Growth Strategy

Grow your business with the simple tactics

As a systems integrator, you understand the importance of growing your business. Delivering superior customer service at every touchpoint is one way to do that.

Focus on customer service and the good news is that you'll find that your retention rate improves as a result. Plus, a positive relationship and conversations with happy customers can lead to upsell opportunities, essentially helping you grow your customer base and business. This is why we refer to customer service as a growth strategy.

Referrals

There's a reason the referral method is so popular today; it works. Reward your happy customers who bring you a new customer by giving them a financial incentive, like a bill credit or a gift card, for example. You just might find that a referral program is a highly effective method for bringing in new business.

In many ways, referrals are a lower-cost market development strategy when it comes to bringing in new customers. Just think about the costly nature of an advertising campaign or a trade show, for example. Keep in mind that you need happy customers to see this come to fruition on a regular basis, so be sure to always make customer satisfaction a priority at your company.

Leave a good impression

If you impress your customers at every touchpoint, they are likely to remain a customer and give you that much-desired referral. This means that every employee who interacts with your customers should understand how to interact with the public. Your technicians, for example, need to possess the requisite customer service skills to make the next service call or installation a positive experience for everyone involved.

The moment of installation is often the most important customer touchpoint as it’s the only face-to-face interaction with customers. Stress the importance of this to your installers and you're likely to create a base of happy, new customers who are willing to purchase more from you because of the care you took when in their business or home.

Follow-up to upsell

As we mentioned earlier, a satisfied customer is an easier one to upsell into other products or services. After you've completed an installation, that's a great time to follow up with your customer. First and foremost, you want to find out how the installation went.

You can do this through a post-installation phone or online survey or have a customer service rep follow up to see how the visit went. If the experience was positive, that is the perfect time to attempt to softly upsell other products and services. Your customer service rep should ask if they're interested in other products or services and pass the call to an experienced sales rep. If the installation experience was not a good one, you'll need to see what's needed to make that customer happy; otherwise, you just might lose them.

Measuring customer service

If customer service hasn't been a priority for your company, now is the time to begin measuring where you're at. This could begin with an easy-to-take phone survey at the end of each customer service call to see how effective the rep was in solving a customer problem.

You can also get a gauge on how you're doing when it comes to customer service by measuring on-hold (wait) time for incoming calls, for example. If you are keeping customers on hold for an extensive period of time while they wait to speak with a customer service representative, there's undoubtedly room for improvement. Maintain strong customer service metrics, and you'll have the foundation you need to retain customers and upsell other products and services.

Repairing your customer service experience

If your customer service metrics are not where you need them to be, there are several simple ways to get started.

First and foremost, implement an ongoing training program for your new and existing customer service reps and technicians. Share policies, procedures and best practices with your reps so that each one is providing the best experience possible, no matter who the customer speaks to. You may find active listening exercises, easy-to-follow customer service templates and other training mechanisms useful for your team, as your employees may not see the ways they may be creating a good or bad experience.

Your team can also listen to call recordings or live calls to see how your customer support team handles challenging situations. Continual coaching is a great way to regularly reinforce strong customer service, so be sure to provide it.

Regardless of where you begin, keep in mind it's a journey. Once you do feel the impact of a customer-centric culture, you'll find that consistent growth is ongoing and tied to your customer satisfaction metrics and ratings.

Shure MV7 Microphone is Now Zoom Certified

Shure says the MV7 is the first to receive certification under the ‘ProMic’ category of Zoom’s Personal Workspace Certified Hardware.

Posted on September 12, 2022, by CI Staff

To help modern workers and creators communicate better, Shure has designed the MV7 microphone to specifically elevate the speaker’s voice so everyone can experience clear, rich audio. The Niles, Illinois-based company adds that the MV7 microphone enhanced its status as a top microphone for hybrid work. Moreover, it has become one of the first to be certified under the ‘ProMic’ category of Zoom’s Personal Workspace Certified Hardware.

The Zoom Hardware Certification Program helps customers identify hardware solutions that integrate seamlessly with the platform. The MV7 microphone underwent rigorous testing and is certified according to Zoom’s stringent ProMic category certification requirements, says Shure.

The plug-and-play setup makes the MV7 ideal for hybrid workers who are investing in an external microphone for the first time. It is also suitable for an up-and-coming creator looking for a microphone that grows with them throughout their career. The MV7 features Shure’s Voice Isolation Technology. This elevates the user’s voice and deliver studio-quality audio for clear communication. No matter the environment, the MV7 microphone brings vocals to the forefront and enables uninterrupted audio every time.

Improved Audio Quality

“Typical laptop microphones aren’t able to deliver the same high-quality audio as an external microphone,” says Paul Crognale, associate director of musician and consumer audio at Shure. “The MV7 is equipped with Voice Isolation Technology to highlight your voice and prevent any unwanted background or room noise from interrupting your audio. The Zoom certification lets you know that the MV7 microphone works with the Zoom platform while providing a high-quality communications experience at your personal workspace.”

According to Shure, the MV7 is an essential tool for anyone looking to improve audio quality at home. Thus, podcasters and creators alike, trust it. The intuitive design is also incredibly user-friendly and simple to set up and control. This makes it a versatile option for joining important conference calls or recording a podcast. A hybrid USB and XLR output on the MV7 ensures a compatible connection with virtually any computer or professional interface.

Also Read: Shure on the Stem Ecosystem Conference Room System

“Audio quality plays a paramount role in any meeting, presentation, call or webinar ― especially when you are the presenter. To highlight this importance, Zoom added ProMics as a category to our Hardware Certification Program. We are pleased to include Shure’s MV7 microphone as the first device in this new category to earn this classification. Shure worked closely with our rigorous guidelines to reach certification,” adds Jeff Fox, Zoom’s strategic alliances marketing lead.

Learn more about Shure here.

 
 

9 Tips for Successful Mass Deployment of Conference Space AV

Posted on 7/6/2022 7:00:00 PM by Legrand AV Team

9 Tips for Successful Mass Deployment of Conference Space AV

If you work in the corporate AV space, odds are you are getting more and more requests for video conferencing spaces. With many companies moving to a hybrid workforce model, there’s an ever-changing mix of in person to remote team members for any given meeting. Video conferencing isn’t just a nice add-on to a meeting room anymore. It’s a must have.  

There’s a reason repeatable success is one of the  in corporate video conferencing – speed and efficiency matters to meet the demand for video conferencing spaces that unite in-office and remote employees. Knowing how to quickly roll out video conferencing systems is vital.    

Keep reading for a dive into what matters with mass deployment and how you can orchestrate enterprise-level rollouts that get people singing your praises. 

Forum Collaboration Suite

The Big Picture 

Strategically deployed AV systems create spaces that put people first and encourage collaboration. Repeating that success across an enterprise leverages time and cost savings while simultaneously generating familiarity and cohesion for end users. The brands of Legrand | AV are uniquely positioned to help businesses and organizations develop a new hybrid mindset and culture of belonging.     

That’s why Legrand | AV has designed easily deployable conferencing solutions that result in better collaboration – helping employees be seen and be heard, no matter where they’re working.  

How do we do that? Great question! Here’s two quick time-saving examples that make conference room rollouts a breeze.  

  1. Chief Tempo Flat Panel Floor Support System uses the floor instead of the wall to hold the display, eliminating the need for costly, time-sucking site inspections and remediation. Not to mention they are easily installed by one person in short order.

  2. For bigger rooms that require projection, Da-Lite’s Tensioned Advantage with SightLine cable drop system lets you set the drop height to meet that room’s needs without having to measure (and possibly mis-measure) the amount of black drop needed.

Just eliminating these bottlenecks saves time and headaches for a single room. Multiply that time savings across a rollout, and you are growing your reputation as an AV wizard. 

Tempo Flat Panel Floor Support System

 There’s a lot more the brands of Legrand | AV do to help with large rollouts you should know before you start planning your spaces. We’ve even put it in a handy list.   

Time and Cost Savings  

Solutions that save time are worth every penny because they save dollars in installation and maintenance costs. In addition to the time-saving solutions mentioned above, there are many more that ease installation headaches. One example is PTZ cameras that use PoE+ power so they can be placed where you want them without having to hire and schedule an electrician.  

Expert Planning   

Legrand | AV’s Solutions Engineering team is ready to assist with system designs that you can rely on to work across hundreds of conferencing spaces. This is a free service provided to dealers that gives access to the product expertise we bring to the table. Still want to do it yourself? We have pre-configured AV series racks, a 3D design tool for racks, MountFinder®, Screen Designer, ConnectXpress™, and many more online tools to help get you on the way to successfully specifying conferencing systems.    

Installer Friendly 

Many Legrand | AV solutions are designed to be installed in stages to match the real-world timing of an installation in new construction environments. We also engineer AV solutions that limit the number of installers needed – even down to keeping pieces under a certain weight limit for safety.  

ConferenceSHOT AV

Ease of Use    

The end user experience should always be a consideration for AV systems. A great system is no good if it’s hard to use. Consider conferencing equipment that only requires a USB connection to the presenter’s laptop. No tedious driver installation needed. Enjoy the value of conferencing solutions that end users don’t need to think about – they just work.   

Ease of Service and Maintenance    

Time savings doesn’t stop when the installation is over. With more rooms to manage, you want to factor in the ability to program repeat configurations across an organization, update all camera firmware at once, and load storage solutions off site before deployment. Remote management for network, video conferencing, and power systems dramatically reduce the need to be on site to solve problems. When a site visit is warranted, you want solutions that provide access to equipment with little hassle so you can get the room online again quickly. 

Pre-Install  

Consider the efficiency of configuring racks and storage solutions in a centralized location for standardization and bench testing advantages. Proximity™ in-wall boxes can be pre-installed at the site while the gear is secured to the LeverLock™ system or equipment panel off site to be ready when construction is finished. Frame to Furniture solutions allow you to configure the rack-mounted gear and add the custom finished panels at another time. We can even provide cables at the precise length needed for the installation.    

Tensioned Advantage with SightLine

Kitting    

Cables can be ordered in kits at the room level to save time sorting and assigning cables to each room. We even send each room’s kit in one box to save time unboxing individual cables.  Reach out if you want to have them unpackaged and labeled.

Packaging  

We’re so into helping installers at any phase of the process, we’ve even thoughtfully designed how products are packed in the box. Superior out-of-box experiences mean access to the part you need when you need it with minimal waste. See what we mean with this Tempo install video. 

Listings & Ratings

Legrand | AV solutions are tested to meet a variety of standards. Look for UL-listing, TAA compliance, environmental documentation for LEED, warranties, ADA compliance, OSHPD, and many more certifications to meet organization requirements.  

Added together, the brands of Legrand | AV go to many lengths in order to make large-scale installations as easy as possible. Objectively so.  

Be sure to check out our latest guidebook on Repeatable Success in Mass Deployment to dive even deeper into these topics and how each brand works to help you succeed.

Rethinking Inclusivity in Hybrid Working: From Square Feet to Pixels

By: Jarba

Pixel Real Estate Will Change How We Think About Inclusivity in Hybrid Work

As organizations around the world reconsider their real estate needs, and as video meetings continue to become a more ubiquitous part of our professional lives, we need to consider how pixel real estate will change our interpretation of presence in hybrid meetings.

Considering Presence and Inclusivity in Hybrid Work

During fully in-person meetings, everyone is given a seat at the table. This is part of how we ensure that everyone can be included in the discussion and can contribute on an equal playing field. But in hybrid working, where some people attend meetings in-person while others join remotely, the playing field no longer exists solely within the physical meeting room; we must now consider avenues of inclusion for those who join remotely.

Technology Bridging the Hybrid Divide

Our recent Hybrid Ways of Working 2021 Global Report, which surveyed more than 5,000 knowledge workers globally, found that 84% believe technology can help all employees have equal access to opportunities at work. Two of the top five reasons they gave for this increased equity are by helping make everyone feel included and represented in meetings (41%) and by giving employees equal screen space (30%). Needless to say, employees see great value in creating inclusive hybrid environments by leveling the virtual playing field with professional technology.

Pixel Real Estate

One of the ways we’ve been thinking about inclusion in hybrid environments is through pixel real estate. This refers to the amount of screen space an individual takes up in a virtual meeting. Regardless of whether this meeting is fully virtual or hybrid, our ability to see each person equally effectively translates to our degree of presence in the meeting. As we continue to integrate unified communications platforms such as Microsoft Teams and Zoom into our daily work activities, leaders and organizations will need to increase their focus on equal pixel real estate to offer inclusive and flexible work environments. 

How Video Levels the Playing Field for Both In-person and Remote Participants

For the most part, fully remote virtual meetings provide a relatively equal pixel real estate experience; everyone is joining from their individual video stream, so each is equally represented on screen. But without the proper video technology for hybrid meetings, both remote and in-person participants can be at a disadvantage.

Aurangzeb Khan, SVP of Intelligent Vision Systems at Jabra, has been working with exactly this issue. “The reason many employees are advised to use their personal devices to join meetings,” he says, “is to ensure equitable pixel real estate.” However, if you’re physically in a meeting room during a hybrid meeting, “you may have a disadvantage because you look smaller than other people, because there are multiple people within a field of view.”

This creates a subpar experience for everyone: remote participants strain to see their colleagues, and in-person participants aren’t equally represented in the virtual field. To solve this, Aurangzeb Khan says that “the next generation collaboration experience now has meeting rooms with full video coverage, which have been individualized and presented in an equitable grid.” With the right intelligent video solutions, cameras are now powerful enough to individualize streams and zoom in on each person present in a room and effectively present them on screen in the same way that remote participants are seen.

Moving into the hybrid future, leaders and IT decision makers will need to consider their video capabilities and how they can boost employee pixel real estate for a more equal and inclusive experience.

Leveraging Manufacturer Services for Project Support

By: Thomas Ahern, Design Services Manager for AtlasIED

Audiovisual, security, and tech rich systems are unique in their complexity and the rate at which the technology evolves. While expertly trained, integrators can sometimes be challenged by project timelines, product availability, interconnecting brands, and scope creep. More than ever, integrators should consider manufacturer services as a seamless part of their project support.

AtlasIED’s own Thomas Ahern, Design Services & Tech Support manager, explains how our integrator partners can leverage our Design Services to help ensure efficient project deployment and maintain profitability.

How can AtlasIED help integrators avoid incomplete, inaccurate, or poorly documented scope of work?

Our team of designers and technical support specialists can assist a project by provided a complete bill of materials for all AtlasIED solutions included in the project as well as recommendations for other necessary equipment and notes on how to interface with other systems or devices that might be needed in order to fulfill the project requirements and/or customer's needs. 

We basically act as a part of the integrator's support team that can put another set of eyes on a project design and view it from a different perspective which can be very valuable, especially in complex projects. Our entire design services process, including the required information for us to start a design, is intended to expose any incomplete, inaccurate, or poorly documented information at the very beginning. 

How can AtlasIED assist integrators in avoiding underestimated labor quotes?

When an integrator submits information to us for a project design, we include a number of speakers for proper coverage, speaker installation locations, quantity of amplifiers necessary, an overall number of devices in a system (including non-AtlasIED devices when they are integrated with our solutions), and where they are located in the building or space which helps to establish the number of cable runs and length of cable pulls for a more accurate labor estimate.

Additionally, for digital systems, AtlasIED offers some very simple programming interfaces with preset EQ files for quick and easy tuning which can allow for lower level techs to complete the installation and save some labor costs that way as well.

How can AtlasIED help integrators identify "other" costs that may impact their bottom line?

Our designers and tech support specialists know our products inside and out. They have experience working with integrators from many different verticals and pipelines and that use various other devices to integrate with our solutions or that plan to integrate our products within other systems. Just like another set of eyes on the original scope of work, this experience and different perspective provides a layer of security against "other" costs sneaking into the project.

How can AtlasIED help integrators to avoid design oversights and ommissions?

Throughout the design process, AtlasIED experts provide a complete bill of materials, a list of other/non-AtlasIED products, and a line diagram showing wiring connections. Connecting the dots from point A to point B on every amplifier channel, signal path, and cable run typically exposes any oversights or ommissions. 

We can also help an integrator identify any licenses that may be necessary, define how many licenses they will need, and select any products that may require a UL listing or certification in the application it is being used.

How can AtlasIED support integrators with project execution, planning, and documentation?

In addition to complete bill of materials, speaker layouts and coverage patterns, and line drawings of wiring connections, AtlasIED also provides BIM objects, CAD drawings, and other forms of documentation that can aid in project management.

Project designs are organized within the bill of materials by zone and equipment associated by zone. This is extremely helpful to project managers because they can apply certain expenses and hardware to specific phases of the project calendar.

And we can support the project execution and planning by providing insight into product availability based on when the products will be needed. 

How can AtlasIED help integrators to avoid unanticipated circumstances?

Things happen. We understand that. And while we try to avoid these circumstances wherever possible, when they do happen, AtlasIED has a diverse product lineup of over 2,000 solutions that can allow for simple product substitutions and one of the best warranty policies in our industry.

How can AtlasIED assist in avoiding undocumented or poorly documented change orders?

AtlasIED's design team can help identify risks within the design which enables the contractor to be proactive in communicating and avoiding those risks to execute a smooth project. This proactive approach provides a contractor the ability to charge for change orders if/when they happen which helps to maintain their profitability. 

How can AtlasIED help integrators put a stake in the ground at the end of a project?

AtlasIED offers a Platinum Assurance Program for some products and solutions that provides comprehensive support at a fixed price that allows budgeting years in advance. Benefits such as priority tech support, extended hardware and software warranty, and local availability of critical spare parts allow customers to have confidence in their investment and ensure integrators are covered for support that happens after the initial system deployment.

About Thomas Ahern, RCDD

Thomas has designed, sold, and installed his AV systems since he was 16 years old. He has worked as a technician installing sound, video, and lighting systems in night clubs, restaurants, and hotels in addition to working as a stagehand, sound engineer, and stage electrician including work on Broadway and mixing front of house and monitors on several national concert tours and industrial shows. He obtained his BICSI RCDD certification in 2002 and has spent his career at AtlasIED as a Southeastern Regional Sales Manager and most recently as Design Services Manager responsible for a team of expert AV designers of low voltage systems for industrial, K-12, higher ed, healthcare, corporate, and DOD markets.

Stem + Microflex: Great Conferencing Audio, Times Two

stem-microflex-great-conferencing-audio-times-two_header.png

Originally posted on shure.com/ on 5/28/2021

Shure makes every voice count — from the boardroom to the classroom.  With products that are innovative, flexible, and built to last -- our audio solutions allow you to make the most of every meeting.

Most of the time, Shure Microflex microphones, wireless systems, DSP units, and loudspeakers are configured into bespoke solutions that meet the unique needs of each customer, whether that’s a university, corporate headquarters, or government agency. 

But for smaller businesses with just one or two meeting rooms, a custom-tailored AV installation may be a bigger project than they are comfortable with.  Yet they still want better audio than an all-in-one audio appliance from an office supply catalog can provide.

Even major AV projects at large organizations managed by a systems integrator often include an assortment of smaller rooms that need a simple solution that doesn’t require much programming and installation time.

That’s why Shure acquired Stem Audio.  Together, the Microflex and Stem Ecosystems give systems integrators an even broader menu of options to satisfy the complete spectrum of their clients’ needs, from a large multi-functional training room at a corporate headquarters to a basic meeting room at a branch office.  Having more choices allows integrators to offer a customized solution where it’s appropriate, and a simple, more cost-effective audio package that streamlines installation yet still offers premium performance.

How the Microflex and Stem Ecosystems Compare

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The Microflex Ecosystem has been enormously successful, in part because it can be endlessly customized and integrated with third-party AV equipment and control systems and it is certified for use with popular collaboration platforms.  Integrators are free to choose exactly the right blend of microphones, processors, loudspeakers, and third-party control systems that can be precisely assembled to fit the functional needs and architectural characteristics of the space – which might be a traditional wood-paneled boardroom or a contemporary divisible university classroom.

Microflex Ecosystem for AV conferencing

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The Stem Ecosystem appeals to clients seeking a more straightforward approach that provides confirmed performance with a choice of ceiling, wall, or table microphones but requires minimal programming and on-site configuration.  Their meeting rooms tend to be standard spaces with no significant acoustic or architectural elements that might complicate AV system deployment.

Stem Ecosystem for AV conferencing

  • The Microflex Ecosystem is ideal when the client requires a best-in-class solution that is precisely tailored to provide AV conferencing, sound reinforcement, recording, or voice lift (or a combination) in spaces with acoustic or architectural challenges. Additional features like audio encryption or certification with leading software and hardware collaboration platforms may be required. These projects are often managed in consultation with a system designer, architect, or interior designer serving top-tier corporate, education, or government institutions.

  • The Stem Ecosystem is appropriate when the client’s needs and budget dictate a straightforward audio and control solution specifically for videoconferencing, that allows streamlined installation in standard meeting rooms that do not have any special requirements. These projects can involve just a few rooms at a small business or many small meeting rooms within the context of a larger project at a major organization.

With both the Stem and Microflex Ecosystems to choose from, systems integrators will be more successful at winning projects where simplified project scope and competitive cost are critical.  Shure now offers a single source for all of the client’s enterprise audio needs, from simple to complex, small to large.  Whatever the situation, system integrators can offer extraordinary collaboration experiences to each client at a level of performance and investment where they are comfortable.  As a bonus, this comes with the long Shure heritage of technical leadership in high-quality audio, acoustics, wireless, DSP, software, and audio networking and access to our award-winning global support infrastructure.

Everything WE Know About Outsourcing for AV Installers

By: Chris Bianchet, Herman IS, General Manager

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Commercial Integrator recently posted an informative article by Jim Scheer entitled “Everything to Know About Outsourcing for AV Installers.” In the article Scheer points to the many benefits of outsourcing and cites his own positive experiences with subcontracting labor.

“Outsourcing has truly worked for my company. We have a process in place, all team members have a regular cadence with our partners, and if/when there is another “event” that impacts our economy…we are ready! When we win that 7-figure job…We are ready!”

When it comes to outsourcing, the Herman team is honored to be singled out by the article as one of the incredible valued partners in our industry to leverage!”

The article highlights 3 key reasons an integrator should consider outsourcing including:

  • You don’t have to hire more staff and only pay for time actually worked on a project.

  • You have access to a larger talent pool to find the right people with the right skills at the right time in the right place.

  • You can scale up and scale down quickly and efficiently based on business demand.

The article also mentions 3 common concerns about why an integrator might “think twice” about outsourcing, so we reached out to our Chris Bianchet, General Manager of Herman Integration Services, to shed some more light on these points:

Lack of Control?

Bianchet: The more you work with a subcontractor and develop the right processes the more they understand how a job needs to be done and the less you’ll worry about control. Just like when you hire a new employee you wouldn’t send them to do a job alone on their first day at work, it’s not OK to just throw the job over the fence with a subcontractor.  If you are looking for a long-term subcontracting partnership pick a reliable company and work with them through the good and tough jobs. In the long run you will have a solid partner you can rely on as a trusted extension of your team.

Communication Issues?

Bianchet: This can easily be managed if you are working with a company that has a communication plan in place. The company you are working with should have a POC like a project manager that you can easily communicate with. It shouldn’t be the tech that is in the field. If it is, that should be a red flag.  Also, a subcontractor should be providing daily field reports that give you photos and the status of the work that is being accomplished. Communication is a two-way street as well. Many companies do not have a strategy as to how to work with contractors and thus do not provide all the information that is required to have a successful project. This leaves the team in the field to figure it out. Have a solid plan and the accountability and the communication will follow.

Quality Control?

Bianchet: In this case I agree with the conclusion of the CI article: “Despite all the benefits of outsourcing, it will only work if you have an air-tight scope of work, a process that’s repeatable, and a strong ops team to manage the subcontractor.” While this is sometimes overlooked, set up your contractor to be successful and you will sleep better at night.

As the CI article states upfront, “we are living in uncertain times.” With that in mind, Herman believes there is no better way for an integrator to grow your business efficiently and cost-effectively than to wisely leverage outsourcing to meet the fluctuating demands of business today. If you’re interested in subcontracting, or need more information, Herman Integration Services is ready to help you achieve more, where and when you need skilled labor, programming, service, and more.

CHRIS BIANCHET – GENERAL MANAGER

Chris has more than 24 years of experience in the audiovisual industry with many years of his career spent in leadership positions at AVI-SPL, one of the nation’s largest AV integrators. He left AVI-SPL in April 2012 to start Herman Integration Services and is currently General Manager. Chris is a native of Long Island, and graduated from the State University of New York College at Fredonia. In his free time, he enjoys playing music, traveling, and collecting wines from around the world.

US-Made Chipsets Are Keeping NIVEO Products Flowing to the Market

Originally posted on liberty.com on 5/6/2021

Having trouble sourcing switches built for the AV environment in today’s shortage of chipsets? We have a solution for you…

Meet Niveo Professional - Niveo builds Enterprise Grade switches using US chipsets, supporting the industry-leading video over IP solutions along with the most common audio protocols.  Niveo products are utilized in network designs of single, stacked, and tree & leaf networks.  Front or rear ports models are available.

Niveo builds Enterprise Grade switches using US chipsets, supporting the industry-leading video over IP solutions along with the most common audio protocols. Niveo products are utilized in network designs of single, stacked, and tree & leaf networks. Front or rear ports models are available.

In-Stock and Available for Immediate Shipping

Niveo’s US chipsets have not been impacted as significantly as many others, and the good news is, as a master, US distributor for Niveo products, Liberty AV Solutions has inventory of some of the most common switches in-stock for purchase and immediate shipping today*.

Multiple switches available, from 5-port to 48-port, managed and unmanaged.
Explore solutions here.

Available Support

Client support is priority number one for Niveo.  Niveo is available to check compatibility and crosses of backordered switches to in-stock options.  Their engineers will assist in designing your switch fabric and building applicable configuration files.  Their support, provided no cost, greatly reduces errors up front and in the field.

Check out all in-stock and available switches featuring US-made chipsets HERE.  Contact your Liberty AV Solutions team for any questions and to schedule a call with Niveo Professional.

 

 *Inventory availability subject to change.


Why Network AV Solutions Must Adhere to Enterprise Ip Networking Standards

Originally posted on pro.harman.com on 4/5/2021

Technologies that enable the transportation of audio and video signals over standard IP networks have created a momentous shift in AV system designs. The flexibility and scalability of Network AV (NAV) solutions, such as AMX’s SVSI N-Series encoders and decoders or DSPs that leverage AES67 or Dante, enable integrators to design AV systems that better meet the needs of their customers than any other distribution technology.

Australia’s CQUniversity provides its students engaging, multi-dimensional learning experiences using state-of-the-art AMX SVSI networked AV systems.

Australia’s CQUniversity provides its students engaging, multi-dimensional learning experiences using state-of-the-art AMX SVSI networked AV systems.

Unlike traditional fixed-matrix or card-frame switchers, NAV solutions are not bound to a pre-defined minimum or maximum matrix size. Thanks to that scalability, NAV solutions are being used in every type of application. From point-to-point configurations for huddle spaces to campus-wide installations with hundreds of endpoints, audio and video over IP solutions are becoming the norm.

From CEPro: "Integrators Would Be Wise to Remember the Two Wolves Parable"

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While the past year has been difficult on all of us, being able to keep things in perspective and focusing on the positive sides of life are a great way to turn things around.

By: Chris Salazar-Mangrum

One of the biggest attributes that defines your personality, reputation and presence is attitude. Maintaining a positive attitude, although sometimes difficult, can improve your health, social life and even benefit your career with the achievement of a promotion according to resumetarget.com.

So, what is it about attitude that makes it such a defining character trait? Control. You have full control of your attitude.

This means it can help you or hurt you depending on how you choose to “feed it,” as defined in the parable “Two Wolves”:

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A grandfather is teaching his grandson about life. “A fight is going on inside me,” he said to the boy.

“It is a terrible fight, and it is between two wolves. One is evil – he is anger, envy, sorrow, regret, greed, arrogance, self-pity, guilt, resentment, inferiority, lies, false pride, superiority, and ego.”

He continued, “The other is good – he is joy, peace, love, hope, serenity, humility, kindness, benevolence, empathy, generosity, truth, comparison, and faith. The same fight is going on inside you – and inside every other person, too.”

NETGEAR Managed M4300 Vs. Cisco and Aruba - Tolly report #Blog

NETGEAR commissioned Tolly to benchmark performance, power consumption and non-stop forwarding (NSF)stack failover of its M4300 Intelligent Switch family along with similar products from Cisco Systems and Aruba. Testing was done on single switches and stacks of three switches from each vendor. Learn how NETGEAR stacked up in several categories. 

From AV Nation: "Diversification of Disciplines Among Convergence"

Diversification of Disciplines Among Convergence

By: USAV Group

The idea of convergence between commercial A/V and IT industries is in the past; It is now a reality here to stay. Around the corner is the adoption of physical security which we see nudging its way further into the Venn diagram overlap. With A/V and security moving to a network-based infrastructure, both industries need to be quick to adopt foundational levels of IT solutions and technologies to accommodate the digital transformation age. However, the differences between the security and A/V disciplines are far enough apart that the growth of convergence in these two areas has been slower.

 
 

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