Volume 4, Issue 3 – February 15, 2007 | |||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||||
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Welcome to this edition of rAVe Home! In the news today, we report that Wal-Mart is getting into video downloads. You just know they'll end up with a section in their stores that help consumers distribute that media to TVs and projection screens. Probably all the pieces bundled together. But you know, this isn't such a bad thing: Wal-Mart is likely to open up video downloads to a huge population that otherwise might have lagged way behind the trend. That means more opportunities, sooner, for the installer. Speaking of opportunities, I wonder who missed out on this one. Our editor, Denise Harrison, describes a recent dinner conversation with a guy who couldn't get his questions answered over the phone. Unknown to them, the companies that made that mistake missed a HUGE install. Welcome to our new sponsor, SurgeX! Please support all our sponsors by checking out their banners in the newsletter and visiting their websites. Enjoy the issue! Sales Force Check – Who's the Idiot? By Denise Harrison rAVe Editor-in-Chief Six months ago, the phones rang at three AV companies in Atlanta. As the caller tells it, he told the sales guys that he was building a house and asked about whole-home automation technology – how it works, what it takes to make it all work together, how it's programmed. He says the first two companies, representing AMX and Crestron, pretty much blew him off, saying he didn't need to know all those pesky little details. They gave him the verbal equivalent of a pat on the head. Some things that none of the companies knew up front:
So, who lost a million dollar job? And, why? The guys who lost that job apparently didn't understand that different types of buyers have completely different concerns. If you take a look at Geoffrey Moore's book Crossing the Chasm, you learn that technologies have specific sales cycles. Early on, they're bought by innovators, who appreciate the technology of a product, pay a lot to acquire it, and don't mind tinkering with it themselves. Buyers who buy later — after a technology is established — are called the majority. The majority don't care as much about how it works as they care what it will do for them with as little fuss as possible. How a company markets products or services should be based on what part of the cycle the technology is in. Also key to the Chasm theory is that buyers continue to fall into these different categories no matter what cycle your technology is in. Yes, it's likely that most potential customers calling your office these days are the majority. They're saying they want to be able to turn off the lights and turn on the security system at the same time and can you make that happen? That's how the majority thinks. But the sales force needs to learn to recognize the different types of buyers and learn to sell to them based on what they care about. The man described above falls neatly into the innovator category. Innovators, as Moore described, were the ones who bought VCRs and camcorders back when they still cost thousands of dollars. They are the ones out there posting on the internet about their experiences and they're the ones friends, neighbors and associates turn to to see what the next new thing is. They are the ones who influence others about technology. "As a buying population… technology enthusiasts pose fewer requirements than any other group in the adoption profile – but you must not ignore the issues that are important to them," writes Moore. Moore also writes that these are the buyers who always want new stuff (Oops! Those two companies not only lost a sale, they lost repeat business). But let's put Moore aside for a minute. What were those guys thinking? Were they too busy to talk to this customer? Have they no clue that a guy who actually picks up the phone to call them, rather than the reverse, is probably in the market to buy, not just to yack? And back to Moore — did they really think that selling benefits to a guy asking technology questions (and getting no answers) was going to seal the deal? Now is a time when the HomeAV market is growing fast. You and your company have about four years to enjoy the ride before it stabilizes. When that phone rings, be sure the sales rep who picks it up knows how to differentiate among different types of customers. Now is a time for a sales force check to make sure you lose NO opportunities, especially 18,000-square-foot opportunities. Thanks to our sponsor D-Tools, worldwide leader in easy-to-use, highly accurate system design software. System Integration just got easier! More Than "Just Another Tradeshow" CEDIA's Electronic Lifestyles® EXPO, is your opportunity to reach a diverse, up-and-coming industry audience. In addition to bringing together architects, builders, interior designers, and residential electronic systems contractor (RESC), this show allows you to reach gateway professionals who are crossing over to the electronic systems industry. This show includes a two-day tradeshow in addition to the inaugural Electronic Lifestyles® Forum, CEDIA University featuring CU On the Road, and Gateway course offerings. NEW! Two-Day Tradeshow – Be the first to see the most up-to-date, cutting edge products and technologies from the exhibitors on the jam-packed tradeshow floor (April 20-21) Electronic Lifestyles® Forum – for architects, builders, interior designers, and electronic systems contractor owners and managers; offering panel discussions, networking events, and courses that provide AIA learning units, ASID continuing education units, and CEDIA CEUs CEDIA University: featuring CU On the Road – education for electronic systems technicians and designers and those who are new to the industry Gateway education – for industry rookies and those individuals looking to transition into a electronic systems contracting career With online registration now officially open! Join CEDIA April 18-21 at the Sands EXPO & Conventions Center and Venetian Hotel in Las Vegas, NV. For more information log onto www.cedia.org/elforumexpo. The Digital Freedom Campaign: Major recording labels and studios view emerging digital technology as a threat to their business models. As the technological landscape changes, these companies are pressing legislators to ban devices that allow consumers to enjoy digital media at their convenience. In response, a broad group of consumers, artists, innovators, and technology companies have created the Digital Freedom Campaign. This campaign seeks to protect the individual's right to use digital technology free of unreasonable government restrictions or the threat of costly lawsuits from major recording labels and movie studios. CEDIA is proud to support the Digital Freedom Campaign. To learn more, contact Darren Reaman at (800) 669-5329 or at dreaman@cedia.org. You may also sign the petition to oppose the ban at www.digitalfreedom.org. CEDIA's February 2007 Calendar Tecsoluciones Home Theater Design Workshop EST Advanced Residential Boot Camp Installer Level II Exam EST Basic Residential Boot Camp
Do You Know What Your Customers Drive? The Scarborough Research/RAB Automotive Study, a report profiling the top-selling domestic and foreign vehicles, claims BMW owners are more likely than the national average to have personal technologies (such as iPods/MP3 players and personal digital assistants) and new entertainment media (including HDTV, DVRs such as TiVo, and digital cable). In addition, owners of luxury vehicles are avid radio listeners, and BMW recently announced the availability of HD radio. Also, BMW owners are 73 percent more likely than the national average to have a broadband connection in their household. So, it's safe to say that allying with a BMW dealership would be a good move for a HomeAV company – perhaps by positioning brochures at their desk or renting their customer lists? For more on this study, go to http://www.scarborough.com/press_releases/Scarborough%20RAB%20Automotive%20Study%20FINAL%20B%202.07.pdf DisplayPort: VESA's Standard Sparks HDMI Controversy "DisplayPort is not being positioned to compete with HDMI, but rather to complement it for PC and PC-based products," says a VESA newsletter…but not everybody is buying it. Joseph Lee, HDMI's "technology evangelist," was quoted as saying, "It's like saying 1394 is compatible with USB."
A Dell spokesperson told a US trade paper, "The difference is that HDMI was designed purely as an HDTV interface." He says HDMI has a "pretty limited focus" and "the PC world needs a replacement for VGA." VESA is not licensing its format but rather making it freely available to anyone who would like to develop new generations of products that comply with the standard. For more info, go to http://www.vesa.org/ LG.Philips LCD to Expand 7th Generation LCD Plant Production The increase is planned for the third quarter of 2007, and was determined by the rapid growth in those size TVs. For more information, go to http://www.lgphilips-lcd.com Catching HD Over the Air While they can't get Sopranos or Deadwood, they can get the HD major network signals using the old antenna-on-the-roof setup. There are obvious places where this is attractive, such as vacation homes, where owners don't want to pay for 12 months of cable or satellite at a home where they only spend a month or less of the year. But there's another scenario as well. DISH Network just began carrying CourtTV again. They dropped it for a while when the two companies couldn't come to a financial agreement. The fight between Charter Communications and Belo Corp resulted in several cities losing the CBS affiliate's HD programming, which included the Super Bowl broadcast. And cable company Mediacom and Sinclair Broadcasting's stalemate meant 16 markets, 700,000 subscribers, lost ABC altogether, for months. These fights between cable companies and stations had an unintentional result — in some cases the cable companies to offered free or discounted antennas. So a LOT of households discovered how easily HD can be gotten, over the air, for no recurring monthly charges. Consumers fed up with the antics of these corporations just might ditch them altogether in favor of metal on the roof. And that's a setup consumers find easy to understand, which in turn, could increase sales of HD sets. For an interesting article on this trend, go to http://www.msnbc.msn.com/id/17080800/site/newsweek/ Sharp Shows off 108-Inch HD LCD The panel is 93.9 inches wide and 52.9 inches high and 107.8 inches diagonal. It uses a Black Advanced Super View Full-Spec HD LCD panel manufactured at Sharp's Kameyama Plant No. 2, which the company says is the first plant in the world to use 8th generation glass substrates. It is specified at 2.07 million pixels (1,920 x 1,080). For more information, go to http://www.sharpusa.com/products/FunctionPressReleaseSingle/0,1080,634-34,00.html MEDIALINE: Unique Modular Design LCD TV At ISE, NBMI (those guys that bring you your free internet spaces at ISE) showed the MEDIALINE 2600MP, 26-inch in the M-series of modular LCD-TV. Based on MGI-versabus connectivity that allows modules to extend the LCD functionality, you can snap on modules for DVD, PVR, DVB-T, iPTV, WLAN and home security. Director Addy van Someren showed rAVe Europe staffers how easy it was to click on each module. The line comes in four sizes: 26, 32, 37 and 40 inch. The flexibility makes the M-series suitable for hotels, homes, holiday parks, and corporate digital signage. For more info, go to http://www.nbmi.nl/ Kramer Adds CAD Drawing Library for AV Systems Design The DXF Drawing Library gives designers product line drawings (of the front and back panel) for use in rack elevation illustrations. It also offers CAD blocks for use in signal flow and wiring diagrams. Each drawing is provided in a standardized CAD format and gives you detailed product information, including model number and description, indications of directional and bi-directional lines of communication, as well as input, output, and control connector types and wiring schemes. Kramer says that in addition to helping with the creation of CAD drawings, files in the DXF Drawing Library can be used to support sales and tech support by providing a visual representation of a product (such as the number and type of signal channels available and/or the necessary cabling requirements). Kramer is also making the DXF Drawing Library available to manufacturers of drawing programs for dealers and system integrators that might be using one of these off-the-shelf A/V CAD programs. For more information, go to the drop down list on the main downloads tab at http://www.kramerelectronics.com/downloads.asp Vogel's Wall Support Holds Panels up to 103 Inches Large screens for public use — like shopping malls, waiting rooms and airports — are becoming commercially available as technology drops the price level. As a result, there is a growing demand for wall supports (in business and in the home) that are capable of safely carrying these heavy, larger screens. PFW 185 was developed for the heaviest displays (safely fitting displays up to 103") with a weight capacity of 300KG/660LBS KG TÜV tested (maximum weight capacity 1500KG/ 3300LBS). It uses two wall-mounting plates to ensure the fits, regardless the width of the screen. The PFW 185 comes fully assembled. For more information, go to http://www.vogels.com/
StarTech Extends AV Over Cat5 There are five models, which extend component, S-Video, composite or VGA and serial anywhere from 200 to 300 meters. Pricing ranges from $88.99 to $269.99. For more information, go to http://www.startech.com New CSI Product: DVI Over One Fiber System For more information, go to http://www.commspecial.com/pr-2006-05_7500_dvi.html Intelix Shipping USB Over Cat5 Extender USB devices such as cameras, printers, scanners, keyboards, and mice, are typically limited to only 16 feet via direct USB cables, or use secondary network equipment. The DIGI-USB-F allows up to 330 feet via inexpensive Cat 5 cabling at standard speed USB (1.5 Mbps) and up to 100 feet at full speed USB (12 Mbps). The DIGI-USB-F includes a send balun featuring a type B USB connector, receive balun with a type A USB connector, and a five foot USB cable. No external power supplies are required, since the system is powered through the USB connection to the source and destination devices. Retail price for the DIGI-USB-F is $190.95 and the product is shipping now. For more information, go to http://www.intelix.com/press/061218_DIGIUSB_Release.htm Video Downloads From… Wal-Mart? Wal-Mart chose HP Video Merchant Services as the backbone for the service. For more information, go to http://mediadownloads.walmart.com LG's HD DVD and Blu-ray Player Hits Retail Stores For more information on the player, go to http://www.bestbuy.com Polaroid Launches Wi-Fi-Enabled Portable Media Players Ship dates and pricing are not yet available. For more information, go to http://www.polaroid.com Canton Debuts New GLE Speaker Series The company points to the replacement of the LE series' polypropylene cones with the aluminum bass and midrange drivers used in the higher end lines as the most significant development. Also, the drivers' motor structures have been redesigned with more powerful magnets, and vented voice coils for improved heat dissipation. They also feature upgraded heavy cast baskets to accommodate the increased power handling. The GLE includes a number of different models with MSRPs ranging from $479 – $1,299 per pair. They come in bicolor finishes: Beech cabinet with a silver front baffle, cherry cabinet with a graphite front panel, and walnut cabinet with silver front baffle. They are also single-color black ash, or silver finishes. For more information, go to http://www.canton.de/en-serie-gleserie.htm JBL Ships 2.4G Wireless Speaker System This Month The system can be used as the surround channels in a multichannel home theater; as a second-room music system; and as a wireless speaker system for computers, iPod and digital music players; and other devices. As you might guess from the name, the On Air Control 2.4G utilizes the 2.4GHz frequency range. The transmitter/receiver module can be used with up to two pairs of JBL On Air speakers. The speakers are specified at 30 watts of built-in amplification. The active speaker includes a mini-jack input for connection to a second local audio source, and a subwoofer output that lets the speakers be used as part of a 2.1-channel satellite/subwoofer audio system. The JBL On Air Control 2.4G wireless loudspeaker system has MSRP of $349. a wall-mountable center channel speaker. The CS6100 also features a 10-inch, 150-watt subwoofer, and the CS480 includes an 8-inch, 125-watt subwoofer. Both systems are supplied with wall-mount brackets for the satellites and center channel, in addition to the necessary cables. The aesthetics, in particular, set these apart. They were designed with curved and tapered enclosures finished in high-gloss black, accented by black grilles, and chrome tops and end caps. The satellites and center channel are supplied with both omnidirectional and fixed wall-mount brackets, and the satellites can be wall-, shelf- or stand-mounted. The JBL Cinema Sound CS6100 has MSRP of $1,099 and the CS480 of $799. For more information, go to http://www.jbl.com/default.aspx 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 gkayye@kayye.com or for editorial: Denise Harrison at dharrison@kayye.com 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. The 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: dharrison@kayye.com 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. |