rAVe HomeAV Edition Volume 5, Issue 7 – April 10, 2008

Welcome to another edition of rAVe!

Some may call it an economic slowdown in order to soften the news, but whatever you call it, recession may well be on the way if it’s not here already. Are you ready? If not, recession-proof your company by reading my article in this issue.

Imagine a little projector running on four AA batteries. You don’t have to imagine it! Read about it in the today’s news!

Enjoy the issue!

–Gary Kayye, CTS

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Editorial

Recession Proofing
By Gary Kayye, CTS

If it happens this will be my third.

Many business owners I have spoken to over the past three months believe we’re either already in a recession or heading into one. They are already feeling the pinch of tighter spending and project cutbacks.

Some even suggest we’re actually in inflation.

Let’s hope they’re both wrong! But, let’s not be shortsighted and not consider the consequences of ignoring it. Like I said, I hope they’re wrong.

In case they aren’t, though, having been in this industry for more than 20 years now, I do have some experience with how to actually weather a recession or inflation.

In speaking with these same business owners I did offer them some free advice on staying profitable based on my AV-industry experience with the early 90’s recession and then again with the post 9-11 one too. I was encouraged to write this in an article so that more than just more than just those few close industry friends could leverage my thoughts. Some of these are obvious, so forgive me for the redundancy if you’ve already thought about these, but maybe everyone might get one idea or two out of the lot.

So, here they are…

Service, Support and Solutions: That’s actually a mantra that’s owned by Extron with their S3 logo, but I actually created that for them DURING the first recession we weathered. And, it was more than just a logo. In fact, originally, it was used internally to reorganize our sales and marketing departments to refocus us on service and support to our dealers. And, that’s the message here. During a recession, companies and people don’t have “extra” money to spend or to “take chances” with. So, believe it or not, companies like McDonalds and Taco Bell benefit.

Why? Well, during recessionary times, people spend money on things they KNOW – they don’t take chances with new, unfamiliar things as much. So, names, places and things that are familiar and comfortable to them win. Sure, all sales suffer, but, in reality, the big names with the best customer service, win.

So, you’ve got to push the service aspects of your business more than ever before. Sure, we all talk about and promote that we have great service all the time, but do we live it? Do you? If you’ve already got great service, you will reap the rewards – your competitors will lose and you will win. If you just talk about service and support and don’t live it and breathe it, you’re going to lose if you don’t plug that hole quickly.

Diversification: If you’re not diversified in your business – watch out! I’m not talking about product diversification either. What I am talking about is diversification of your company offerings. Hopefully by now you know that you need to be making money by selling more than gear. And, if you are, then you’ll win. If not, bye bye. Promoting and selling product service, systems service, 24-hour maintenance and proactive support are all things that your customers will use in a recession. Instead of buying as much gear, they’ll want the gear they have now maintained and operational. And, again, if you’re a regular Sight Lines column reader, you already know how to deliver profitable proactive service to your clients!

Don’t Swerve: Just because business slows during a recession doesn’t mean that you switch gears and re-engineer your business plan and goals. You need to stay on target – don’t get lost in what’s happening now when you should be continuing to focus on your ultimate company goal and how to accomplish them. Don’t just drop prices or change a process simply because of a recession – these sorts of decisions will stay with you long after the recession is over. Make every decision or change while considering its impact on future business – not just recessionary business. No recession in US history has ever lasted forever. In fact, the average life of a recession is a mere 18 months. So, weather the storm and focus on the future.

Don’t Just Focus on New Business: Think about how many people and companies you’ve sold to over the years. Is it 300, 3,000 or 30,000? Point is, go through your database and leverage those past relationships and take this opportunity to reintroduce them to you and your company and services. And, if you’re doing #1 already, then this will be an easy path to service-based sales.

Don’t Drop Marketing: At the onset of recessions, you can hear a collective groan across the entire country from marketing departments. Companies’ knee-jerk reactions to recessions are to cut back on marketing expenses. Most marketers will tell you that this is exactly the time when you not only don’t cut back on marketing, you step it up! Why? First, marketing is THE differentiator in a market where anyone can buy anything via the Internet or someone willing to sell it cheaper. This is a real chance to stand out from the crowd. Second, a recession doesn’t mean companies are spending anything, they are just spending less and differently. Get more creative. Don’t make it harder for them to find you when they need you. Just be sure you are sending a message of value and SERVICES you may even see business improve!

Good, Better, Best: There’s never been a better time to institute offering Good, Better, Best solutions to all your clients. Instead of approaching every systems solution with only one solution, offer two or three. Understand that not every client wants to or can blow their entire AV budget on one new project – partner with them to help them stay on target too. Offering Good, Better, Best solutions will also keep you competitive with any and all competitors – good and bad. But, think about it: instead of them being presented with a low-end solution by AV Box-House, Inc. and only a high-end solution from you, offer them both an entry-level and a state-of-the-art solution so that they can save money with you too – someone they know and trust already.
Just ask Hyundai (and BMW) – it’s a heck of a lot easier for a high-end company to offer low-end solutions than it is for a low-end provider to all of a sudden market themselves as a high-end product manufacturer.

Invest in Whom You’ve Got Now: Don’t lose the good people who work for you – the lifeblood of your organization. They’re going to feel the recession or inflation just like you do – they shop and buy stuff too. Keep them in the loop and involve them in the decisions you make so that they feel part of the solution of growth during a market slowdown – instead of part of the problem.
This market’s built on relationships – not products. Over the years, I have seen companies that were going nowhere and who quickly became market leaders because of who took over or whom they hired (i.e. Mike Levy taking over at Digital Projection Inc., Randy Klein moving over to Crestron). People have and continue to drive success in this market and will for a long time.
And, these relationships will continue to foster even more service, support and solutions.

Reprinted with permission from Sound & Communications. Founded in 1955, Sound & Communications is the premiere magazine for AV systems integrators, contractors and consultants. To subscribe or read sample articles, go to http://www.soundandcommunications.com.

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Hear CEDIA Representatives on Sound & Vision Radio

Tune into Sound & Vision Radio every Saturday in 2008 at 10:00 a.m. (Pacific) for exclusive chats with CEDIA members. As part of CEDIA’s efforts to reach the consumer and enthusiast market, a different CEDIA representative will offer their expertise and insight for 60 minutes each week during a three-hour program, which reaches 14 million listeners annually.

How do I listen?

Live: Visit www.radioamerica.org and select "Listen Live"

Podcast: Each segment will be available on iTunes (search for Sound & Vision Radio) or at www.cedia.org/homeowners/snv.php

Local radio: Click here to view the list of local affiliate stations

For more information please contact Jamie Antcliff at jancliff@cedia.org.

CEDIA’s 3rd Annual Electronic Lifestyles® Forum is Sold Out

As anticipated, Electronic Lifestyles® Forum 2008 has generated great interest. Because of the overwhelming response, registration is now closed due to limited space.

If you have registered for classes, but not yet reserved hotel accommodations, please visit www.cedia.org/elforum or contact Electronic Lifestyles® Forum housing at (877) 307-0325 for more information.

Have questions? Contact Courtney Vogel at cvogel@cedia.org.

Get the Recognition you Deserve – Enter Today

CEDIA’s Electronic Lifestyles® Designer Awards

The Designer Awards are the most high sought after award in the residential electronic systems industry. These awards recognize the best of the best and are presented each year to those members who dedicate and work hard throughout the year!

Not only do the winners of the Designer Awards receive this prestigious award, they also get their project showcased in national and local media outlets, including the Electronic Lifestyles® magazine – which is distributed to architect, builders, and interior designers across the United States! Their projects will also be used in future CEDIA publications, press releases, and the Electronic Lifestyles® Awards book. The amount of exposure is endless!

View guidelines for entering here.

CEDIA’s Manufacturers’ Excellence Awards

Each year, manufacturers dedicate their time and energy to advance this industry and it’s time to recognize their outstanding work! The Manufacturers’ Excellence Awards competition has expanded to offer more opportunities. For 2008, there are three categories: Best New Product, Best New Technology, and a Product Hall of Fame.

Best New Product & Best New Technology. Winners will be judged on the following criteria: innovation, performance, value the product or technology has to a technician and their business, and how it enhances the client’s lifestyle.

Product Hall of Fame. Winners will be evaluated based on the significant and positive impact their product has made on CEDIA members over the past ten years.

Click here to view complete guidelines and to enter.

Visit www.cedia.org/awards for complete details and if you have any questions contact Katey Schenk at kschenk@cedia.org.

Dates to Remember:

Designer Awards Deadline
May 2, 2008 – 5:00 p.m. (Pacific)

Lifetime Achievement Award Nominations
May 2, 2008 – 5:00 p.m. (Pacific)

Manufacturers' Excellence Awards Deadline
May 9, 2008 – 5:00 p.m. (Pacific)

Electronic Systems Contractor of the Year Deadline
June 6, 2008 – 5:00 p.m. (Pacific)

Electronic Systems Technician of the Year Deadline
June 6, 2008 – 5:00 p.m. (Pacific)

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CEDIA to Add CEO

CEDIA announced a search for a CEO, a newly-designed role within the organization. CEDIA says the quest for this new addition follows the announcement that CEDIA is now self-managed and is no longer managed by Raybourn Group International, Inc. The current staff, including Don Gilpin as the executive director, will continue in their present roles.

“Just as the electronic systems industry is experiencing explosive growth, so too is CEDIA as the premiere organization representing it,” said Gilpin. “This expansion of our team will be of great benefit so that I can focus on the internal tasks of running the association, while the CEO can drive the external affairs of CEDIA.”

CEDIA proposes to fill the CEO position with a qualified member of the electronic systems industry who is already familiar with the current issues and trends of the market. His or her role will encompass fostering relationships with other associations and industries, speaking on behalf of the organization and industry, and guiding external communications based on the needs of CEDIA members.

For more details, go to http://www.cedia.net/index.php

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3D@Home Consortium Underway Next Week

The 3D@Home Consortium will hold its formation announcement meeting on Tuesday, April 15, at the Sahara Hotel in Las Vegas. The meeting will announce and introduce the founding members of the Consortium, explain the overall mission and objectives and provide a forum to answer questions about membership and benefits for potential consortium members.

According to the group, its mission is to communicate to consumers the quality o 3D in the home, and to also continue a dialog among 3D industry players about growing and nurturing the market. The effort is coordinated by Insight Media and USDC.

The group does not plan to set standards themselves, but to build consensus among key stakeholders to take to the relevant standards bodies. On their agenda will be agreement on file formats and distribution methods for 3D content, for example, and Insight Media and USDC will provide daily management of the group, as well as develop news distribution services, educational content and industry reports. The four Steering Teams are content and creation, storage/transmission/distribution, promotion and displays.

For more information, to join, or to RSVP for the event, go to www.3DatHome.org

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Media Transfer Software Offered in New Harman Kardon Media Center

This thing sounds awesome, but it better have a good user-interface – like way better than Windows! QNX, which markets software that lets consumers transfer their music among their homes, cars, iPods, MP3 players, cell phones, and other portable devices, announced its software is now incorporated into Harman Kardon’s new Digital Media Center DMC 1000.

The DMC 1000 media center allows consumers to listen to, store, and transfer a wide variety of media content from electronic devices such as DVD players, CDs, music systems, cell phones, digital cameras, and video cameras. The QNX Neutrino RTOS adds graphics, fast boot-up times, fault- tolerant architecture, and other features.

The DMC 1000 has a progressive-scan DVD-video playback and a 250GB internal hard drive. It digitizes, catalogues, and stores more than 60,000 songs. It also lets the user distribute four separate audio streams.

It’s sad that AWESOME products like this one may not make it all because the user interface is the weakest link.

For more information, go to http://www.qnx.com/news/pr_2860_1.html

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Olive Releases Home Audio Distribution Device

For those of you still resisting the MP3 and MP4 wave revolutionizing music, Olive’s new Nº4 is a nice, compact little box that lets users store complete CD collections, and distribute to up to 10 discrete zones when you install the clients/players. The company says the intuitive touch-screen interface makes it easy for consumers to find their music, and consumers can set this up themselves (we’ll see!).

About the distribution, the company explains that a minimum of five streams can be done using wireless (802.11g), and about 20 rooms using a fixed network.

Interesting is that the company will preload up to 100 of the consumer’s CDs into the product before shipping, and it will hold 3,000 CDs at its peak.

Pricing ranges from around $1,499 to $1,799.

For more information, go to http://www.olive.us/products/opus4.html?PHPSESSID=11d98b045a5b4e412ca2f9fdfc8363a5

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OmniMount Debuts Variety of TV Stands

Six new TV stands were just announced by OmniMount, and they seem to provide just about any combination of features you’re seeking for your clients. All come with device storage, and some help cool equipment, hide or display devices, fit in corners or against walls, and even fit DLPs up to 73 inches.
OmniMount says every piece in the line features ample space for components and cable management. Also, a variety of finishes are available.

While some are priced as low as about $250, you’ll pay a premium for others up to $1,000.

For more information, go to http://www.omnimount.com/consumer/Default.aspx

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New projectiondesign WUXGA Projectors Now Shipping

The new WUXGA projectiondesign projectors shown at ISE are now shipping, says the company. These are DLP products, called the F10 and F30, with resolution that has 56 percent increase in resolution over SXGA+. They are also backwards-compatible with UXGA at 1,600 x 1,200, so they can accommodate legacy 4:3 aspect ratios as well.

The main difference between the two models is brightness and configurability. The F10 WUXGA is specified up to 3,100 ANSI lumens, and the F30 WUXGA at 4,300. The company also says that more, and higher brightness models, are coming soon.

The F10 is available with both a wide angle and a zoom lens, and the F30 offers a range of lenses covering 0.79 to 6.5:1 throw ratios. Additionally, the F30 WUXGA uses the projectiondesign patented DuArch illumination system for failsafe operation.

For more information, go to http://www.projectiondesign.com/Default.asp?CatID=1673 and

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New Micro Projector Runs on Four AAs

Check out this cool little projector! Running on just four AA batteries, this Micro Projector uses SD memory card and can project video as well as play MP3s.

No cables, of course, except it does come with audio cables. The simple portability makes this a very fun toy.

They are taking pre-orders and the cost is just under $200 US.

For more information, go to http://www.drinkstuff.com/products/product.asp?ID=4583&title=Micro%20SD%20Card%20Projector

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Will OLED Trump Them All?

According to research firm Frost & Sullivan, LCD may have hit its peak, with the only changes to come being evolutionary rather than revolutionary. That leaves the technology vulnerable to competition from new concepts, says the company, and they point to OLED as one of the biggest contenders, accompanied by 3D and holographic displays as well as multi-touch interfaces.

Results of their research indicate that 3D holography is quite promising, since scalability issues do not limit it. “Once perfected, it could be the most viable solution for terrain mapping, civil planning applications, and entertainment applications such as game consoles, cinema, and billboards.”

But of all display technologies, Frost & Sullivan says OLED expects to find extensive adoption in a variety of portable consumer electronics, home entertainment, and automotive applications, although there are issues that need to be resolved for large screen applications. Those issues include color element lifetimes and manufacturing techniques. But, advances in the color have already been made and could be resolved soon.

OLEDs have some innate advantages, such as wider viewing angle, high contract ratio and absence of backlighting — all which also result in a very slim display.

“Innovations in Display Technologies,” is available by subscription. The study covers OLEDs, 3D display technology, carbon-nanotube-based FED, and MEMS-based displays.

For more information, go to http://www.frost.com/prod/servlet/press-release.pag?docid=127082657&ctxixpLink=FcmCtx1&ctxixpLabel=FcmCtx2

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Mitsubishi Eyeing Autumn for LaserTV Release

Reports are that Mitsubishi may ship its LaserVue TVs as early as autumn. According to HDTV News, pricing won’t be available until the summer. Mitsubishi says the laser technology provides higher contrast, blacker blacks and better color saturation (who doesn’t say that?). But one thing is for sure: it will be exciting to see a new display technology enter the market since nothing really new has hit the shelves for several years now.

Story at http://www.hdtv-news.co.uk/2008/04/08/mitsubishi-announces-laser-hdtv/

For the original press release about their laser TVs, go to http://www.mitsubishi-tv.com

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Peerless Shipping SmartMount 600 Series

Peerless Industries is shipping its new SmartMount 600 series of flat and tilt wall mounts. The company says that the open wall plate architecture delivers six inches of vertical space, and up to 32.62 inches of horizontal space with plenty of room for cables, cords and electrical gang boxes to be placed within that space. They have eight inches of horizontal adjustability, and use an easy-glide ramp to ensure the brackets are securely attached to the mount. You just hang the screen on the wall plate and listen for the audible click that indicates the screen is set in place.

SmartMount 600 Series products are now available and range in price from $35 to $300.

For more information, go to http://www.peerlessmounts.com/600series/

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RealNetworks Announces RealPlayer for Intel-based Mobile Internet Devices

RealNetworks is getting into the mobile device market via Intel, with a RealPlayer for Intel Architecture-based Mobile Internet Devices (MIDs).

RealNetworks says the new RealPlayer for MID is the first media player on this platform that, out of the box, is enabled to decode most popular and standard media formats (RealMedia, Windows Media, MP3, MPEG4, H.264, AAC, AAC+, VC-1 and Ogg).

The new RealPlayer for MID uses a business model that covers licensing, royalties and reports. The application also delivers bundled codecs and the ability to play browser content or use the application as a stand-alone media player. Basically, OEMs using the Intel MID platform can license a single media player application from Real.

For more information, go to http://www.realnetworks.com/company/press/releases/2008/idf_rp_mdi_ctia.html

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New Portable Media Player From IOGEAR Allows Easy File Transfer

IOGEAR announced shipments of its Portable Media Player, a device the company says makes it easy for consumers to transfer files from a PC or laptop via USB to the player then watch it on a TV or other system. Sure, we’ll believe it when we see it.

This new product provides SD video playback with up-scaling to pseudo-720p when linked to HDTV. Users connect the player to a TV using RCA or component. The player can hold up to 34,000 digital photos, 30,000 MP3s, 3,000 uncompressed CD-quality songs, nine hours of digital video or 50 hours of DVD-quality video.

IOGEAR's Portable Media Player is shipping now and is available from all major catalog and online resellers, as well as select retail outlets for MSRP of $349.95.

For more information, go to http://www.iogear.com/product/GMD2025U120/

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Logitech Incorporates SRS TruSurround HD Into PC Audio System

Logitech has included SRS Labs’ TruSurround HD technology into its Logitech Z Cinema Advanced Surround Sound System, an audio system designed to enhance audio coming from PCs. The SRS solution provides an immersive atmosphere of a surround system without needing all the extra cabling for rear channel speakers.

A 2007 study indicates that 35 percent of PC audio consumers are viewing movies and TV shows an average of over 7 hours a week while over 77 percent are listening to music for about 9 hours a week on their PCs. This solution brings cinema quality sound to the PC without the clutter of extra speakers or wires.

The Z Cinema speaker system is two satellite speakers and an eight-inch subwoofer. The SRS TruSurround HD receives input from a multichannel audio source and delivers a 5.1-speaker surround sound audio experience from 2.0 or 2.1-speaker configurations. The "phantom" speakers appear to extend all around the room, producing a distinctly immersive surround sound field with high-frequency definition and added bass and dialog enhancement.

For more information, go to http://www.logitech.com/index.cfm/speakers_audio/home_pc_speakers/devices/3712&cl=us,en

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MartinLogan Announces Spire — Floor Standing Electrostatic Loudspeaker

MartinLogan introduced the Spire loudspeaker, a powered hybrid electrostatic loudspeaker using Spire’s PoweredForce 10-inch aluminum cone woofer and 200-watt high-resolution amplifier. The company says it results in usable bass extension down to 29Hz, immense bass dynamics and improved precision, beyond the reach of traditional passive box systems. And it does all this in an enclosure smaller than a case of wine.

The Spire lets installers adjust the sound with a turn of a 35Hz equalization knob for low-end calibration to optimize speaker/room integration.

Spire is available in a variety of cabinet finishes including Black Ash, Dark Cherry, Natural Cherry, Maple, Birds Eye Maple, Wenge, and Rotary Cut Bubinga. Additional finishes are offered through the MartinLogan Custom Shop.

This speaker ships in May, with MSRP of $8,495/pair.

For more information, go to http://www.us.martinlogan.com/frontpage.html

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The Future of Floors

Rumor says the two inventors from London South Bank University got fed up with using their mobile phones to light up their doorways when coming home late. So they built a prototype of an electroluminescent rug that lights up when you walk across it.

“Responsive surfaces” such as their “Footlume” may be the NBT (next big thing) in interiors. Think about the applications: a rug that lights up when you step on it could replace night lights around the house, in kid’s rooms and bathrooms.

Or they can provide ambient mood, flash in time to music, or simply act as a talking point at a party."

The electroluminescent rug uses rechargeable batteries and that may be its weakest sales point unless the lady inventors from LSBU can also figure out a different wireless power supply.

For the article, go to http://www.livescience.com/technology/080325-rug-lights.html

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