Introduction
Welcome to Another Edition of rAVe Special Announcement:
Industry Veteran Loses Son in Tragic Accident Editorial: The Final Sayye by Gary Kayye
Have No Fear, Circuit City's Here
Kayye Consulting's AVJob Resume Posting Service
Fun Stuff:
Who is This? and Make Us Laugh News: 1. Philips Exits U.S. Front Screen Projection ProAV Business
2. Hotel Market Hot, Again
3. PLUS Vision Introduces Portable Electronic Whiteboard
4. FOCUS Enhancements in Acquisition Mode
5. Kramer Offers Black Level Clamper for Video
6. SMART Technologies to Preview Projector Wall Mount
7. CIM Snaps up Cincinnati, Dayton, Louisville and Lexington MCSi Groups
8. Toshiba Announces Sub-5-pound, 2,000-Lumen Projector
9. Atlas Sound Introduces Rugged, Versatile Speakers for Indoors, Outdoors
10. Is NSCA About to Set Records?
11. Conferencing Vendors and Integrators: Perk up Your Ears
12. ICIA Racks up Awards
13. InFocus Most Recognized Brand Among Projector Users: TFCinfo
14. ISE Moves to Amsterdam
15. Micro Linear to Demonstrate Interactive Digital Wireless Audio and Video
16. ICIA Joins ESTA Certification Council
17. Technical Innovation Officially Open for Business
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Introduction Welcome to Another Issue of rAVe. In addition to our usual features and news items, in this issue we are proud to bring you the story of Marty Schaffel, president and founder of AVI (Audio Visual Innovations) of Tampa, Florida – another in our series of AV Hall of Famers. Like many of you, I have known Marty for more than 15 years. And like many of the founders of this market, Marty actually started, literally, in his living room and out of the trunk of his car. Since his beginnings in 1979, Marty has built a ProAV powerhouse with a full-fledged, nearly-national systems integration group and has become one of the largest resellers of LCD and DLP projectors of all time. Marty and I served together on the ICIA PETC (Professional Education and Training Committee) from 1990 to 1992 and have enjoyed a friendship ever since. In fact, shortly after I started Kayye Consulting in 1998, Marty was my second client. So, take a moment to read about Marty and what he's done with the $100+ million AVI. — Gary Kayye, CTS
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Special Announcement: Industry Veteran Loses Son in Tragic Accident The message below was received by rAVe last week from Mario Porto. Mario asked rAVe to publish this given that many of the manufacturers and dealers in the ProAV market know Ken Heim as a client and a former co-worker. Our hearts and sympathies go out to Ken and his family. "Gary, there has been a terrible tragedy in our community that I'm sure a lot of the folks in our industry would like to know about. Ken Heim, a senior audio visual technician for Credit Suisse First Boston in NYC, has tragically lost his 13-year-old son, David. David was run over by a car while crossing the street.
"Ken has been in the industry for more than 20 years, having worked for AV integrators as well as for CSFB. He is a very well liked and respected guy and I would appreciate you announcing this tragedy so that members of the industry can help the family, if they choose. There is an article in the NJ Herald that gives more detail [URL below]. Thanks." — Mario Porto http://www.njherald.com/news/newspro/viewnews.cgi?newsid1078411701,86869, A bank trust fund was established by friends of the Heim family to help them with the medical bills for David's treatment and for funeral costs. A donation to the fund can be made at any branch of Lakeland Bank, and checks should be made payable to The David Heim Fund. http://www.lakelandbank.com/html/branches.html
Editorial The Final Sayye by Gary Kayye Have No Fear, Circuit City's Here By Gary Kayye, CTS Reprinted with permission from Sound & Communications magazine. I was amused the other day while reading a recent Associated Press article regarding the rebuilding of Circuit City. In it, the author, Stephanie Stoughton, writes that Circuit City has spent over $100 million "redesigning worn-out stores, relocating poor performers and opening new outlets."
Where's the focus on technology? Are they clueless?
Look, here's the deal: The consumer electronics market is on the verge of an explosion in HDTV. HDTV will be everywhere in 2004 – no doubt about it. Virtually every TV in Best Buy and Circuit City will widen to the obligatory 16:9 aspect ratio, and by year's end almost every DVD player and DSS satellite dish system will include HD outputs. In fact, it's already starting. DirecTV, Dish and most cable TV providers introduced its viewers to HD in 2003, and display manufacturers sold more HD TVs and projectors in the second half of 2003 than in the previous three years combined!
Meanwhile, the sales people in these places are dazed and confused – but you can't blame them.
They aren't trained, they aren't informed and they aren't sure what's going on – although pretend to be a customer and they act as though they are. They can spit out specifications and technical resolution terms as if they are required reading to turn an HD set on, but they can't define any of it. Can you believe I was actually told that the new Samsung HD DLP rear-screen projection TV used a new technology called, "DLP or Digital LCD Projection that uses a mirror that reflects resolutions up to 5000 by 4000 pixels and is the same TV used to review dailies on the Star Wars Episode II production set"? The guy in Circuit City who told me that last week was no newbie either; he went on to tell me that he used to work for Sony's HD camera division and that the professional cameras used on the Lord of the Rings set use the same DLP technology. Oh, and in case someone from Circuit City reads this, he works in the Durham, NC store. Most of the time, I find it hard to blame these consumer sales "associates" (as they like to be called) as they generally repeat what they have been told, but in this case, he was misleading me, no doubt about it. So what's my point? Well, I realize that consumers aren't going to buy HD TV's and DVD players from us here in the ProAV world, but you'd be surprised how far a little bit of education and creativity could take you. For example: as leaders in technology, why not partner with the local Circuit City, Best Buy, etc. and offer free training to their sales people on HD technology, LCD and DLP projection, plasma and even analog and digital signal routing? Teach them the truth. Teach them the standards and what the difference is between DLP and LCD and camera imaging technology and projectors. What's in it for you? Well, I can tell you for sure that Circuit City doesn't offer set-up and installation services of Plasma displays. Of course, they'll hang it on the wall, but what about getting the signal cables to the plasma? What about switching between HD and consumer AV signals? And, of course, what about control? It's cool to have one of those Plasma TVs on the wall, but it's certainly not easy to control all the gear connected to it. You see, most of the people buying plasmas and HD projectors have been using the standard TV for years. You know the one – it takes an RF input from a VCR or a cable TV box, and you just have to turn it on and switch channels. But when they went out and plopped down three grand on the latest Philips Plasma and connected their DVD player, cable tuner and VCR to it, now they have to train the baby sitter every time they go to dinner because you don't just turn it on and change channels. As you know, you have to switch inputs for each and every device connected, and since it doesn't have speakers, you also have to turn on an audio receiver and use it to crank the volume up and down. And what do you get out of that? Who do you think "they" will call on to install this stuff? Who do you think they will call to control all this stuff? And what about home theaters? When someone wants to purchase and install a home theater in their home, where do you think they look? In the phone book under projector or audiovisual? Doubt it. I'll bet they start at places like Best Buy. And by the way, guess what the fastest growing segment of AV product sales last year was? You got it! The home theater market grew over 31% last year, up from 22% in 2002. And interestingly enough, we recently did a home theater consumer report for the industry's second largest projector manufacturer and found that almost 43% of the people who purchased home theaters in the first half of 2003 were involved in specifying or approving AV technology at their work in the firm of training rooms, boardrooms and meeting rooms. Do those three market segments sound familiar?
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Kayye Consulting offers a resume posting service for readers. While we include the location of the candidate, please remember that many candidates are willing to relocate. Here is a sample of the job-seekers located in the current Kayye Consulting's AVJobs listings. See them all at http://www.kayye.com/resources/av_jobs.asp
Joseph J. Christensen "Over six years experience in information technology management, including telecommunications, PCs, networks, audio/visual systems, distance learning applications and video and live event productions… " Current location: Nebraska | | Barry Thiele "MCSi, responsible for providing complex technical sales support / engineering associated with the sale of videoconferencing, networking, streaming applications, digital signage products and/or services needed provided sales and engineering support…" Current location: Connecticut |
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| Randye Levine "MCSI, Installations Coordinator
Coordinated the scheduling of audio-visual installations in commercial establishments. Assisted Installation manager, interfaced with sales staff, purchased supplies, processed billing… " Current location: Florida | Ray Ricoarango "MCSi, Lead Installation Technician
Responsible for the installation of projectors, plasma displays, screens, video/tele conference, commercial audio and remote systems…" Current location: Florida |
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Dennis R. Brown
:Over 15 years of progressive responsibility in project definition, budgeting, scheduling, and team leadership…" Current location: Northern California | |
Gail Fitzgerald
"Installation Department Manager Managed installation crews and systems projects. Tracked job scheduling and installation labor hour reports…" Current location: North Carolina | Employers: To view all resume listings, go to http://www.kayye.com/resources/av_jobs.asp Employees: If you are a candidate interested in this resume service, write to: jobs@kayye.com |
Who is This? There's not just one, but two AV veterans in this photo. Go here to view the photo. Can you pick them out? If so, be the first to tell me by e-mail at gkayye@kayye.com and I'll feature you in the next issue of rAVe as the winner! Make Us Laugh! In many of the Hall of Fame stories we do, we end up getting hilarious stories about mishaps or funny things that have happened on the job. Send in your funniest stories and if we feature you, you'll get a brand new rAVe T-shirt! Send them to dharrison@kayye.com
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News Have a news tip? Send them to rAVe Editor-in-Chief Denise Harrison — dharrison@kayye.com
1. Philips Exits U.S. Front Screen Projection ProAV Business
Editor's Note: We reported this story last weekend and it has created a buzz here in the USA. Philips USA is obviously refocusing all its resources on the consumer channel where they will still have a line of projectors, but in terms of front screen projectors, The ProAV channel is being abandoned. They still have plasma, however. Here is the announcement we sent earlier in the week as well a follow-up clarification, when I asked them if this was a worldwide issue or just a USA issue.
Although it has not been formally announced yet, rAVe has learned that Philips will no longer support the ProAV market with front screen projectors starting April 1, 2004. An informal announcement was sent from John R. Becconsall, Director, Professional AV Sales for Philips Business Solutions Group to some of their "key" dealers last Friday morning. But, we expect an official announcement by the end of this week. We expect Philips will make no changes in the company's consumer line of front screen projectors and rear projection televisions. This only affects the ProAV lines. Warranties will be honored, according to our sources. The overcrowding of the market had to begin taking its toll somewhere. It costs a lot to market the products, nevermind staying competitive on the really fast-moving technologies and margin-crushing pricing. Along with other manufacturers deciding to focus on other parts of their businesses, we may see, again, consolidation in the market (mergers, acquisitions) before too long, not unlike in the late 1990s.
Our readers asked: "So, is this just a USA thing, or are Canada and the rest of the world affected?" According to Philips, no. Here is their official response to my request for clarification: "Philips manufactures some of the most innovative and highest quality projectors on the market, and will continue to sell them in Canada and other markets world wide. Philips is discontinuing the sale of front projectors ONLY in the United States. This announcement does not affect Canada or any other world market served by Philips."
2. Hotel Market Hot, Again An AAA exec says that hotels are upping their offerings and investing in AV to become more competitive. "The hotel industry has had a rough time over the last few years," said Michael Petrone, director, AAA Tourism Information Development, and lead authority on the popular AAA Diamond Ratings for restaurants and hotels. "Now that the economy is beginning to rebound, travelers shouldn't be surprised to find hoteliers tempting them back with extras." Particularly trendy is the high tech hotel room, he said. Plasma TVs, wireless connectivity, DVD players, cordless phones, and in-room fax machines. Also what he calls a technology butler. "A technology butler is like having your own computer consultant at the hotel," said Petrone. "If you have trouble hooking up your laptop or getting connected to the Internet, they will come to the room and get you online in no time." Hotels have obviously been, for a long time, a great market for AV rental companies, but usually for meeting rooms and other conference facilities. The rooms themselves have represented a potential opportunity for a while but perhaps now, especially with flat screens becoming more attractive, it's time to go after that market in a huge way, including subcontracting your staff as these technology butlers in addition to staff members you might already have assigned to the facility. Just a thought.
3. PLUS Vision Introduces Portable Electronic Whiteboard PLUS Vision has a new electronic whiteboard that measures just 46" by 28", so it can be moved from room to room. The M-5 also doubles as a flip-chart. What's nice is that, because of its size, it can be mounted anywhere – even on a cubicle wall — or employees can take it from meeting to meeting. It's also a good design for teachers who travel from school to school. Information written on the surface can be stored to internal memory or on a CF memory card. With the USB connection, the information can be displayed on the PC screen and printed, stored or emailed. This is nice for small meetings and because it's portable, it's a good solution for workgroups, too. It's expected to sell for $799. For more information, go to http://www.plus-america.com
4. FOCUS Enhancements in Acquisition Mode FOCUS Enhancements is greatly expanding its digital content storage and delivery offerings with the acquisition of two companies: COMO Computer & Motion and Visual Circuits. COMO, mostly in the broadcast and industrial markets, has Digital Media Management Server Systems, Hard Disk Video Recorder, Videomixer PCI Boards, and Videosignal Transcoder. More related to our market is the company's acquisition of Visual Circuits. VCC systems are used in education, entertainment, healthcare and retail for storing, managing, distributing, and presenting digital video. The company's client list reads like a Who's Who in retail, including Wal-Mart and Best Buy, The American Museum of Natural History, Epcot Center and The Rock and Roll Hall of Fame. In September 2003, FOCUS acquired DVUnlimited, a company that provides digital video (DV) file and standards conversion software. FOCUS Enhancements is now in a LOT of businesses with a LOT of products. To see what the company offers, not including the new acquisitions, go to http://www.focusinfo.com/products/ 5. Kramer Offers Black Level Clamper for Video Kramer Electronics has developed a fix for image and color distortion for signals riding on fixed DC voltage. The Kramer VM-37, VM-67 and VM-127 are 3-, 6- and 12-channel video clampers that help rid images of color offset, wrong colors, image blooming and image loss. These products remove the DC offsets and re-clamp them to a specified DC level, where clamping point can be adjusted from 0 IRE (Black Level) to -40 IRE (Sync tip). For more information, go to http://www.kramerelectronics.com 6. SMART Technologies to Preview Projector Wall Mount At NSCA, SMART will show a new projector wall mount that makes it easier to mount the SMART Board 560 and 580 interactive whiteboards with NEC's WT600 projectors (the super-short-throw, lens-less projector). The mount extends 2.5 feet from the wall and the projector mounts directly above the interactive whiteboard, so there are fewer shadows on the display. It also prevents the light from hitting the presenter's eyes. What's great about this mount and projector combination is there is no cable management. There is also no need to mount above a drop-ceiling. It's simply mounted to the wall. For more information, go to http://www.smarttech.com
7. CIM Snaps up Cincinnati, Dayton, Louisville and Lexington MCSi Groups Little-known CIM Audio Visual has acquired the former MCSi offices in Cincinnati and Dayton, Ohio, and Louisville and Lexington, Kentucky. CIM previously had offices in various parts of Indiana and Michigan, so this is a nice boost for the company. For more information, go to http://www.cimav.com
8. Toshiba Announces Sub-5-pound, 2,000-Lumen Projector Toshiba has a new 4.9-pound LCD projector that is specified to deliver 2,000 ANSI lumens and 400:1 contrast ratio. The TLP-S70U is native SVGA (800 x 600) resolution and is being marketed to business and education as well as for personal use (the so-called cross-over market). At only $1,399 and under 5-pounds, it's certainly positioned well for the education market. Of course, the TLP-S70U has automatic keystone correction, multiple input formats and a zoom lens. For more information, go to Toshiba Digital Projectors
9. Atlas Sound Introduces Rugged, Versatile Speakers for Indoors, Outdoors The new SM42T-B (black) and SM42T-W (white) speakers are designed for indoor or outdoor use and come with a U-bracket for mounting either vertically or horizontally. The speakers, part of the company's Strategy series of surface mount speakers, have a 4" woofer section and a dome-style tweeter. The speakers are weather-resistant, and marketed to a wide variety of applications, including video systems in conference rooms and classrooms, restaurants/bar patio areas, home patios and yards, and outdoor retail such as green houses and garden stores. The reason rAVe is covering these speakers is that every conference room and meeting room that is installed needs speakers, and these are inexpensive 8ohm or 70-volt speakers that would work well with any meeting room application. You don't need THX sound or Dolby Digital in the average meeting room. As with most 70-volt speaker systems, the SM42T-B and SM42T-W are 2-way (8 ohm/70.7V) and have a screwdriver-adjustable 25/70.7V/100V transformer with tap settings from 2-16 watts for 70.7V/100V distributed sound applications and all ¼"-20 hardware inserts allowing for easy integration of "off-the-shelf" security hardware. Also included is an Atlas Sound TRX Waveguide, a constant directivity style high-frequency wave guide system providing accurate, even, high frequency coverage (90"H x 90"V ), according to the company. The SM42T-B and SM42T- W are Omnimount 10 series compatible. For more information, go to http://www.AtlasSound.com
10. Is NSCA About to Set Records? NSCA predicts that the exhibit floor will be 26 percent larger than any NSCA in the past. They have more than 600 exhibits and, this year, a new Security/Life Safety pavilion with 15,000 square feet and more than 80 exhibitors. Also, the Digital Signage LIVE Showcase has 5,000 square feet. NSCA will have more than 400 hours of education on five tracks: audio, business, security/life safety, systems integration/convergence and video. This is also the first year that certification exams will be offered during the show dates. The C-EST exam is offered March 21. This is a good year for conferences (InfoComm is expecting quite a boost in attendees) and this bodes well for ProAV interest and business. And, if you're an avid reader of rAVe, you know that in the last issue I said that BOTH NSCA and InfoComm should be on your show schedules this year – drop NAB! For more information, go to http://www.nsca.org
11. Conferencing Vendors and Integrators: Perk up Your Ears The Interactive Multimedia & Collaborative Communications Alliance is hosting an end-user conference call March 25. The group includes professionals using voice, web/data, and video. Anyone can participate – free of change and without having to join — which means you, if you are a systems integrator or manufacturer, can get in on the discussions of what end users are doing with conferencing technology as well as what they want to be doing in the future. Five members of the TUG Steering Committee will discuss what their organizations are doing with collaborative conferencing, what applications are used, what benefits have been derived, future plans, AND a wish list for vendors. Featured speakers include: Hajrudin Beca, Ph.D., The World Bank, James DiMarino, Genzyme, Marianne Lamberti, IBM, David Morgan, U.S. Navy, and Domenic Screnci, Ed.D., Boston University School of Medicine. The call will be a 90-minute event on Thursday, March 25, 2004 at 10:00 a.m. Pacific, 1:00 p.m. Eastern. Dr. S. Ann Earon, IMCCA Chairperson, will moderate the event, which will be an audio call with web access through a URL to view the presentations. At the conclusion of the presentations. listeners will be able to ask questions. The session will also be archived for viewing up to 90 days after the event. Registration for the event is free. But if you want to join, the annual fee is $75 per person, or an end user organization with 20 participants can receive a discounted rate of $750 per year. Vendor memberships are also available. This is an excellent chance to tap into what users are thinking, wanting and discussing among themselves. To register for the conference call, go to http://www.acttel.com/imcca_march2004 IMCCA Executive Director Carol Zelkin also tells us that the previous end-user conference is available online for you to hear, again for free, and without having to join (but if you're heavy into conferencing systems, joining is probably a good move). During that conference, vendors spoke about their product plans. Zelkin says these conferences will be held once a quarter. For more information, go to http://www.imcca.org
12. ICIA Racks up Awards ICIA received four awards recently – well deserved, I might add. The American Society of Association Executives named ICIA to the 2004 Associations Advance America Honor Roll for its career initiatives and specifically, SkillsUSA. High school and community college students compete annually in the SkillsUSA Audiovisual Technology Official Demonstration Contest. The other three awards were from Association Trends magazine, which awarded ICIA top honors in three categories of its 2003 All Media Contest. ICIA was a gold winner for designing the online course, "Essentials of the AV Industry." ICIA also received gold honors for its design of two informational brochures: the InfoComm Academy brochure; and the InfoComm 03 Teaser brochure. For more news from ICIA, go to http://www.infocomm.org
13. InFocus Most Recognized Brand Among Projector Users: TFCinfo In a survey by TFCinfo, InFocus was the most recognized brand name in the projection industry. The survey included 500 experienced projector users in the U.S. TFCinfo even broke down the types of users into Large Corporations, Small/Medium Businesses, Small Offices/Home Users, Government and Education.and InFocus was the leader in all segments. InFocus also gets the prize for ease of use, mobility and value at the entry level. For more information about the study, go to http://www.tfcinfo.com/newsdetail.cfm?newsid=46
14. ISE Moves to Amsterdam ISE decided to move next year's conference to Amsterdam. ISE says they received requests that the next event be held in a European Community member country. The conference will be January 26 – 28 at the RAI Exhibition Centre, just an 8-minute train ride from the Schipol International Airport. This year's show in Geneva was fantastic, especially considering that it was the first year. The idea of CEDIA, ICIA and NSCA pooling resources for a joint conference was a good move and I wouldn't be surprised if the show in Amsterdam ended up being twice the size in space and attendees. For more information, and to register, go to http://www.iseurope.org
15. Micro Linear to Demonstrate Interactive Digital Wireless Audio and Video Micro Linear will show interactive full-motion video and audio transmitted over a radio link at the Wireless Systems Design Expo in San Diego, March 30-April 1. The system works with the company's wireless transceivers. Micro Linear says its designs offer higher data rates, longer ranges, higher Quality of Service, longer battery life and lower cost than standards-based solutions. What these are, basically, are reference designs for future product designs for wireless transmitters and receivers of video, audio and computer data (i.e. VGA, XGA, etc.) without cable. We all know this is the future and, as wireless bandwidth increases and compression improves, we will one day route and switch signals via wireless networks. These Micro Linear reference designs could provide one path to get there. There is no product to report here, just technology. If you're interested in what's going on with wireless, it's worth checking them out. For more information, go to http://www.microlinear.com/prs/wsd_040308.asp#
16. ICIA Joins ESTA Certification Council ICIA was invited to take a seat on the Entertainment Services and Technology Association's certification council. The ESTA Certification Council is the governing body which is managing the development and implementation of the Entertainment Technician Certification Program (ETCP), a new industry-wide certification program for entertainment technology technicians.
ICIA appointed Don Guzauckas, Jr., CTS, ICIA Rental and Staging Council Chair, ICIA Board member and General Manager of HB Group, and Lou Nanni, ICIA Director of Certification and Workforce Development as its representatives to the Council. The ESTA Certification Council members represent all kinds of disciplines, and include leaders in entertainment business, labor, facilities, associations, and academia. For more information, go to http://www.esta.org and http://www.infocomm.org
17. Technical Innovation Officially Open for Business Technical Innovation, the new company founded by Mike Landrum, former president of MCSi South and previous COO of Technical Industries of Georgia, Kevin Powers, Vice President of MCSI South and former equity partner in Spectrum Data Systems, and Sonny Davis, former President of MCSi Southeast, and Technical Industries of Georgia, became official this week. You'll recall that Technical Innovation was formed when the principals bought the assets of the southern region of MCSi Corporation. Technical Innovation is based on Norcross, Georgia.
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Feature Article
Gary Kayye's rAVe AV Hall of Fame Featuring Marty Schaffel
By Denise Harrison
Editor Martin (Marty) Schaffel's family moved to Miami, Florida when he was 9 years old and not a moment too soon for the Pittsburgh-born youngster. "When I was a kid, Pittsburgh was full of soot," says Schaffel. "The snow was gray and when you washed your face, your washcloth came away with dark streaks on it. The air was foul because of the steel mills. It's not like that now, it's quite clean and pretty now, but it sure wasn't pretty when I was growing up there. Miami in 1961 was paradise because it was a fairly small city, actually." Schaffel thrived in his new home. Junior and senior high school in Miami were full of activities for Schaffel, who played in both the marching band and the orchestra, both trumpet and baritone, and enjoyed march music and Tchaikovsky alike. He was also one of the top-rated chess players in his age group. In high school, he was even busier, joining the Chess Club, the youth groups, student government, honors society and more, and in many of the clubs, he served as president. He also joined a speaker's bureau and became a popular speaker at civic groups who wanted to hear his oration about the plight of farm workers in America. Then, Schaffel was off to college and in his sophomore year, he had an opportunity to spend a year studying in Israel's Tel Aviv University. He took courses in international politics, global international relations, and studied the Middle East, China and other courses not available at the University of Florida. "What was remarkable was that the Israeli Philharmonic attracted some young musicians, such as Isaac Stern, Itzhak Perlman, Ashkenazi and similar musicians, and I saw all those people for about fifty cents a performance," says Schaffel. "So artistically, it was a huge thrill. The country itself was an experience and it was a rude awakening to live in a much tougher environment, it was rough and tumble back then, not a lot of luxuries. I lived in a nice apartment, but the way I woke up each morning was when the sheepherders and goatherders walked by my window in the morning." Besides the opportunity to study politics in Israel, another bonus was being able to travel to other parts of the world during breaks. "On one break, I went from Turkey to Athens, caught a boat to Crete and when I got to the island, I took a bus all the way until it stopped at the end of the island in a little fishing village," he remembers. "I climbed up a cliff overlooking the harbor and sat reading "Atlas Shrugged" with a block of cheese, some bread and a cheap bottle of wine beside me. "When I finished the book, I went back on the bus across Crete and the boat to Athens. It was a memorable week because it was such a neat, remote and idyllic place to read a book like that, especially after having taken such a heavy course load. It was a great way to unwind." When he began his college studies, he actually thought he would study psychology. "But then I got into international political science, then public administration, and eventually I went on to get a second degree in business," says Schaffel. "Now, after heading the company for more than 25 years, I've come full circle and I'm basically a psychologist for employee matters." His first job after graduating with degrees both in public administration and business was as a manager trainee at Montgomery Ward's department store. "I knew on the second day I wanted to do something else," he says, "but I just didn't know what. Six months later, I was offered a sales job selling overhead projectors and copy machines to schools and churches by a dealer that represented 3M Visual Products." While he did well, he didn't care for the style of the company and went on to start the AV division for a copy machine reseller. But that company wasn't financially stable enough, so in 1979, Schaffel decided to set up shop in his apartment, selling Kroy lettering machines, which lets users print black lettering on Scotch tape. That is how Audio Visual Innovations (AVI) was launched. "I bought 10 machines and had them send them COD, but with not quite sufficient funds to make my check good," he chuckles. "So I had to get them all sold in a day or two to cover my check! Soon, I bought another 10, then 10, then 20, then 50. After selling several thousand of those machines – with a steady tape cartridge supply stream being the main income – we then started systems integration, then rental and service, and in the '80s, we got into video. "Then in 1988, someone walked in the door with a picture frame with glass on it," he says. "He put it on an overhead projector and connected it to an 8-bit Apple computer and as soon as I saw that image on the screen, I saw the next real opportunity in AV. I shifted the entire focus of the business to display products and integration. That's how we got such a fast break in display technologies. We had about 25 to 30 employees at the time but from then on, it was like a rocket." Now, the company's employee list tops 600 spread over 100-some different locations of sales and integration offices, rental offices, in-house hotel offices and outsource AV support locations. "One of the most unique situations is the huge boost we've had in our overall footprint around the country from the outflow of people from MCSi and Caribiner," he says. "Those were two significant situations in our business where large quantities of people have joined our company as a result of the challenges faced there." In fact, the reverse is interesting as well. "What has warmed my heart is people who have left our company thinking the grass might be greener someplace else, then wanting to come back," he says. "In most cases, they've been permitted to return and in some cases, based on how they left, we haven't let them back. We don't have much turnover and when we've had some people leave, it's amazing how many of them want to return. "You know, people are often promised all kinds of things to think it's going to be better somewhere else, and they find out it wasn't quite that way," he says. "The amount of people who want to return to AVI is one of the things that tell me that we're doing something right. In life, the grass is always greener where you water it the most." One of the many rewarding aspects of heading AVI, says Schaffel, is the work they do for the military, such as the U.S. Central Command and U.S. Special Operations Command in Tampa and a number of other high profile locations. "Seeing what we've done in those and many other government and military systems, and knowing the critical nature of what they do… standing in Schwarzkopf's office and seeing the work we've done is amazing." While they get a lot of work from that segment, sometimes they miss. In one such case, the reason will surprise you. "We had this huge event every year, a sort of mini-InfoComm for our customers," he says. "We brought them to a huge hotel conference center. One year we had a thousand customers come. One of them was to be a representative from a huge defense contractor, a woman in charge of a department that controlled a lot of the money. We told everyone that if she showed up, we wanted to know right away so that we could meet her." Not long into the event, a very prim, perfectly-coiffed and dressed woman arrived. "That's her!" he was told, and he was whisked off to meet her. "She was meticulous – completely polished," he says. "I went over to meet her, but I was holding a 16-oz. cup of coffee. When I went to transfer it to my left hand so that I could shake her hand, I didn't make the transfer, and the coffee landed on her shoes, spraying coffee all over her ankles, clothes, nylons and inside her shoes. I tell ya, I was on the floor on my knees trying to clean it up, wiping her shoes and feet. We didn't do a lot of business with her after that." Five years later while sitting in an airport, he spotted the woman. "I said 'Boy, you look familiar,' and she said, 'Yep! I know who YOU are. You're the one who dropped all that coffee on my feet when I came to your show!' "Me and coffee," continues Schaffel. "In our first year of doing business, we were doing a presentation for some architects in their conference room. I was doing a demo of a lettering machine and there was a big cup of coffee on the table. Well, there were also some elaborately-done blueprints which. they explained. were very important, and had cost them a ton in time or money. I proceeded to spill that entire cup of coffee on the blueprints and ruined them." And that wasn't the only, or worst, experience he's had with architects. "My favorite story, really," he says. " is when the biggest law firm in town that does a lot of business with us called in a panic that they needed some equipment brought there immediately. I went looking for some technicians to run down there. I was asking the receptionist where all the techs were and she said they were in a meeting in the conference room. I went in and asked to borrow a couple of techs, and one guy volunteered." He asked Schaffel where he needed to go and how to find the building. "It's that round, ugly marble beer can-looking building downtown," answered Schaffel. "Well, someone in the room said 'I take offense to that! I'm the architect of that building!' and he proceeded to follow me back to my office and explained for 45 minutes why it's a gorgeous building. I almost said, OK but the artwork in front was particularly bad. Just then, he said how proud he was that he's the one who found the artwork for the front, so I saved myself from the worst of that. "I guess I didn't really help with the meeting in the conference room that day either." After leading a successful company for 25 years, Schaffel says his biggest challenge is still, and always, the sense that he's ultimately responsible for the well-being of a lot of people. "Protecting them from harm, whether it's matters of safety or litigation," he says. "making sure I'm looking after them, knowing they and their significant others and children are counting on the company not to make mistakes that suddenly find them on the street one day, as has happened to others at other companies. "I also have a great sense of obligation in keeping my end of the bargain when I hire someone. I don't take lightly what it means to encourage someone to alter their path of life to believe in me and the company. By the same token, I have great expectations that they keep up their end of the bargain as well." Most rewarding to Schaffel is when customers call to say what a great job AVI employees did for them. "Those are fantastic moments for me," he says. "I just love the phone calls and letters I get from customers raving about the great things our people have done. In fact probably the most satisfaction in my job is seeing employees grow and challenge themselves to do things they haven't done before and accomplish new heights. We've had a lot of people go through the ranks, even starting as receptionists and becoming managers. When they're successful, I'm successful." Also rewarding are those times they lose business based on some customer trying to save a little money, and the customer then turns around and calls AVI to come out and fix it. On a typical day, Schaffel says his days at the office are pretty much split into thirds. "One third is interacting with employees, trying to make sure they're going in the right direction," he says. "Another third is interacting with sales people and customers, making sure I understand the issues they have that may need my help. The last third is spent with vendors trying to understand where they're going. I am less concerned about today's products than I am about technology coming down the road one, two, three or five years ahead." Some weeknights and weekends are another matter. Schaffel spends time with his wife of ten years, Mary Ann, the company comptroller, and their 7-year-old daughter. In fact on this Monday as I write this, Schaffel and daughter, Zoe, are off to the piano lessons they take together each week. They recently performed a duet at a local high-end shopping mall, too. "Unfortunately, she outplayed me," he laughs. "She played her part better than I played mine." On Saturdays, the two have a whole day of joint activities – both are hockey fanatics and they take tennis lessons together as well. Back to business, I had to ask: Did you foresee any of what AVI would become? "In my wildest dreams I never thought it would grow to what it is now," he responds. "Ask me what our five-year plan is and I'll tell you it's a one-day plan. Get up, do your best, and take advantage of opportunities that come along. Every piece of our company was an employee saying, 'Hey, I think I can try this,' and departments and business units started that way. In fact, ask me what city we go to next and I'll tell you it's the next city that shows me there's a group of people with the right heart and attitude to make it work there." Marty Schaffel can be reached at MSchaffel@aviinc.com 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 and news tips, don't reply to this newsletter – instead, write to me at gkayye@kayye.com[forward-Click here to forward Gary Kayye's rAVe to a friend] [subscribe-Click here to subscribe] 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 new rAVe Home Edition co-sponsored by CEDIA launches in February, 2004. To read more about my background, our staff, and what we do, go to http://www.kayye.com Back to top
Copyright 2004 – 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. |