Crew Call By Joel Rollins A Business Model You Can’t Refuse All right, so in previous columns I’ve made the case that we (the AV Rental and Staging industry) are really screwed up. I made this assertion because, to some extent, we all base our pricing on the almost irrelevant purchase price of the gear employed. I maintained that this practice produces a bad business model and causes clients to use false criteria in selecting suppliers. I got a lot of email on both sides of the position. Lots of them agreed with me, but quite a number were of the “if it ain’t broke, don’t fix it” variety. But one asked a really interesting question: If we were to redesign the Rental and staging industry, what model should we base it on? I have a lot of favorite business books. Like Gary, my favorite is probably Crossing the Chasm, because I feel it explains a lot about the way technology adoption and sales work. But I couldn’t find a single book that could really serve as a good illustration for an industry as complex and unusual as ours. Then it hit me. The Godfather. Seriously, like most men my age, I’ve studied “The Godfather” like it was the Zapruder film. Every time I bring home Italian food (which is pretty common in the New York area) my wife sighs and asks if this means we have to watch “The Godfather” again. So I feel I’ve analyzed all the business lessons we can learn from it. The most important one comes at the real climax of the film, the “Commission” meeting called by Don Corleone (Marlon Brando) to bring an end to the Five Families War. But we’ll get to that. For this issue, let’s start with the first lesson we learn. Services are more important to long-term survival than products. We learn this early in the film, when it’s decided that Michael (the Don’s youngest son) has to “take out” Virgil “the Turk” Solozzo. During this scene, the “family” discusses how to get a gun to Michael in the restaurant where the two are going to meet. Nobody mentioned having any problem getting a gun. It was the service of hiding it behind the toilet tank that was important. In our business, there’s a parallel. I took the equipment list for a recent show, and fed it to Google one line at a time. I came up with lots of places to obtain the gear, with some amazing prices. Then I fed it the labor skills list. No takers. The gear was easy to find. But that doesn’t get it behind the toilet tank, so to speak. The lesson I draw from this is simple. In the long run, gear is less expensive, easier to use, and easier to find. That’s just the natural progression of things in the electronics world. But, because of this, skills are in demand, for the ability to do things above the level of someone who just purchases the gear. It’s our people who make us a capable company – and we should lead with that information, making it the most important part of our proposals – and our pride. As the Don tells Bonasera the undertaker in the opening scene of the movie, it’s because of your friends that people fear or respect you. For next time, we’ll take a look at keeping your friends close, and your enemies closer. In the meantime, stay out of tollbooths and fruit stands. Ciao. JRR
Thanks to our sponsor, Da-Lite Screen Company
New Setup Software Releases From Stage Research The new product is a 1/8-, 1/4- and 1/2-inch scale template, which includes audio symbols, specs of over forty of the most commonly used theatrical speakers, measurements and more. The software lets you draw a speaker, use pattern angle and compass holes to draw a sound field, it has user speaker specs, measures dB loss, and measures watts to dB to predict SPL at a certain distance from the speaker. It lets you add a delay speaker, use the distance in milliseconds to predict delay time, and you can add two sound fields to predict combined SPLs. The company says it is particularly useful for education and training and as a portable tool to take to production meetings. It sells for $38, bundled with the original Sound Template. For more information, go to http://www.stageresearch.com/news/071205.aspx Stage Research also announced SFX 6, the new version of its live entertainment sound playback software. Execs say SFX 6 has been rewritten from the ground up, and you can expect a variety of new features based on user feedback. SFX typically replaces one or more CD players or minidisc systems and lets users create sound designs that should give you rich sound that can be reliably played back during each performance. Stage Research says the changes include: an ASIO sound playback engine which supports 16-bit or better WAV, MP3 or WMA audio files; cues output to a true matrix with virtually any number of inputs to any number of outputs; audio cues can contain mono, stereo and even more channels; users can drag-and-drop multiple sound files to create a multichannel, synchronized sound cue from existing mono and stereo sound files; fades are now called Volume Changes, and Volume Change curves can be completely customized; and curves can be assigned on a per crosspoint level. There are also a revamped user interface, Undo/Redo functions, and two new windows are now available. Transport Window shows/controls the execution of cues. Active Matrix gives users control of all the volumes of the standby and playing cues right in front of them and on the fly. Finally, Collapsible Cues. Cue sequences connected by Waits and Autofollows can be collapsed into one line. The new version is used the same as the previous version — users put their sound files on the computer and then drag-and-drop them into an SFX cue list along with other special cues, such as Waits and Volume Changes, created in SFX. This is designed to let you craft easy-to- play back sequences. SFX also lets you play back multiple sound effects at the same time and send them to many different outputs. For example, you can play a train cue that steams across the stage from stage right to stage left while also playing rain in the back of the house and a telephone ringing based off an actor’s cue. All cues overlap and are independent. For more information, go to http://www.stageresearch.com/news/071119.aspx One of the best parts about our industry lately is that we’re finally achieving the richness of software that we need to truly join the digital age. While I strongly disapprove of software that isn’t cross-platform, because both the Mac and Linux are making huge gains in our market, I really love the variety that’s becoming available now. JRR
Kramer Introduces High-Bandwidth Switcher for Multiple Video, Audio Sources This high performance switcher includes three independent 4×2 audio/video matrix switchers and one independent 2×2 audio/video matrix switcher in a two-rack unit frame for a standard 19" professional rack enclosure. It combines the functions of a 4×2 matrix switcher for computer graphics signals with audio, a 4×2 matrix switcher for composite video and audio, a 4×2 matrix switcher for s-Video and audio, and a 2×2 matrix switcher for component video (Y, PB/CB, PR/CR). The VP-26 provides a computer graphics video bandwidth of 300MHz for transparent performance even in the most critical applications, says the company, and it is HDTV compatible. It offers composite/SDI video bandwidth of 420MHz, s-Video bandwidth of 320MHz, and component video bandwidth of 380MHz. The VP-26 also has a CAT5 output for one of the computer graphics video outputs that can handle signals with resolutions up to UXGA for applications that require long distance signal distribution. US price is $2,895. For more details, go to http://kramer-us.com/news_full_story.asp?iNews=159 As with software, we’re seeing the introduction of a ton of new integrated switchers. It opens the door for rental companies to build standardized systems and racks that meet their particular requirements – and also opens the door for lots of operational confusion in the ranks just due to the number of different kinds of switchers available. It makes it important to really project your buying, and standardize on models and lines that operate in similar ways. JRR New Crestron Wideband Matrix Switchers CEN-RGBHV switchers provide video-follow-sync switching, designed to ensure glitch-free transition when selecting between non-synchronous sources. CEN- RGBHV switchers feature low crosstalk and 450MHz video bandwidth as well as video sync detection on each input so that horizontal and vertical values can be viewed on the front panel display, control system touchpanel, or Crestron RoomView software. For audio, CEN-RGBHV switchers include a stereo audio matrix that supports both balanced and unbalanced signals. Programmable input level compensation helps ensure compatibility with a wide range of pro and semi-pro sources. Available in 8×4 , 8×8 , 12×4 , 12×8 , 16×16 models, Crestron says the CEN-RGBHV switchers are fully operable out-of-the-box for use as standalone units. They have an LCD display and quick-adjust knob, and the front panel supports essential switcher operation without the need for a computer or control system. Advanced setup is also available through Crestron Toolbox software. For more information, go to http://www.crestron.com/press_room/press_releases/show_release.asp?press_release_id=1292 Looks nice, although I must admit I haven’t had my hands on one yet. Would love to see it have a direct software control program (similar to Extron’s) for use in the rental environment, rather than just software for configuring it for installs. And, while I’m at it – would love for all switcher manufacturers to pay attention to developing cross-platform software. Even running Windows, my guys have lots of software that’s complex to use because various manufacturers specify various flavors of Windows – “the OS that’s so good it comes in six versions.” Think about Java and other operation systems, folks. JRR
Unique2 Haze Machine From Look Solutions Debuts With Hanging Set And Touring Models The Unique2's more precise control expands output settings from 1-10 to 1-40 for more density options, especially the popular lower densities. The variable output lets you achieve effects ranging from the finest mist to a thick haze, similar to fog. The machine is able to fill large or small venues with a constant haze, says the company, serving as an enhancement for lighting effects. The machine's pump and fan can be adjusted separately in 99 steps to fine tune the density and output. Also, the Unique2 has almost 60 percent greater output with the pump set at 99. The Unique2's fan is more rugged and higher-quality and has a sealed fan motor to prevent shorts. The electronics are in a separate chamber from the fluid pump and heater preventing inadvertent shorts, too. A single two-liter canister provides up to 50 hours of continuous output, says Look Solutions, and a fluid-flow safety sensor shuts down the machine when fluid cannot flow freely through the heater. The fluid tank is held in a bracket on the back of the machine and features a quick-release coupler making it easy to change tanks mid-show or for travel. The Unique2's power on/off can now be controlled via DMX 512 protocol. The machine can be made to 'sleep' or 'wake up' using the DMX signal so if the hazer is being flown the user can turn the heater off and back on via DMX. An internal timer with digital display can adjust haze time in seconds, wait time in minutes and the output of the pump and fan in percentages. The Unique2 is available with an optional yoke for a Hanging Set configuration and in an easily-portable Touring Unique2 model. For more information, go to http://www.looksolutionsusa.com/news2.shtml#unique2 I love the effects of hazers – and hate their effect on other equipment that producers insist we hang nearby. The ability to turn these on and off, and adjust heat, via DMX is handy. Now, can somebody invent a totally non-accumulating and easy-to-remove fluid? JRR Cables To Go Announces New HDMI and DVI 360-Degree Rotating Connectors The 360-degree Rotating Connectors use a center ball joint design and the company says the design of the couplers and adapters ensures absolute signal integrity in any position, providing a picture just as clear as if the cable is plugged directly into the source or display. Cables To Go offers 360-Degree Rotating Adapters and Couplers in nine different HDMI, DVI-D and DVI-A connection combinations. Each is backed by a lifetime warranty against defects in workmanship. You can actually watch a rather well-done animation of how they work at http://www.cablestogo.com/40928_video.swf For more information, go to http://www.cablestogo.com/ I need to test some of these. Although I try to minimize adapter use, these could help in a number of situations. I’m thinking particularly about cable dress in places where we need to hide cables and don’t have room for the radius bends that heavy-duty rental cabling often makes. JRR
More Recent Headlines ______________________________________ Clay Paky fixtures score a win at Pan American Games opening and closing ceremonies in Rio http://www.claypaky.it/english/fr_press.htm Barco’s cinema projectors shine bright in 3D for Paramount’s Beowulf http://www.barco.com/digitalcinema/en/pressreleases/show.asp?index=2009 Shure Shares Spotlight With Former “American Idol” Contestants At 35th AMA’s Christie Announces Record Year in Digital Cinema ISSUE ENDS HERE
New Seamless 184” HDTV Format Screen From Da-Lite For more information, go to http://www.da-lite.com/whats_hot/index.php?wID=153 The increase in availability of seamless HDTV screen sizes is a good one – as the simultaneous increase in the contrast and brightness of the available projectors in this segment of the market tends to emphasize screen flaws. In many ways, the projectors seemed to leap ahead of screen development for a little while, and it’s good to see the screen manufacturers coming to market with equivalent products, IMHO – JRR
FogScreen Now Available to U.S. Market Via American Exhibition Services The FogScreen One projection screen (one meter) and FogScreen Inia projection screen (two meter) will be available for AES's associations and management groups. While both can be used as standalone units, the one-meter-wide device is designed to seamlessly link with other one-meter devices to make a larger image. For more information, go to http://www.fogscreen.com/en/ I’ve tracked FogScreen for a little while – it’s a truly unique product, unfortunately only useful for truly unique situations. I can think of a number of amusement locations that could make use of the look, and a number of high-end corporate shows that would employ it for novelty value. But the opening of their website – “We’re the company that changed projection technology forever – no more fixed screens” is just a tad optimistic <grin>.-JRR
AMX, Medialon Partner on Show Control Medialon provides software-based control systems to museums, theme parks and entertainment venues. The Manager Software allows you to program and synchronize an unlimited number of devices, including audio, video, lighting, image processors and special effects. The new AMX-Medialon interface allows facility and/or event staff to centrally control individual devices via the AMX Control System, and/or initiate show control sequences using Medialon’s Manager Software. The combination streamlines the number of interfaces required to operate these two different systems, especially for cruise ships, theme parks, casinos and museums that often require two control systems – one for sequenced events during a show, the other for real-time control. For more information, go to http://www.amx.com/newsroom/pressrelease-file.asp?release=2007.11.16 NICE to see AMX tackle this one. For several years I’ve been urging the mainstream control manufacturers to weigh in on the show control market, and their usual “Oh, lots of people use our products for show control” hasn’t been a good response. Show Control requires a different interface (and a different thought process) than room control. Nice to see the need recognized. I hope others follow suit and create the show-control products next year’s shows will need. – JRR DP Introduces Its Brightest Projector The LIGHTNING HD-3D can display active 3D content at up to 2048 x 1080 resolution and 120 frames per second through twin-dual DVI inputs. The company says that by enabling active 3D via DVI, rather than via analog inputs, the LIGHTNING HD-3D series remains the only projectors in their class capable of end-to-end digital 3D display. The same twin-dual DVI inputs can also accept sources with up to 12 bits per color (R, G & B). These 12-bit sources are pixel mapped to the DMD’s via de-gamma processing with an output grey scale resolution of 16 bits per color. When used with high color-depth sources, DP says the LIGHTNING 45HD-3D is capable of producing a total on-screen pallet of more than 280 trillion colors at any resolution up to 2K. DP also introduced a similar model, the LIGHTNING 38HD-3D at 22,000 lumens. For more information, go to http://www.digitalprojection.com/ I’m fascinated by somebody introducing the world’s brightest projector every month. Was there enough time to sell any of the 25k units? -JRR
You Can Turn These Christie Projectors on Their Sides! “Recent tests confirm safe and reliable performance in this orientation.” This does not apply to Roadster X or S series 3-chip DLP projectors and nor does it apply to Christie DW, DS+ and HD series 3-chip DLP projectors. Portrait mode for those projectors requires the use of mirrors. For more on Christie projectors, go to http://www.christiedigital.com/AMEN/ As the available mainstream computer monitors and graphics cards increase the availability of portrait orientations to the average user, we see more graphics created that way. The availability of this kind of testing data up front saves staging companies a LOT of time in show design and testing. I’ve had to ask several manufacturers for this type of data, and usually given up and done the testing myself. The big projector manufacturers do this, and it’s one of the things that makes them the big projector manufacturers. Kudos, Christie. – JRR
Mitsubishi Walk-in Panoramic Display The display is made up of 17 pairs of 67-inch panels arranged in a 340-degree near-circle (the 20 degree gap is for viewers to enter and exit the display.) The system uses TI’s DLP technology and has a total resolution of 27 million (1024 x 768 x 34) pixels. Mitsubishi plans on selling this virtual reality display system to museums and applications such as traffic simulations. The virtual display circle costs about $1.3 million and from Mitsubishi Electronics will deliver the system to an undisclosed customer early next year. For more information (Japanese only, sorry!), go to http://www.iza.ne.jp/news/newsarticle/it/internet/96070 Not reading Japanese is a real handicap on this one. The viewer looks awfully happy, and I love the cartoon characters of the deliriously happy Microsoft users. But I’m waiting to hear what makes this any more impressive than a lot of near-circle displays I’ve seen companies build with existing products, and what makes it worth 1.3M as a manufacturer model. Mitsubishi? – JRR
Gulfstream Park Installs Kramer Electronics and Sierra Video Solutions for HD Video Installation Element Labs Stealth LED displays chosen to add glamour to Take That Tour. Barco shines at the Country Music Awards
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. 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.
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