Volume 12, Issue 7 — April 20, 2015

This is not a challenge that’s unique to the AV channel by any means. I don’t like car dealerships, their salespeople or their sales managers.

The locus of disdain amongst AV customers is primarily with builders. While I would agree that some end users and homeowners also dislike AV companies, the bigger challenge in selling to end users is, for the most part, that market segment barely knows you exist.

It’s a different problem when trying to market yourself to the builder channel.

They just don’t like you.

They have their reasons, and they parallel my own thinking on car dealerships: They had a bad experience.

I’ve seen plenty of survey results reported over the years by the likes of both the National Association of Home Builders and CEDIA over the years to have noticed a clear trend in the results.

The common arguments builders have are that the selection of AV to choose from is baffling and confusing. They don’t “get it” and they presume, with some accuracy, that their homeowners won’t get it either.

Fair enough — at least on the surface there’s more to choose from when it comes to sight, sound and control than when it comes to different kinds of stone or tile. Tied into that confusing array of technology options is the perception of cost. It’s an unfair perception; home AV is generally no pricier than some of the more outrageous design options available as luxury upgrades. And let’s get real here, when a development is marketed as, “Homes starting from the low $400s” we all know the final bill for the homeowner to get everything they want is going to be much, much more than $400,000.

Then there’s the perceived burden of after-sales care. Builders want to cash their completion hold-backs as much as you do. Their sleepless nights are spent haunted by endless call-backs over everything from the plumbing to the electrical. They’re terrified that your AV system is going to ruin them.

One of my AV pro friends related to me how a builder said to him, “People can’t figure out how to set up their cable box to record their shows. Do you think I want to get phones calls for that?”

None of this is news to any of you, and they’re all objections that are reasonably simple to overcome with the right portfolio presentation, handouts, plus facts and figures at your command in your discussions with builders. There’s still one more objection you need to overcome, though.

I can guarantee that any homebuilder who’s been in business longer than five years has already been burned at least once by an outfit calling themselves an “AV pro” or an “integrator” who, for one reason or another fell apart and left the builder holding the bag with their customers. Those same predecessors who left a bad taste in builders’ mouths had portfolios and handouts that were at least as slickly printed as yours and their sales skills were at least good enough to get them the job. Of course as I’ve said before, selling systems is easy, the real work comes in completing them on time and on budget.

The good news is that the period from 2008-2010 saw most of those clowns close their doors. In my own city, the fallout of the economic crisis was like a domino effect as firms that had sprung up like mushrooms during the housing boom collapsed with clockwork-like regularity.

The bad news is that builders have long memories and carry grudges. If they don’t have an AV contractor working for them, that’s likely the reason.

Impressing them is going to be a long row to hoe, but if you’re smart and competent and can demonstrate that, unlike those last guys you actually know what you’re doing, you have a shot.

The vision of CEO Meg Athavale, LUMO integrates a pico-projector, Android software, a motion IR sensor and Wi-Fi into a wall-mounted sphere that makes any surface interactive for kid’s gaming. Aimed at 12-year-olds and younger, LUMO is an Indiegogo project that is a hot concept. And, it’s not just an idea — they’ve got prototypes and they’re ready to mass-produce.

Although it’s aimed at kids, you NEED to watch this video so you’ll see the impact that this start-up will have on our industry!

Think K-12 installs. Think interactive digital signage play-places in airports, malls and daycares. Think home theaters for watching movies from your iPads and iPhones. Think interactive wayfinding on campuses, in business lobbies and shopping centers. Think interactive menu-boards at kids-oriented restaurants and fast-food places.

This is big!

The Russound Certification Installer (RCI) program goes into effect with the launch of the  company’s new line of multi-zone controllers (MCA-66, MCA-88 and MCA-88x), with additional products added as they come to market.  In all cases, the products will ship “locked,” requiring a certified Russound installation professional to unlock them via the Internet in order to be unlocked. Products are tracked through unique ID numbers that will be paired with the installers who performed the installations. No customer information is entered or shared as part of the process.

The program is open to Russound installers buy the company’s products through all authorized sales channels, whether it is through a distribution partner or direct dealer.

Russound is here.

The new Associate Installer Certification comprises four classes:

• Overview of Solutions
• Infrastructure for Home Automation
• Building Basic Entertainment Solutions
• Controlling Wireless Lighting

The Associate Installer Certification works entirely within Control4’s Composer Express app, and can be completed in as little as three hours. More details here.

The Vivitek H1188 includes something called VividMotion technology that allows the smoothing of the picture during a fast pan movement that they claim eliminates jitter in the image. It’s also integrated with a six-segment RGBRGB color wheel.

Both the H1188 and H1186 projectors feature:

• two HDMI inputs
• one component video input, one VGA input and one MHL input
• vertical lens shift
• an ISF mode for both day and night calibration
• RS-232
• 12v trigger control

All the detailed specs are here.

Matrix44 offers easy control from a built-in web-server for setup and monitoring, direct TCP/IP, telnet, RS232, and IR for easy integration into a higher-level control system. For standalone applications, a wireless Android application is also available Front panel controls are straightforward and allow individual output control, direct jump to preset connections, and the ability to lock out the front panel controls to prevent unwanted changes.

With a locking power connector, rack mount tabs, remote Web access and easy field-upgradable firmware, Matrix44 is designed with the installer in mind. Matrix44 ensures universal display compatibility through dynamic EDID control. Multiple EDID options from sink duplication to a variety of preset EDIDs enable simple and reliable home theater or commercial AV installations.

Features include:

• Supports four HDMI 2.0 inputs and four discrete outputs
• Flash-free mode (switching inputs on one output does not interrupt the others)
• 3D-TV support
• RS232 Serial interface for control systems
• Supports up to Dolby TrueHD, DTS-HD
• USB for easy firmware update
• Direct IR control
• HDMI certified

More details are here.

The ZIG-POE-70 sender provides a complete solution for detection and powering of POE IEEE 802.3af devices such as the ZIG-POE receiver/TV box. The sender will safely detect, classify, and provide up to 13 watts of power to the receiver via HDBaseT connection. The receiver reads a signature from the sender (TX) and only enables power delivery if all constraints for safe power delivery are met. During power delivery the link is continuously monitored for any fault or overloading conditions and the current is limited to avoid hazardous conditions.

The ZIG-POE-70 sender senses the removal of a powered device and turns the 48-volt power supply off immediately when the receiver is disconnected.

Here are all the specs.

Each source can be routed to any display location using the front-panel push buttons or the handheld IR remote control in addition to RS232.

Here are the technical specs.

Peerless-AV claims that the LCT620A Desktop Mount improves workstation ergonomics by allowing displays to be located at the perfect working angle. You can check it out here.

The Bassic subs are available in either an 8-inch, 10-inch or 12-inch version. The aluminum drivers are powered by 100 watts, 150 watts or 250 watts of cool, efficient Class D amplification. The controls for level, phase and crossover adjustment are mounted on the front of the cabinet behind the grille for easy access whether the sub is against a wall our mounted in a cabinet. They also include a piano-gloss black finish and inset grille design.

The Bassic Subs will be shipping mid-April. Here are all the specs.

Included with the TM-80 are a tabletop stand, six-foot XLR cable and a elastic shockmount to reduce rumble and noise during recording. List for $60, the TM-80 is priced less than many dynamic microphones.

Other specs include:

• Cardioid polar pattern
• Frequency response: 20Hz to 20kHz
• Sensitivity : -38dB +/-2dB (0dB=1V/Pa at 1kHz)
• Phantom power requirement: 9 – 48V DC
• Output impedance : 200ohm +/-30% (at 1kHz)
• Load impedance : >1k ohm
• Max SPL : 136dB (at 1kHz=1% THD)
• S/N ratio : 77dB
• Housing : Die cast zinc
• Dimensions (W×H×D): 48mm×165mm×48mm / 1.9 inch×6.5 inch×1.9 inch

Here are the complete specs.

The new version of the Pyng app makes it easy to set up audio distribution to every room of the house. Homeowners can enjoy popular streaming services, including Spotify, PANDORA and Rhapsody wirelessly via AirPlay. In addition, they can play all of their iTunes music and personal digital music libraries wirelessly or through USB.

Crestron now gives dealers unparalleled flexibility to offer whole home audio systems that require no advanced programming. The Pyng app now pairs instantly with a range of Crestron multi-room audio solutions, including the C2N-AMP-6X100 (six room +2 audio system), Sonnex multi-room audio system, CEN-NSP-1 Network stream player and Crestron Tuner Cards./

The following components will be available soon with Pyng:

• C2N-AMP-4X100 — four room audio system with six inputs
• Autonomic MMS 5A/2A — Streaming media server

Here are all the specifics.

To read the complete press release, click here.

With over 18 years of industry management, sales and marketing experience, including roles with Avid Technology and Sennheiser, Stein brings a depth of knowledge and expertise to drive forward Martin Audio in the U.S., particularly in the field of Live Sound.

To read the complete press release online, click here.

To read the complete press release online, click here.