Volume 13, Issue 2 — January 27, 2016
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Editorial
- Wi HaLow There!
Raymond Kent : Managing Principal, Sustainable Technologies Group Editorial
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Industry News Control & Signal Processing Audio Cables, Furniture, Mounts, Racks, Screens and Accessories
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Wi HaLow There!
By Raymond Kent Managing Principal, Sustainable Technologies Group
The Internet of Things (IoT) just got one step closer to reality. The Wi-Fi Alliance recently approved a new low-powered long-range Wi-Fi standard they are calling 802.11ah or HaLow for short. Announced at CES this year, this new standard promises to make IoT possible on a large scale.
One of the biggest hurdles to IoT has been the ability of connected devices to be able to send information back to a central hub for collection, distribution, and analysis. This has been working fine on a small scale but so far has not been able to be expanded to a usable size to incorporate significant numbers of devices. The level of sophistication of data has also increased even within small systems often times leading to failure, shortcomings or unreliability.
As we continue to see more and more devices that can take or supply feedback such as wearables and all manner of sensors for everything from HVAC, power, lighting, security and audiovisual the need to strengthen the current technology and standards was required and will be a welcome relief to consumers, manufacturers and system designers.
HaLow offers a Wi-Fi standard with longer ranges and better penetration through physical objects by operating below the one gigahertz frequency band (900MHz). From an AV perspective you can now see where our wireless microphone spectrum is headed. This frequency shift stretches the current range to nearly twice what it is today (estimated at 3,280 ft or 1KM) and also enables better penetration through walls and other obstacles. The Wi-Fi HaLow technology will be backwards compatible and deliver many of the same benefits and features expected by today’s consumers and ICT professionals. This includes multi-vendor interoperability, ease of use and setup, and Government Class security.
The Wi-Fi Alliance plans on officially starting the certification process sometime in 2018 for products but expect to see deliver of HaLow ready devices before then. IEEE is already in the final stages of giving its once over. Once on-line it can be expected to push up to 18Mbps using a 4MHz-wide channel initially with further development of technology allowing for 78Mbps using a 16MHz channel in the future. Systems designers, integrators and end users can access this through equipment upgrades eventually but it should not be any different than a natural progression in managing current Wi-Fi technology upgrade protocols.
Even though the speed is slower than hoped for, the IoT devices expected to live on this network typically send short bursts of data and are battery operated. This is not the wireless network you would want to use for your 4K or 8K video.
The biggest benefit the ICT industry can take advantage of is in the true “big data” of systems monitoring as it relates not only to device status but also power management and energy efficiency that would be able to directly feed into the building management system without impacting the higher speed networks that it currently resides on. IT professionals should feel better about that as they often comment that there is too much traffic on their networks as it is. Leave a Comment
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Frightened Salespeople Are Terrible Salespeople
By Lee Distad rAVe Columnist
In a meeting last week with the senior management at one of my biggest clients, they shared with me a metric that was frustrating them. Their retail sales associates, as a whole, are incapable of getting attachment sales of any accessory that costs more than $50.
Management can see it in the numbers: in the attachment rate, the gross margin, and in the sell-through of items by price band. And it frustrates them — none of their efforts to cajole, coerce or incentivize increased accessory dollars have worked to move that needle.
I’ve seen this before. It’s simple. The salespeople are afraid — afraid of scaring off the customer.
They’re afraid that if they offer their customer too many products, or products that cost too much money, the customer will say “NO” to not just the attachment sale, but to the whole transaction. They’re wrong, of course, but that’s what they think.
It’s an incredibly common phenomenon among salespeople. If I’m going to be completely honest here, I suffered from it too (for about a month) when I first started out.
The solution is to train your salespeople in top-down selling. It’s the opposite of up-selling, because instead of starting at the bottom and trying to go up, you’re starting at the top.
It’s psychological: No one is ever offended by being shown the absolute best, most expensive things that you have to offer.
It’s easy to visualize if you look outside your own channel: Imagine if you went to the car dealership determined to buy the Porsche of your dreams, and the salesman suggested that he walk you over to the Volkswagen side of the showroom. As the customer, you’re not getting what you wanted, and the salesman isn’t getting the sale. It’s not the salesperson’s place to decide how much the client should spend; it’s the customer’s. It’s the salesperson’s job to make suggestions, but the focus is always on showing off the best you have to offer.
It’s simple: When a client comes to you for something, after getting a handle on who she is and what her needs are and show her the best, most dazzling example of what you have to offer. One of two things will happen: She’lll say yes, or she may ask you to show them something else. You may or may not end up selling the best, most expensive thing you’ve got, but if you don’t show it off first you, won’t have sold it at all.
It’s also not the salesperson’s job to say “no” on the client’s behalf. You don’t decide when the client has spent enough, he does.
It doesn’t matter if you’re accessorizing a smartphone activation, selling a hi-fi package or a whole-home system. You miss one hundred percent of the shots you don’t take. So set the bar higher, take pride in what you have to offer and never force the client to spend less money than he intended to.
I shared all of this with my dealer, and now the company’s management team has the tools to effect the changes they need. Coach your salespeople to start at the top and work their way down. Your sales metrics will thank you for it. Leave a Comment
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CEDIA Announces 2016 Executive CommitteeThe CEDIA Board of Directors approved the 2016 Executive Committee at this weekend’s Board Meeting held in San Deigo, CA. The Executive Committee serves a one year term, while the Chairperson holds office for a two year term.
“I look forward to working with both the new board members and our new executive committee. After last week’s board meeting I am encouraged and confident that we will be very effective in implementing our strategies that will carry the organization forward,” said Vin Bruno, CEDIA CEO.
Chairman — Dennis Erskine, Erskine Group: Dennis Erskine is the CEO and founder of Erskine Group, an organization specializing in Architectural Acoustics. His organization currently produces the design, blueprints and specifications for over 80 home theaters throughout the world per year with a focus on ergonomics, environment and acoustics. Dennis is an instructor for the Home Acoustics Alliance and a CEDIA SME in Home Theater Design. Prior to Erskine Group, he was the Vice President of Strategic Systems for Holiday Inns Worldwide, CEO of Intelligent Networks, Vice President Operations at iNet Company of America, Director of Systems Development for ITT Dialcom and an Account Manager, Federal Systems Division, at Electronic Data Systems.
Chairman Elect — Dave Humphries, Atlantic Integrated: David Humphries founded Atlantic Integrated in May 2003. Atlantic Integrated is a nationally recognized sales representative firm based in the Metro New York market. The firm specializes in upper end consumer electronics with an emphasis on control, networks, power management, and lighting control. Dave is also a former President (January 2011 – December 2014) of IPRO (Independent Professional Representative Organization) an organization consisting of professional reps and their companies nationwide that provide direct sales and marketing services to the consumer electronics industry.
Treasurer — Hagai Feiner, Access Networks: Hagai Feiner, founder and CEO of Access Networks, is a technology evangelist and forward-thinking entrepreneur. His love of technology began at a young age. Through Hagai’s leadership, Access Networks has elevated the standard for client service and technical support, and created a benchmark for enterprise-grade residential network systems. Since founding Access Networks, Hagai has helped moved the network from a loss leader into a profitable offering for hundreds of integrators worldwide.
Secretary — Omar Hikal, Archimedia: Omar Hikal became the CEO of Archimedia in 2010. Prior to that, he was the COO from 2004. His role involved overseeing the day to day running of the company’s operations, the technical standards used by Archimedia’s engineering teams and the development of the Archimedia brand. His primary focus continues to be on ensuring that Archimedia is consistently delighting and impressing its clients with solutions that are thoughtfully designed and flawlessly executed.
Immediate Past Chairman — Larry Pexton – Founding Member, Triad Speakers: Larry Pexton is the CEO and majority shareholder of Triad Speakers, Inc. based out of Portland, OR. Triad Speakers, which has been a part of the custom electronics industry for over thirty years, grew out of Aspen Recreational Products which manufactured a pre-Walkman cassette player designed for skiing. Triad Speakers has been manufacturing high-end custom loudspeakers since 1982. Since its creation Pexton has remained the only CEO Triad Speakers has had.
CEDIA is here. Leave a Comment
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CEDIA Names Ron Fleming Vice President, Business DevelopmentCEDIA is pleased to announce that Ron Fleming has been promoted to the position of vice president of business development. In this role Ron will be responsible for taking the successful programs and initiatives he cultivated as the senior director of sales and new business development and scaling them for the global market.
“I’ve made it no secret that we have ambitious plans to grow the CEDIA footprint both domestically and internationally. I’m confident with Ron’s experience and leadership that we will be able to expand our reach and continue to develop new and successful relationships throughout the channel,” said Vin Bruno CEDIA CEO.
Ron joined CEDIA in June of 2011 bringing with him 20 years of consumer electronics experience having served in various roles with General Electric, RCA and ultimately Thomson/Technicolor, where he ran the RCA/GE Audio Video division for the Americas. Ron also has a background in associations; he was the vice president of marketing and communications for the National Precast Concrete Association, where he developed and executed the precast concrete industry’s first national marketing strategy. Prior to joining CEDIA, Ron was director of sales and marketing for Visual Blaze/MaxKinetics, a web technology company.
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Remotely Monitor and Support Control4 Systems With GreenlightGreenlight Control is now offering Control4 integration with Greenlight — a cloud-based service that allows integrators to remotely monitor and support their clients AV control systems from anywhere in the world.
The Control4 driver, developed by Australia-based software solutions provider My Device, enables dealers to easily add Greenlight to any Control4 project.
Dealers with Greenlight-enabled Control4 systems can quickly check the status of any system from a PC or smartphone and provide unprecedented service to their clients. The dealers will receive alerts immediately when a system has a failure and then send preconfigured actions to reboot, reset, power on or run macros to resolve the issue.
Features of the Control4 driver include rapid deployment, monitoring the status of control systems and connected equipment, verifying IP devices connections, and remotely sending strings or macros to failed devices.
The upgraded Greenlight cloud service now integrates with AMX, Crestron and RTI control system platforms, and is available here. Leave a Comment
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Why Not Sell Floor Heating Too?You’re selling the rest of the home, why not floor heating? Pentair launches this week at the International Builders Show and The International Surface Event, that its leading brand of electric floor heating systems — Nuheat — now works with the Nest Learning Thermostat.
The Nuheat SIGNATURE launched in 2014 and was the world’s first wifi thermostat for electric floor heating systems; this marks the next development stage of that thermostat. “The integration with Nest further advances the role of floor heating in whole home comfort,” said Wally Lo, product manager. “We continue to lead innovation in our category and are excited to be working with Nest.”
Through the integration, Nest’s combination of sensors, algorithms and machine learning can prompt the Nuheat SIGNATURE program to react to home occupancy. Homeowners can enjoy both comfort and energy savings with their floor heat. Staying home? The floor heat will remain on keeping you comfortable. Leaving earlier or arriving later than expected? The floor heat will turn off to save energy.
The Works With Nest features work with any installed Nuheat SIGNATURE and does not require added hardware or software updates. The Nuheat SIGNATURE will continue to retail for $265USD.
Homeowners will also now have the added option to control their floor heat with the Nest app or here.
Nuheat SIGNATURE Product Features:
- Out-of-the-box compatible with Nest Learning Thermostat
- Wi-Fi — Easily connects to WiFi network; 802.11 b/g/n compatible and a fully secure network WEP
Nuheat SIGNATURE is here. Leave a Comment
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Origin Acoustics Introduces Two New In-Wall 10″ Subwoofers to the Composer CollectionOrigin Acoustics will show new 10” in-wall subwoofers at the ISE 2016. The new 10” Aluminum Composer Retrofit In-Wall Subwoofer will feature Origin’s Slide Enclosure for retrofit installations. The 10” also comes available with a 43.5” Damp Enclosure for new construction installations. Both models feature a dual voice coil with a set of two inputs so the subs may be ran in parallel with all Origin Acoustics architectural speakers.
Origin Acoustics has also engineered two new sub amplifiers in the SUBA150 and SUBA500 to complement their in-wall subwoofers. The single-channel SUBA150 is a 150-watt amplifier features several customization controls that allow you to fine tune the subwoofer response in any environment, and also features ideal equalization parameters for the ultimate performance. The SUBA500 is a 500-watt amplifier pre-loaded with DSP settings for the in-wall subwoofers that extend low-end bass response while protecting against damaging overdrive. The DSP Settings also enable the optimal crossover for in-wall subwoofers to perform in unison with Origin Acoustics architectural speakers.
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AcoustaScape Landscape Audio by Origin AcousticsOrigin Acoustics just announced their new outdoor brand, AcoustaScape Landscape Audio. The first offering, the AS41 Hi-Fi Landscape Audio System in the series includes four Satellite Speakers and one In-Ground Subwoofer.
The AcoustaScape AS41 System brings stunning surround sound to the backyard with four 4” camouflage enclosed satellite speakers and a bass-boosting 8” in-ground subwoofer, all while remaining completely hidden from sight in the landscape foliage.
Origin says the system projects even sound coverage directly into the listening area with equal volume, turning the whole outdoor space into a sweet spot without causing any disturbance to neighbors. You can expand the system by adding up to four additional satellite speakers, model AS4SAT extension packs for even greater coverage up to 2,500 square feet. Sold in packages of two, the AS4SAT are packaged perfectly for each unique area of coverage.
The two-way satellite speakers deliver a wider dispersion and require no separate amplifier — simply power from any source component zone 2 output. The compact and powerful 8 ohms per channel impedance matched hi-fi outdoor system is equipped with 50-watt — 200 watt of power handling.
Here are the detailed specs. Leave a Comment
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Origin Acoustics Now Shipping Audiphile Performance Speakers Origin Acoustics says that its new audiophile home theater in-wall series, The Theater Collection (THTR66 and THTR68), is now shipping.
The Theater Collection uses larger woofers and mid-range drivers than any design we have engineered before. Quad six and a half inch drivers partner with our patented DPSD 1″ tweeter to deliver the accuracy and sonic linearity that was once only reserved for the worlds finest floor-standing box speakers. Listeners will be pleasantly surprised with in-wall home theater solutions that are virtually invisible to their eye and yet explosive, accurate and completely engulfing to experience.
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The DaVinci Group to Debut Ultra-Thin, Single-Point Stereo SpeakerThe DaVinci Group (TDG) has created an all-new architectural in-ceiling speaker optimized for shallow-depth mounting situations that will incorporate the company’s proprietary STT Stereo Tweeter Technology. The NFS-61-5CMSTT claims to deliver single-point stereo sonic performance that rival other companies normal depth models — and does it in a thin speaker that is less than 50 millimeters thick.
Integrators regularly run into situations where they are asked to install a distributed audio system in a structure that was built using a type of construction material that limits the available depth in which to install an in-ceiling/in-wall speaker. To address this situation some brands in the industry have developed thinner speakers. But the reality is that these models are often just chopped down regular-series speakers — a reality that not only reduces the depth of the unit, but downgrades the sonic performance of the speaker at the same time.
Specs include:
- STT (Stereo Tweeter Technology) reduces inter-tweeter waveform distortion and phase cancellation
- 6½″ polypropylene trueform woofer with dual voice-coil STT design
- 13mm soft dome tweeter with dual voice-coil STT design
- Flangeless grill mounting system for smooth visual appearance
- PRX Poly Resin CrossPoint molds
- PRX mounting dog legs
- 5-watt min/50-watt maximum recommended power range
- Frequency Response: 72Hz-20kHz
ISE attendees can see it at ISE in Amsterdam next month or by going here. Leave a Comment
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Origin Acoustics Launches 4.1 In-Ceiling Multi-Finish Speaker SystemOrigin Acoustics today announced the Director Multi-Finish 4.1 Speaker System, including four D38 in-ceiling recessed satellite speakers and one ICSUB6 in-ceiling subwoofer.
The new Director Multi-finish 4.1 In-ceiling Speaker System is a turnkey solution for both designers and integration dealers. The D38, in-ceiling recessed lighting sized speakers were designed and finely tuned to perform in parallel with the ICSUB6 in-ceiling subwoofer delivering a perfect match. The Dual 6” ICSUB6 means dual-woofer band-pass designs that delivers plenty of bass through a hose requiring a cutout diameter of as little as 3 1/4”. Keeping the options open, the in-ceiling subs are capable of being mounted with Origin’s Simple Mounting method to match accompanying Minimal Finish Director D38 speakers or the revolutionary Zip-Clip Mounting System to carry an identical footprint to their flagship Director 6” and 8” speakers.
In-Ceiling subwoofers deliver installation flexibility and permit a larger enclosure than traditional in-wall subs delivering heightened bass and sound performance. The ICSUB6 can be powered from any 2-channel amplifier and does not require separate amplification. The D38’s and ICSUB6 easily wire from one to another for installation ease in both materials and time.
Despite the constraining size, Minimal Finish D38 speakers carry identical award-winning technologies and materials found in the rest of Origin’s premier Director Collection. The D38 carries Origin’s patented DPSD tweeter to deepen the frequency response range, creating an impressive and musically accurate sonic performance in combination with the bass pumping in-ceiling subwoofers.
Specs for the D38 and ICSUB6 Multi-Finish 4.1 System include:
- D38 is designed and finely-tuned to perform in parallel with the ICSUB6
- Enhanced mid-range and widened dispersion with the patented DPSD Tweeter Technology
- Kevlar (D38) Woofer Cones
- Revolutionary Zip-Clip Mounting System for easy installation
- 4.25” overall diameter with low-profile flangeless grille to match designer recessed lighting
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Manley Labs Unveils the Nu Mu Studio CompressorManley Labs has launched the new Manley Nu Mu studio compressor. The Manley Nu Mu is a hybrid compressor design that combines the front end tube topology of the T-Bar Variable Mu with a solid state side chain and output stage to deliver Manley’s big, full-bodied signature tube sound in a package that breaks new ground in performance and value. The Nu Mu is packed with features that set it apart from everything else in its class, starting with Manley’s acclaimed IRON input transformers on balanced XLR connectors and including the same ultra-low impedance switched mode power supply used on the Manley CORE.
The Nu Mu incorporates an all-new feature called the HIP control, allowing it to apply compression at lower dynamic ranges, while leaving louder dynamics unaffected. The result is a higher overall level, without squashing the dynamics of the most exciting transients.
The Manley Nu Mu will list for $2,800. Here are all the details. Leave a Comment
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Origin Acoustics Intros Seasons LSLA Landscape Line Array for Outdoor Audio SystemsOrigin Acoustics just introduced the Seasons LSLA Landscape Line Array, that features four 3.5” woofers in line-source configuration for heightened listening clarity and output with minimal intrusion to the surround neighbors.
In 2015, Origin Acoustics introduced the Seasons Landscape Collection featuring 4” and 6” satellite speakers that camouflage themselves as outdoor lighting with three different in-ground subwoofers for stunning performances in the outdoors. This collection gave listeners a new way to enjoy Hi-Fi quality sound outdoors with more bass, accuracy, and control all while preserving beautiful landscapes with its concealed and natural profile.
The new LSLA will be an exciting new option to daisy chain into existing 70V or add in to 8-ohm landscape systems, particularly due to it’s practicality in design. Popularized within outdoor concert environments, partially convex line source speakers direct sound with equal output and control to desired listening areas without causing disturbance outside of the targeted realm. Colored in white or camouflage with various mounting options for hard surfaces or landscape foliage, the LSLA will give installers utmost flexibility when designing the perfect outdoor soundscape. The LSLA can be used as the perfect substitute for bulky and blaring traditional veranda mounted speakers, and has significant aesthetic and performance advantages over rock speakers. In conjunction with the existing Seasons Landscape Collection, the LSLA offers the ideal amount of SPL and an option for wider dispersion to focal entertainment areas about an outdoor space.
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dnp Ships Supernova BladeThe dnp Supernova Blade is a frameless front projection screen designed for use in meeting rooms, retail environments and residential applications to create a floating-like image. Only 3 millimeters thick and available in sizes 100”, 110” and 120” in 16:9, it’s also available in custom sizes. The screen has a clean look and slim-line format that suit modern architecture and interiors well.
Made with ISF-certified Supernova 08-85 or with 23-23 material, dnp Supernova Blade has a built-in optical filter which absorbs ambient light and boosts contrast. The result is vivid, sharp images with up to 7 times higher contrast than conventional front projection screens. The screen’s light- absorbing capabilities eliminate the need for a dedicated darkened room and thus extend the opportunities for quality viewing into a much broader range of environments.
The Supernova Blade is easy to install and can be mounted in two ways: either hung on the wall or suspended from the ceiling. When wall-mounted, its super-slim format gives the effect of a “window into the world.” When suspended from the ceiling by almost invisible wires, the effect is even more dramatic — it appears to be floating in mid-air. The screen design is also space-saving — an additional advantage in retail situations and other commercial applications where design aesthetics and space are important.
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TRIBUTARIES Attempts to Reinvent the Power Cable with Series 8 AC Power CablesTributaries’ new Series 8 Power Cable uses 12AWG and something they are branding as “Linear Crystal Copper (LC-OFC)” to claim a lower crystal count per foot resulting in less signal loss and less distortion.
The Series 8 Power Cables were designed to address 3 main areas of concern with current off-the-shelf power cables: low frequency signals, current carrying capacity and noise reduction. Recognizing the fact that an AC signal from a wall outlet operates at 60Hz, the Series 8 Power Cables use insulated solid conductors of sufficient size to favor low frequencies.
According to Tributaries, power amps tend to draw current in pulses. Depending on the output of the power amplifier, too small a gauge of the power cable will result in excess resistance that may restrict the peak level of a required pulse which will then limit the transient response of the amplifier. Wire gauges must be sufficient not to starve the amplifier of the required current. The mistake that many power cable designers make is they either use large amounts of stranded conductors to achieve gauge and flexibility or only large gauge conductors. The use of only small gauge stranded conductors will limit the low frequency capabilities of the cable. If only large conductors are used the cable tends to lose dynamics and also will not respond quickly to transients; a combination of conductor sizes is needed. Series 8 Power Cables are designed with a unique combination of large and medium gauge wires to form an overall 12 AWG design supporting current flow and signal dynamics.
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Audience Intros Au24 SX Interconnects, Loudspeaker, Phono and Digital CablesAudience announced the introduction of its new “top of the line” Au24 SX interconnects, loudspeaker, phono and digital cables. Au24 SX substantially exceeds the performance of Audience’s long-standing and acclaimed Au24 cable lines by the use of improved XLPE (cross-linked polyethylene) dielectric material, higher-purity “six nines” copper, and by improvements to the cable geometry. The Au24 SX loudspeaker cables are of a heavier gauge than previous Au24 lines.
In comparison to the previous versions, the new SX cables are more relaxed yet more dynamic sonically and have a richer tonal palette. The RCA connectors are a new proprietary solder free design. The XLR interconnect is an entirely new true dedicated differential cable designed from the ground up solely for use in balanced circuits.
Audience Au24 SX cables, like all previous Au24 cables are low mass and low eddy current resistance designs using minimal jacketing materials. They retain music’s natural timing and timbre.
The new Audience Au24 SX cables and interconnects are currently available. A one-meter pair of Au24 SX cables with RCA terminations lists for $1,800 per pair.
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For all you REGULAR readers of rAVe HomeAV Edition out there, hopefully you enjoyed another opinion-packed issue!
For those of you NEW to rAVe, you just read how we are — we are 100% opinionated. We not only report the news and new product stories of the high-end HomeAV industry, but we stuff the articles full of our opinions. That may include (but is not limited to) whether or not the product is even worth looking at, challenging the manufacturers on their specifications, calling a marketing-spec bluff and suggesting ways integrators market their products better. But, one thing is for sure, we are NOT a trade publication that gets paid for running editorial or product stories. Traditional trade publications get paid to run product stories — that’s why you see what you see in most of the pubs out there. We are different: we run what we want to run and NO ONE is going to pay us to write anything good (or bad).
Don’t like us, then go away — unsubscribe! Just use the link below.
To send me feedback, don’t reply to this newsletter – instead, write directly to me at gary@ravepubs.com or for editorial ideas: Editor-in-Chief Sara Abrons at sara@ravepubs.com
A little about me: I graduated from Journalism School at the University of North Carolina at Chapel Hill (where I am adjunct faculty). I’ve been in the AV-industry since 1987 where I started with Extron and eventually moved to AMX. So, I guess I am an industry veteran (although I don’t think I am that old). I have been an opinionated columnist for a number of industry publications and in the late 1990s I started the widely read KNews eNewsletter (the first in the AV market) and also created the model for and was co-founder of AV Avenue – which is now known as InfoComm IQ. rAVe Publications has been around since 2003, when we launched our original newsletter, rAVe ProAV Edition.
rAVe HomeAV Edition, co-published with CEDIA, launched in February, 2004.
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