Latest headlines: Scott Tiner on the month of September and trade shows, Daniel Shatzkes on passion and AV, plus news from Dynacord and more
October 16, 2020 | Volume: 14 | Issue: 19
Hello everybody, and happy Friday. I come to you with an issue of the rAVe Rental newsletter that is sure to keep you company throughout the weekend.
Scott Tiner writes in this issue about how September was quite the month for news in this industry. Boy, was he right. I got whiplash from all the trade show news, and after reading Scott’s wrapup, I know I’m not the only one who was feeling the pressure. After all, we don’t know ~exactly~ how much time we’ll have between ISE and InfoComm next year, but the bottom line is: It won’t be as much time as we’re used to. So, everyone is going to have to make some creative choices about these shows next year. Is it ideal? Probably not. But nothing over the past six months has been ideal. We roll with the punches in this house. (And by house, I mean industry.)
Catch all the latest product updates below, complete with new releases from companies such as Fulcrum Acoustic, Matrox Video, Dynacord and L-Acoustics. Also, scroll down and check out our few pieces of industry news to find out about the cool new offering from AmpliVox for Breast Cancer Awareness Month.
In case you were not paying attention during the month of September, a few news stories broke regarding industry trade shows. This blog is my reaction to this information and my thoughts about what the next year will bring in terms of trade shows. Before I go any further, I want to be clear that I would love nothing more than to ship off to Orlando in June to attend InfoComm and see old friends. I would love nothing more than to see the live events industry come roaring back and give all our colleagues who have suffered so drastically during the past several months a chance to get back on their feet. Yet, I also believe that the responsible thing to do for us and our industry is to take a reasonable, logical approach to what is coming.
I’ve made an introspective observation that is a driving force in my business, and well worth sharing. Perhaps it can be eye-opening and reinvigorating for other integrators as well. And while this particular insight may sound cliche at first, I ask you to continue reading as you may draw unexpected conclusions or perspective from these thoughts. I am talking about passion — a significant undercurrent in both the AV and MI industries. And tapping into that passion in novel and informed ways can lead to growth and success.
One interesting strategy I have heard espoused by more than one of the knowledgeable sales leadership voices was that sales teams should be using this time to focus on strengthening long-term relationships with customers. It seems like sound and logical advice that’s always applicable. My issue is many of these people were suggesting the pathway to achieving this was through doing things for free or at no margin. When we give something to a customer for free, we’re really doing two things: We’re helping another company at the expense of our company, and we’re hoping (consciously or subconsciously) that doing this will leverage the very powerful psychological principal of reciprocity. Here are three reasons that’s a bad idea.