Volume 14, Issue 9 — May 11, 2017
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Industry News Audio Lighting Control & Signal Processing Cables, Furniture, Mounts, Racks, Screens and Accessories TVs Security
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Build Your Funnel By Creating Referral Business
By Lee Distad rAVe Columnist
Ask anybody who’s been in business a long time and they’ll tell you how crucial repeat and referral business has been to their success.
It’s not hard to get someone to do business with you once, but the trick is to be good enough for them to not only do business with you twice, but to recommend you to others. You need to forge connections with people who can send business your way, and you need to do it all the time.
Certainly, it’s always nice when someone spontaneously refers you to others, but rather than counting on spontaneity, what can you do to encourage your clients to send you referrals? I’d say the most important way is to ensure that you’re going to make the person referring you look good to their peers.
People give references for many reasons, and being directly compensated isn’t always their primary motivation. It’s been my experience that people often take pleasure in being perceived as “well connected” and “knowing a guy” and will provide referrals to friends and colleagues because of the gratification they feel that comes from pointing someone in the right direction. It indirectly improves their status and can work in their favor when they need referrals for themselves.
If you have a well deserved reputation for doing great work, then that’s the first link in the chain to effectively networking with other companies. And in order to be “the guy” you need to do exceptional work and to exceed client expectations. That may sound obvious, but if you want people to recommend your services, you need to be worth recommending. Personally, I refer friends and acquaintances to businesses that I know are going to take care of them, and by extension, make me look good for pointing them in the right direction.
So, you do amazing work, and your clients are thrilled. At this point the most crucial step is to actually ask them for a recommendation.
You already know that if you want something, you need to ask for it, but you’ll be most successful at getting referrals when you ask at the right time and in the right way. I have a specific method that was handed down to me by one of my old mentors that is simple and straightforward, and yet it works like a charm.
The time to ask for referrals is after you’ve completed your project, such as the follow up after an installation is completed. When your client has acknowledged their satisfaction, then you can say to them “I’m glad that you like it. I would like to ask you for one small favor. Let me give you two of my business cards for you to keep in your wallet. If, in your day to day, the subject comes up with one of your friends or acquaintances, I would be honored if you would think of me and pass one of my cards on to them!”
Just like anything else that you learn from a book or course on sales or self-improvement, you are going to need to practice it and adapt it to your own style and nature. But I’ve done it this way for years and it works! Leave a Comment
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Analog Backups
By Hope Roth Monday morning, I woke up to the dulcet tones of my smart lock locking itself… over and over (and over!) again. We cleaned the touch screen, we replaced the batteries, we gave it a stern talking to… eventually my husband pulled the radio out and it settled down.
My lock is basically working, for now. I can’t lock it from upstairs, but I can get in and out of my house. And that’s kindof an important functionality.
Even if we’d had to pull the batteries out, we still would have been able to use the front door. My lock is smart (or is that dumb?) enough to work with a regular old key. Of course, while I was patting my own back for getting the model with an old school backup, I was also realizing that we keep all of our keys inside the house. If the lock had decided to freak out while everyone was at school and work, I’m not entirely sure how we would have managed to get back into the house.
(Cue me ordering a hide-a-key from Amazon Prime.)
We should expect (nay, demand) quality and reliability from the Internet of Everything… But adding electronics and tiny moving parts to just about everything is very likely going to result in some products breaking on us. And it won’t always be at the most opportune moment. Which is why it’s a smart integrator that plans ahead. For any electronic device that performs a necessary function, we need to make sure that there are systems in place to work around it and get it back up and running when something breaks. They don’t have to be convenient systems (there’s a reason people install smart devices in the first place), but they need to be accessible.
As someone who replaces the humble light switch with automated lighting systems for a living, I think about this stuff all the time.
Some questions that I ask myself all the time:
1. Is there an override button (or remote) that can be used in case of a processor failure?
2. What happens if the network goes down?
3. What sort of monitoring/management is in place so that the client will know right away that something is wrong?
4. How quickly can I get parts? Is there anything mission critical enough that it makes sense to keep spares on hand?
I’ve had electricians ask me to have devices talk to each other over the network that were supposed to have a physical connection to each other. I made them fix their wiring, because I didn’t want to introduce an unnecessary failure point.
Any system I architect that involves multiple lighting processors talking to each other over the network has a failover mode that it will revert to if the network goes down.
I always make a point of showing the house electrician or facilities manager how they can get all of their lights on quickly.
The list goes one and on, but you get my point. Our industry is shifting away from a model where integrators do is sell people boxes. More and more people are looking to us as trusted advisors. Which means recognizing potential pitfalls, and having a backup plan.
I don’t always have an analog backup, but when I do, it’s hidden in the backyard. Leave a Comment
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CEDIA Accepting Nominations for 2017 Lifetime Achievement Award CEDIA is now accepting nominations for its Lifetime Achievement Award, which will be given to the winner on September 6 at the 2017 CEDIA Show in San Diego, Calif. The CEDIA Lifetime Achievement Award recognizes individuals who have demonstrated outstanding, creative, innovative and visionary leadership in the growth and advancement of the technology design and installation industry.
Past winners have included entrepreneurs, investors, engineers and leaders such as Lutron’s Joel Spira, designer Theo Kalomirakis and Crestron founder George Feldstein, since the award’s inception in 1992. Last year’s winner was Chang K. Park, founder and chairman of Universal Remote Control (URC).
Nominees must be from a CEDIA member company. Nominations must be received no later than June 6, 2017. The nomination form is here. Leave a Comment
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Four Years Later, RTI Finally Ships New AD-16x Audio Matrix Switcher Originally launched in 2013, RTI announced they has finally started shipping the long-awaited AD-16x, a 16×16 audio matrix switcher. Part of RTI’s lineup of audio distribution solutions, the AD-16x is designed for large, multi-zone audio installations as it provides routing for 16 audio sources across 16 zones and use RTI Cool Power amplifiers (CP-450/CP-1650) to drive each speaker. The AD-16x also features eight remote source inputs, which allow devices located in other rooms to be used as global sources. When the system grows past 16 zones, up to four AD-16x units can be cascaded for up to 64 output zones. The switch also delivers complete audio management, including parametric equalizing, zone grouping and balance control.
The AD64 has a two-way driver running on an RTI XP processor and features custom project labeling, allowing integrators to name all zones and sources and eliminating tedious programming by ID number. The driver also allows dynamic audio source management, which tracks active sources. This allows a user to determine if a source is already in use and select a different one to avoid an inadvertent music change.
Here are all the specs. Leave a Comment
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Control4 Debuts Triad Garden Array Outdoor Audio Solution Control4 Corporation just showed the new Triad Garden Array outdoor speakers, a family of all-weather, landscape speakers that include a satellite speaker (GA4 SAT) and subwoofer (GA10 SUB) designed to be placed throughout flower beds or around the yard to blanket outdoor spaces.
Each of the GA4 SAT speakers includes a Triad-exclusive, 4.5-inch Ultra-Broad Dispersion (UBD) driver. Through a 150-degree field of coverage, the GA4 SAT is purpose-built for the outdoors as Garden Array speakers have an all-weather exterior to withstand hot or cold, rain and snow, dry or humid conditions; the sealed enclosure resists dust, bugs and critters. With a low-profile design, the GA4 SAT is shaped to resemble landscape lighting and blend into flower beds and gardens.
The Triad GA10 Subwoofer is engineered to produce full, dynamic bass that reaches deep, precise notes and can be installed freestanding or concealed underground. The sub has been designed to be buried in the yard using Triad’s optional underground kit, which only shows its discrete, acoustically-ideal small mushroom port above ground or it can be installed on a porch or deck as a free-standing, down-firing subwoofer using the optional foot kit. And it’s powered by the Triad RackAmp 300 dedicated amplifier.
Here are all the details. Leave a Comment
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Legrand Nuvo Player Supported by Domotz Pro Remote Management Software
Domotz Pro software adds remote management features to the Nuvo Player Portfolio system that enable integrators and Legrand tech support to work together in real-time to quickly troubleshoot configuration and performance issues. The Domotz-Nuvo pairing is an expansion of the technology partnership announced earlier this year to provide Domotz Pro support for networking products under Legrand’s Luxul brand.
Among the key features the software makes available is the ability to automatically identify and remotely reboot Player Portfolio devices and systems. Integrators can also quickly launch support sessions with Legrand, providing the manufacturer’s tech team temporary remote access to customers’ Player Portfolio systems. In addition, Domotz Pro offers remote monitoring of Nuvo Player Portfolio zone status, networking status and connection history, as well as network status alerts when devices are offline and when new devices are found.
Legrand says launching a manufacturer support session via Domotz Pro is easy. A manufacturer support tile is provided for any Player Portfolio device that is found on a network. Through this, integrators can grant the Legrand support team all relevant network and device details so that they can access the customer’s system.
Domotz Pro requires a software agent running on a network to continuously monitor devices and facilitate troubleshooting actions such as remote power and access functions. The Domotz Box device is recommended for professionals installing Domotz Pro on customer networks.
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Legrand On-Q Lighting Control Adds Google Assistant Control Legrand announced that its radiant RF (radio frequency) Lighting Control and adorn Wi-Fi Ready Lighting systems now work with the Google Assistant for seamless voice control.
Owners of these systems can now power and dim lights through devices enabled by the Google Assistant, such as Google Home, simply by saying phrases like, “OK Google, turn on the porch light,” or “OK Google, dim the living room to 50 percent.” They no longer need to reach for their phone, tablet or light switch.
The development of the lighting systems’ compatibility with the Google Assistant follows Legrand’s recent launch of its Eliot (Electricity + IoT) program in North America.
The integration of the Google Assistant into the lighting systems is powered by Samsung ARTIK Cloud, and requires a Legrand LC7001 Whole House Lighting Controller and an integrated Samsung ARTIK Cloud account. To connect with the Google Assistant, users simply need to tap on ARTIK Cloud from the “home control” menu in the Google Home app and follow the directions.
The radiant RF Lighting Control and adorne Wi-Fi Ready Lighting systems are comprised of wall-mounted dimmers and switches, scene controllers and plug-in modules for dimmable lamps and small appliances. The adorne system also has Wi-Fi-ready components. The dimmers for each system, which employ Legrand’s Tru-Universal technology, are unique in that they can be used with all lighting and load types, including LEDs, incandescent, halogen and others.
The LC7001 Whole House Lighting Controller enables users to turn lights off and on, immediately or on a schedule, from their smartphone, tablet or Apple Watch, in addition to Google Home. The easy to use app offers simple convenience that homeowners will appreciate, including individual light naming and the ability to schedule individual lights or scenes by time of day.
Here are all the details. Leave a Comment
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Draper Introduces Larger, Quieter Shade With FlexShade RechargeDraper announces FlexShade Recharge, a quiet, battery-operated shade with rechargeable batteries, which is set to display at InfoComm 2017, June 14-16 in Orlando.
Draper’s FlexShade Recharge is ideal for flexible installations and can be installed in a variety of places, including larger window openings. Available up to 12 feet high and 12 feet wide, the FlexShade Recharge features simple installation, similar to a manual window shade. The batteries last longer and are more powerful than those in other systems, and with no external battery wand, extra space isn’t required for the batteries. With long-lasting charges, the FlexShade Recharge battery is hidden safely inside the roller tube and can be recharged from a 110-volt outlet or an optional solar panel. FlexShade Recharge is quiet and provides users with a reliable, versatile motorized shade without the additional wiring.
FlexShade Recharge fits easily into nearly any control scenario. For quick and simple operation, there’s a touch-sensitive remote control, or a flush-mount wall switch. For more flexibility, integrate Recharge with popular control systems. FlexShade Recharge also features several accessories, including a maintenance charger, solar panel for battery motors and cable extenders. In addition, the FlexShade Recharge app can be used to control or program the shades. Since the motor has bi-directional communication, the app even knows when it’s time to charge the battery.
Draper’s FlexShade Recharge battery powered window shades will be in the Draper in booth #3342 at InfoComm 2017. Here are all the details online. Leave a Comment
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AptoVision Adds Zero-Latency Scaling Mode to BlueRiver NT2000 AV-Over-IP Chipset AptoVision today announced that the latest firmware release for its BlueRiver NT2000 AV-over-IP chipset is now available and includes a new mode that enables video to be transported and scaled without latency (aka: latency under one tenth of a millisecond over 100 meters of CAT‐x or 30 kilometers of fiber). The new release also includes what they are calling an “advanced chroma resampling engine” for complete video format flexibility. All video processing functions including broadcast-quality scaling, multi-source video compositing and video wall processing with bezel correction can be applied to any video signal without restriction.
The latest update to BlueRiver NT2000 claims it can transport and scale video in three milliseconds.
AptoVision’s flagship chipset, BlueRiver NT2000, is part of the BlueRiver NT+ Series which transport uncompressed, Ultra HD/4K HDR over Ethernet, and the foundation of SDVoE technology. The chipsets are HDMI 2.0 and HDCP 2.2 compatible and transmit true 4K/60Hz (4:4:4) video with latency under one tenth of a millisecond over 100 meters of CAT‐x or 30 kilometers of fiber. They support the complete range of signal types including audio, GbE, USB 2.0, RS232 and IR, all of which can be routed independently. Audio can be extracted from or injected into any HDMI stream within the network.
Here are all the tech specs. Leave a Comment
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The AV Industry’s Leading Voice-Activated Control Interface Is About to Add a TouchScreenAmazon isn’t aiming its Echo at the high-end residential or commercial AV markets, but we’re obviously seeing it added everywhere. In 2017, nearly every major control system vendors added an interface to the Amazon Echo to allow it to control their systems and some AV integrators are adding Echo into small rooms to enable voice-activated control of both the systems and the environment.
But, Amazon is about to up-the-ante with their newest version — set to debut this summer — as the next-gen Echo will integrate a color touchscreen. Amazon insiders tell rAVe that it’s being referred to as the “flagship” version of the Echo lineup and, in addition to integrating an 8” touchscreen, it will have upgraded speakers.
In addition to aiming it at the SONOS music system, this new Echo will also, no doubt, get integrated into ProAV and HomeAV systems.
Again, no official specifics on the new touch-enabled Echo but we have been told it will retail for less than $350 and will connect, seamlessly, with the existing Echo line.
The Amazon Echo site is here. Leave a Comment
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Draper’s New TecVision Grey Surface Projection Screen Tackles Ambient LightDraper’s new TecVision CH1200X ALR is a grey surface designed specifically to address ambient light rejection (ALR) applications. With an ALR rating of 20, the Draper says its TecVision CH1200X ALR rejects 80 percent of the ambient light not being produced by the projector. Designed for environments with high ambient lighting and controlled viewing angles, the CH1200X ALR is a high-contrast surface helping black retention and includes a 1.2 gain surface to help brighten the image in sizes up to 67 feet wide.
Like the rest of Draper’s TecVision line, CH1200X ALR is 8K-ready and Imaging Science Foundation-certified for color accuracy, so users won’t notice the blue tints present in images on many other ambient light rejecting screens. In addition, the CH1200X ALR is available as a Nanoperf surface for acoustical transparency.
Claiming better off-axis performance than its competitors, TecVision integrates a light-absorbing dark backing to prevent picture degradation from light behind the screen and a non-perforated surface.
All TecVision CH1200X ALR specs can be found here. Leave a Comment
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Séura Introduces +Color Capability for Lighted Mirrors Séura is introducing a revolutionary capability that allows designers the opportunity to add colors to lighted mirrors. The new offering, named +Color, was created to provide an opportunity for designers to use lighted mirrors as a fully-integrated artistic element of their customers’ color palette and brand identity.
Séura’s +Color process couples Séura’s Computer Numeric Control (CNC) etching with the application of color coatings on the reverse of the mirror. Unlike colored LED lights, +Color offers designers the ability to accurately match colors and apply them in exact etched patterns. +Color coatings are water-based and highly resistant to humidity, solvents and temperature variation. This leaves the mirror impervious to regular cleaning and ambient conditions found in any indoor space.
Séura +Color is here. Leave a Comment
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Metra Home Theater Group’s Hybrid Security Surveillance DVRs ShipMetra Home Theater Group is now shipping their new line of hybrid surveillance DVRs. This new product line includes options for four-, eight- and 16-channel DVRs, each available with or without hard drives.
The 16-channel hybrid DVR (SPY-DVR16HYB2) provides dealers with more flexibility due to its compatibility with four types of video technology, including AHD, TVI, analog and IP. Dealers can utilize any combination of the video technology across all 16 channels, combining four components into one, versatile system. In addition, the 16-channel DVR is available in two options: with or without a hard drive (SPY-DVR16HYB2ND), allowing dealers to offer a customized storage solution and create a larger profit margin for their services. The 16-channel DVR features a robust 1080p resolution for recording and playback quality, with up to 15 frames per second for TVI, AHD and analog and up to 25 frames per second for IP.
Spyclops Surveillance Systems also offers 4 and 8 channel options, with and without hard drives:
- SPY-DVR4HYB2 – Four-Channel Hybrid DVR With Hard Drive
- SPY-DVR4HYB2ND – Four-Channel Hybrid DVR Without Hard Drive
- SPY-DVR8HYB2 – Eight-Channel Hybrid DVR With Hard Drive
- SPY-DVR8HYB2ND – Eight-Channel Hybrid DVR Without Hard Drive
The security DVRs can be utilized with the free Spyclops Surveillance Systems app, allowing remote viewing and monitoring of functional cameras from desktop, tablet or smartphone devices. The Spyclops mobile app is available for both Android and iOS devices in Google Play and Apple stores.
All the details are here. Leave a Comment
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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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Copyright 2017 – rAVe [Publications] – All rights reserved. For reprint policies, contact rAVe [Publications], 210 Old Barn Ln. – Chapel Hill, NC 27517 – 919/969-7501. Email: sara@ravepubs.com
rAVe HomeAV Edition 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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