Volume 5, Issue 22 – November 19, 2007

Introduction

Welcome to rAVe Pro Edition – Volume 5, Issue 22

Editorial
AV 2011
By Gary Kayye, CTS

Special Announcement

rAVe eNewsletters Announces rAVe Rental [and Staging]

Cartoon Series!

Displays
	The Good News About Plasma and LCD: Very Low Repair Rate! Plasma Sales Rebound Mitsubishi Walk-in Panoramic Display RGB Spectrum Announces the MediaWall Duo Video/Data Control Software

Welcome to another edition of rAVe!

Ever wonder what the AV dealer will look like in 2011? It’s a subject I’ve often thought about, so when I was honored to be the keynote speaker at the 2007-2008 DTE events, it seemed a good time to sit down and figure it out. I share some of those predictions in today’s editorial.

And, have you heard that LifeSize is going to use Tech Data for distribution? Ouch!

–Gary Kayye, CTS

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Thanks to our sponsor D-Tools, worldwide leader in easy-to-use, highly accurate system design software. System Integration just got easier! Please click here for a 30-day FREE trial!

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Editorial

AV 2011
By Gary Kayye, CTS 

The 2007-2008 Electrograph DTE’s (Digital Technology Experiences) has begun, and I am excited and honored to be the keynote speaker at each event.

In case you don’t know anything about them, the DTE’s are aimed at AV-insiders (dealers, contractors, design consultants, etc), so I needed to come up with a topic that would interest and excite them.

I’ve been, for years, wanting to write an article about what the average – and flourishing – AV dealer/contractor will look like in the year 2011.  Preparing for my keynote forced me to finally sit down and pen what I have been thinking for a while and actually articulate not only what technologies we’ll be selling and servicing in 2011, but what our market and internal structure will look like.

I certainly don’t have the space here to cover it all, but I’ll try my best to summarize where I see us all heading and how we’ll have to adapt to get there – assuming we all want to be in ProAV in 2011.

First, Technology:  In 2011, there’s no question in my mind that control systems will be the center of the AV-universe.  I’m certainly not going to take sides for one company’s control design over another, but the user-interface of the AV-centric world will be THE product that you all lead and close with in bidding, selling, designing and integrating AV 2011.  In much the same way the 1990’s were driven by projection technology, 2011 will be totally (T-O-T-A-L-L-Y) driven by control systems.

The manufacturers already know this. That’s why so many of them (Extron! Lutron! Logitech!) are either working on control products, or looking at buying one of the smaller control companies.

Just stop for a moment and ponder the logic in this.  Right now, we’re all busy tying together all sorts of non-standard AV gear to create the customer’s AV system and AV user experience.  AV gear like DVD players, monitors, amplifiers, speakers, projectors, microphones, laptops – they’re all tied together by the distribution systems we put in there and the integration we perform.  But, add in content delivery, networked-AV, wireless capabilities and the convergence of HomeAV and ProAV, and IT too, whether you like it or not — and you’ve got a user-experience nightmare.

But, demonstrating simple, elegant, affordable and adaptable control systems will win every sale (and client) every time in AV 2011.

Second, Distribution:  Back in the late 1980’s the average AV dealer had purchasing relationships with anywhere from 100-200 manufacturers and reps. Now, that number is a staggering 600 or more.  Ironically, even with the double-digit AV market growth we’ve enjoyed for the last decade or more, that fact is making it harder and harder for AV start-ups to get noticed – and some SHOULD be noticed.  Sure, the Internet has helped – and so has the plethora of AV distributors that have sprung up over the past decade.  But, it’s still not enough.  The market’s evolving in much the same way the computer market did in the 1990’s. I think you will see more savvy end users doing research on their own to find out about the products and companies they want to use. Then they’ll come to the dealer with a list of what they want installed. This means the dealer won’t be adding value in sales or education as much anymore and will have to look to other places to add value and get the business of the customer. Manufacturers will respond to this with more education and some direct support for end users. Is that good?  Bad?  I’m not really sure, but I think some companies are preparing for this in a good way – take a look at what Extron’s done, for example, in rewarding their “good” dealers and cutting off their “bad” one’s.  It’s a model that will likely be emulated by many others as it is allowing them [Extron] to focus on what’s making them money as well as servicing those who are servicing the client the best – with systems expertise – rather than simply the ability to push a lot of AV gear through their sales departments.

Third, Organization:  Who would have thought that we’d get in a market position where the senior installer would be the hardest position in a company to fill?  Thus, he/she is getting close to the tripe-digit salary range.  Well, brace yourself, as more changes are on the way.  The art of sales is about to truly become like selling art.  It’s a heck of a lot easier to sell something that you can set (something tangible) on a table in front of the client.  But, it will truly take a visionary (an artist) to sell systems in AV 2011.  We’ll be selling an intangible – a vision – every time!  I’ve seen it done, however.  But, in AV 2011, you’ll all have to be doing it to survive – not just the one “closer” in the organization that has the knack for sales.  So, the way I see it, you have two choices.  You’ll either have to clone Jim Stephens at the RTP office of the Whitlock Group or you’ll have to develop a program to turn good sales people into good artists – people with intangible sales capabilities as well as the ability to envision the customer’s application as a finished system and sell that vision right back at them.

And, hopefully, you’ll have a senior installer that can actually build that vision – and keep it working…

Reprinted with permission from Sound & Communications.  Founded in 1955, Sound & Communications is the premiere magazine for AV systems integrators, contractors and consultants. To subscribe or read sample articles, go to http://www.soundandcommunications.com.

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Special Announcement

rAVe eNewsletters Announces rAVe Rental [and Staging]
30-Year Staging guru, Joel Rollins, to be Contributing Editor and Columnist

"We are extremely proud of the successes of rAVe Pro over the last five years and rAVe Home over the last four," said Gary Kayye, CTS, in making the announcement. "We now see an opportunity to bring our style of news reporting, commentary and market analysis, to specific segments of the channel, starting with rental and staging."

rAVe is known for not just reporting the news but, when applicable, reporting it in a way that provides context to the readers. The editorials take daring stances on issues facing integrators and manufacturers. The readership of both newsletters is composed of dealers, manufacturers and end-users.

Leading the rAVe Rental [and Staging] editorial team with his wit, passion and knowledge of the market will be industry veteran, Joel Rollins, who will serve as a contributing editor and opinionated columnist. rAVe Editor-in-Chief Denise Harrison will oversee the new publication. Producer Sara Abrons will work with production and sponsors. Gary Kayye will be the publisher, as with the other rAVe publications.

Joel R. Rollins, CTS-R, is General Manager of Everett Hall Associates, Inc. and is well known throughout the professional AV industry for his contributions to industry training and his extensive background in AV rental, staging and installation. Before joining EHA, Joel was General Manager of Riverview Systems Group, Inc. Riverview, based in San Jose, California, is an AV staging and installation company specializing in major national events and design/installation projects for Silicon Valley firms.

"rAVe has become the 'must read' publication in ProAV," said Rollins. "It's hard to find anyone who doesn't read it to keep up on news, and to understand how that news pertains to their professional planning. The opportunity to write hard-edged, opinionated pieces that represent what I think is right and wrong within the rental and staging industry is a perfect outlet for me and I greatly look forward to the new venture."

Readers can sign up by clicking here

Sponsorships will be much more limited than in the other rAVe eNewsletters, so interested sponsors are encouraged to apply right away by contacting Gary Kayye at gkayye@kayye.com or (919) 969-7501.

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Tech Data to Distribute LifeSize HD Video Communications Systems

—LifeSize announced that Tech Data is now a distributor of the company’s high definition video communication systems.—

“This is hilarious!   Tech Data’s now set up to distribute an HD-conferencing system, HAHAHA.   Is it April Fool’s Day?

“Look, in all seriousness, where’s the outrage in this?  We, the ProAV market, need to be supporting ProAV manufacturers and dealers – not propping up the people that invented the term “street-price.”  This is a BAD thing for ProAV.

“Read it carefully.  I certainly don’t think Tech Data can pull this off, but, if they do – watch out. You need to be ready to respond.  If I were an AV dealer, I would immediately pick up the phone and call Polycom and become a dealer for their HDX stuff and FIGHT this.  Make LifeSize regret going outside the ProAV channel.

“And, if you see their booth at InfoComm, remember this…” – Gary Kayye

“There is tremendous opportunity and demand for affordable, high quality HD videoconferencing solutions among SMBs,” said LifeSize CEO Craig Malloy. “Our partnership with Tech Data enables us to engage an expanded network of resellers whom influence IT purchases of SMBs throughout the U.S. Our HD product portfolio combined with Tech Data’s distribution network will catapult LifeSize to the next level.”

LifeSize and Tech Data will develop targeted marketing campaigns and channel programs to recruit and support resellers deploying LifeSize video communication solutions. LifeSize products will be supported by Tech Data’s Telephony Specialized Business Unit (SBU), which offers resellers dedicated sales, technical and product management resources focused on the latest communications solutions.

For more details, go to http://www.lifesize.com/pr.php?prid=96

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rAVe Rumor Stopper – Duocom Canada is Alive and Well

Duocom Canada wants to make sure that no one perceives these documents or any such proceedings as having anything to do with their company.

We’re certain the rumors will pass quickly, but we’re glad to help pass along the info to our readers.

For more information, go to http://www.duocom.ca/miscellaneous/DuocomCanadaInc_Suppliers.pdf

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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/

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New Screen, Projector Lift, From Da-Lite

The new 184-inch screen is an HDTV format with a 90” x 160” viewing area. It is seamless and is available on Da-Lite’s Contour, Advantage Deluxe, Advantage, Boardroom and Director in front projection and the Tensioned Contour, Tensioned Advantage Deluxe, Tensioned Advantage and Tensioned Director in front projection, rear projection and audio transparent micro-perforated fabrics.

The Da-Lift 10M is an electrically-operated lift that is 15” high and travels 10” vertically. The Da-Lift 10M has a projector weight capacity up to 40 pounds. The frame is black welded steel with two electrical outlets furnished on the platform for ceiling recessed installation. The bottom of the projector lift (with removable tray) is adjustable to allow flush installation with surrounding surfaces. Also, an optional plenum kit is available.

For more information, go to http://www.da-lite.com/

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Gefen Introduces Four New HDMI v1.3 Solutions

The Gefen 1:4 and 2:4 HDMI v1.3 Splitters take one HDMI source signal and deliver it to four displays simultaneously with no signal degradations or delays, says the company. The 2:4 Splitter offers two source inputs that can be switched using the IR remote. The selected source is delivered to all four displays, making it especially suited for multi-room viewing requirements.

For more information, go to http://www.gefen.com/kvm/news/EHXFALL2007-05.jsp

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New Holographic Screens From Reversa

These are available in sizes up to 3m x 2m x 3mm, with a gain of 3.65 and a 170-degree viewing angle with 55 percent transparency.

For more information, go to http://www.reversa-world.com/products.php?id=0&category=0

The company also launched the Aura 360 Projection Film, which you can roll up for transportation or storage. This is for front, rear, covexed or concaved images. The company says it has an accumulative gain of 20 and 180 degree horizontal and vertical viewing angle, Independent of projection angle.

The Aura 360 can be installed into a mechanism or with a suspension kit. It is just 0.25mm thick, available in 10m x 1.24m and can be joined seamless to make bigger sizes.

For more on this, go to http://www.reversa-world.com/products.php?id=5&category=0

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The Good News About Plasma and LCD: Very Low Repair Rate!

Panasonic's 50-inch TH-50PZ700U plasma model was named Consumer Reports' best flat-panel TV ever tested. Overall, Panasonic liquid crystal display and plasma sets had a 2% average repair rate.

The models that required more repair were LCDs from Dell, and plasmas from Philips. Joining Panasonic on the more reliable side are Sony, Samsung, Toshiba and JVC in LCDs; and Pioneer and Samsung in plasmas.

For more information, go to http://www.consumerreports.org and http://www.informationweek.com/news/showArticle.jhtml?articleID=202801834

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Plasma Sales Rebound

The study showed continued share gains by larger sizes with 50" and larger plasma panels rising 37% Q/Q and 45% Y/Y to account for 32% of units and 50% of revenues. Also, there is increased cost competitiveness vs. LCDs at 42" 720p with prices for plasma panels, optical filters and power supplies now around 20% below similar LCD offerings.

For more details on this study, go to http://www.displaysearch.com/cps/rde/xchg/SID-0A424DE8-5C8FC965/displaysearch/hs.xsl/5320.asp

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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

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RGB Spectrum Announces the MediaWall Duo Video/Data Control Software

The company says MediaWall Duo delivers MediaWall functionality for larger display wall arrays with one virtual control panel, linking two MediaWall processors together to operate as one. Graphic and video windows can be placed anywhere on the display. Input windows can be configured to be global (anywhere on the wall) or regional (left half or right half of the wall). The company says that, even with the maximum thirty-two windows displayed simultaneously, real time performance is maintained.

With two MediaWall 2000s, MediaWall Duo accepts up to twelve graphic and twelve video inputs for simultaneous display across a 2×4 array —  with no loss of image quality or image update rate says RGB. With two larger MediaWall 2500s, the system supports up to sixteen graphic and sixteen video inputs on a 2×6 array.

The MediaWall Duo uses purpose built processors with an embedded operating system for plug-and-play installation. The MediaWall 2000 is packaged in a 2U steel rack enclosure, with front replaceable air filters, thermostatically controlled fans, and redundant power supplies. The MediaWall 2500 is housed in a 3U steel rack enclosure.

For more information, go to http://www.rgb.com/en/News/ViewNews.asp?page=News%2FProductAnnouncements%2FMwallduo

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New Digital Media Recorder From AMD/MediaPOINTE Lets You Reach iPod, iPhone Users With On-Demand Presentations

The new model has a new DVD drive and prominent power switch, an updated graphic user interface for easier control, and an enhanced Control Line Interface for easier coding and system integration. The DMR210e also automatically creates files compatible with an Apple iPod or iPhone, so users can download a presentation through iTunes and watch and listen to it whenever and wherever.

Other enhancements include a new audible notification tone for confirming user interaction, improved file structure, password  protection, and multiple title and credits capabilities.

For more details, go to http://www.everythingavoverip.com/news.php?nid=10&mid=999914#10

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