Volume 5, Issue 6 — June 29, 2016
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The Future of HOW House of Worship Trends Headline News
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Selling Insights and Technology to Churches
By Anthony Coppedge House of Worship Technology Consultant
In even the smallest of churches, the decision to purchase complex solutions is handled by a small group. In some denominations, this is a leadership staff, in others, a volunteer committee. Aware of this truth, vendors often try to bring consensus to these groups through price, benefits or a crisp value proposition. But time and time again, the sale stalls or falls through because the vendor was not able to guide the group towards consensus. That’s the typical sales process and it seems inevitable. But what if it’s not?
It’s no secret that vendors try to identify the friendliest contact as the point person for the sale because having a champion on the inside is thought to be the best way to ensure the sale is won. But what happens frequently is that this friendly point person fails to have the ability or sway to represent the vendor’s offering in a way that brings about group consensus.
The sale, it would seem, is less about the value or completeness of the solution offered, but about this inability of a vendor to win on much more than the lowest price. Research on this, however, has shown surprising insights that can turn complex sales on their head.
Group Consensus and the Missing Sale
Having started my career in sales, I’ve experienced the above scenarios countless times. Winning, it seemed, was simply a game of numbers where I simply needed to play the percentages and stack the deck with a large enough pipeline to overcome the lost opportunities. Frankly, this is the unspoken maxim inside every sales organization I was a part of: You never know which ones you’ll win, so do whatever it takes to get the sale and quickly brush off the ones you’ve lost.
Selling complex technology solutions meant that I had limited influence on the purchasing group, so I provided deep expertise, a fair price point and key benefits aligned with the key drivers of the church. This more or less worked. While never a stellar salesperson, I was quick on my feet, glib and a good conversationalist — and relied on these strengths to help me tip the favor my way.
It wasn’t until many years into my sales career that I was made aware of the number of times I lost the very opportunity for a project without ever being made aware that a project was on the table.
Churches and corporations alike, it seemed, would often try to research the solution prior to involving vendors directly in the hopes that they could identify their own solution and simply invite vendors to the table with a Request For Proposal (RFP). Later, I shifted to consulting, where I was brought in earlier and helped specify systems for vendors, and still saw situations where churches would end up not purchasing because they couldn’t get group consensus even with a consultant and completed design!
The 5.4 Person Group
Many years later, I have found that the best way to increase the odds and help gain group consensus was actually researched and documented by a firm called CEB, who first came up with a statistically better way to sell in a book called The Challenger Sale and then did further research on the buyers themselves. It was this book — The Challenger Customer — that showed me the ‘ah-ha’ moment of why group consensus is so very hard to achieve.
Their research across thousands of businesses and buyers revealed that the average purchasing group is made up of, on average, 5.4 people. The Challenger Customer describes the challenges and solutions for selling to a group of buyers with different goals and priorities. This is what I had discovered anecdotally through years of sales. It turns out that sooner or later, the 5.4 colleagues in the customer organization must come together and arrive at a consensus on whether or not to buy. Each arrives with their tailored perspective on the purchase, then discovers that there are 4.4 other different tailored perspectives on the same sale. Discord breaks out and the sale often falls through.
By communicating a commercial insight — an innovative insight that will help the customer company succeed — vendors tailor their proposition to a persona called the Mobilizer. The vendor then coaches the mobilizer to tailor the proposition to his or her colleagues to take control of the sale. This kind of intentionality isn’t about the vendor solution; it’s all about helping the customer define and understand their actual needs.
Stop Leading With Your Product or Solution
Seemingly counterintuitive, the best way to win a complex sale to a group is to not lead with your product or solution, but to your product or solution. By helping the church properly define the problem they are trying to solve with a complex technology solution, you will often need to show them what they think is probably incorrect (or at least incorrectly defined) and that the solution isn’t merely about solving the problem they think they know, but to bring them to a place where they’re addressing root cause issues.
Big, complex deals increasingly require consensus among a wide range of players across the organization. The limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often, it’s that the stakeholders inside the company who can’t even agree with one another about what the problem really is. In the context of churches, I’d often see this played out when a church point person would contact me about helping them ‘upgrade’ or solve a problem. The vast majority of the time, the church assumes one or even a few pieces of gear would remedy the pain point; in reality, the physics present in the venue often revealed that no one piece of technology can solve the pain for audio, video or lighting issues.
The challenge is to tactfully help the church see their idea about the problem as being incomplete or incorrect and then solving the issue by first identifying why the issue exists and what is possible with a complete solution that both addresses the issue and creates a new way to operate with greater effectiveness and/or efficiency in the venue. In this way, you’re not starting with your vendor push for a technology, but you’re starting with the customer understanding their own pain point and building consensus to agree upon a way to move forward, ideally with your solution.
Complex church systems shouldn’t be boiled down to a single winning technology, but a winning technology should point to solving a complex problem.
Selling complex solutions to church pastors, volunteer committees, or any other type of decision-making group has shifted. While I’ve recommended The Challenger Customer above, my hope is more than applying a particular set of researched methods; seeing the church sale differently should be a game-changer for vendors interested in selling integrated solutions to this multi-billion dollar vertical market.
Are you leading with your technology or to your solutions? Share your views and opinions in the comments below. Leave a Comment
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Where’s the Video in the Audio, Video, and Lighting Industry?
By Anthony Coppedge House of Worship Technology Consultant
I suppose if the Cobbler’s kids had no shoes, then I shouldn’t be surprised that the Audio, Video, and Lighting (AVL) industry doesn’t use video well to reach potential customers. And yet, here in the 21st century, I am surprised and disappointed in the spotty to non-existent use of video as a content marketing medium for vendors to use in reaching church buyers and influencers. This industry should, frankly, rock at using audio, video, and lighting to raise awareness, demonstrate capability, and define value for the product and services that are built around and with these technologies.
To reach more buyers and increase engagement with prospects, video is statistically a must-have medium for vendors on their websites, in product demos, in emails, and in digital advertising. Video isn’t optional if you want to increase conversions and make more sales. Here’s some eye-popping research data from a variety of sources listed by each:
- Video (even a thumbnail with a ‘play’ icon) in an email leads to 200 percent to 300 percent increase in click-through rate *Forrester
- Including video on a landing page can increase conversion by up to 80 percent *Unbounce
- 46 percent of users take some soft of action after viewing a video ad *Online Publishers Association
- Combining video with full page ads boost engagement by 22 percent *Rhythm and Insights
- 90 percent of users say that product videos are helping in the decision process *Insivia
- After watching a video, 64 percent of users are more likely to buy a product online *ComScore
- 50 percent of executives look for more information after seeing a product/service in a video *Forbes
- 73 percent of B2B organizations using video report positive results to their ROI *ReelSEO
- 87 percent of online marketers use video content *Outbrain
- YouTube stats show mobile video consumption rises 100 percent every year *YouTube
Video for the Audio Vendor
I recently saw a video ad for Sennheiser’s new TeamConnect wireless, portable audio devices for audio and video conferencing and excitedly Tweeted to my followers “James Bond tech meets high quality, wireless audio for audio/video conferencing! Way to go @SennheiserUSA!” Why did I promote this from Sennheiser? I wasn’t paid to do so; I was motivated to do so because they made a fantastic video and demonstrated the ease of use and sleek-techy design of a product I know would be used by my friends in businesses and churches alike. This video ad embodied far more than any product picture of downloadable PDF on the acoustical parameters of near-field audio; it elicited an emotional response!
The power of video to motivate influencers or buyer behavior is key. Of course, the fact that the video in the above example was produced very, very well helped a great deal in building my excitement, but that’s an article for another day. The fact that video was used very well here by a vendor is, in my opinion, the aberration and not the norm for the AVL industry.
I searched for videos on Google for the term “church audio issues” in the hopes that I’d find vendor content at the top of the list. Nope. In fact, the top video is a hand-held smartphone video recorded by a pastor in a medium-sized church, talking about audio recording problems with sermons. Nothing against this guy, but a video with 250+ views shouldn’t be at the top of that search.
The current bar for video content is very, very low. Vendors: are you paying attention? This is opportunity knocking on your video screen.
Video for the Lighting Vendor
The lighting portion of the industry didn’t fare any better. The top video for the search term “lighting used in churches” is from a lighting guy at a larger church in Oklahoma. In the description of the video, entitled “Church Lighting & Effects Example”, the video description reads: “Uploaded on Nov 19, 2011 – I originally posted this as a private video intended for internal use as a demonstration of effective lighting, effects and environmental projection to our church staff. However, I failed to set privacy settings correctly.” 5 years later, this is the top searched video with nearly 100,000 views to date. And it was posted by mistake. And it was footage of another church in Tennessee.
100k views and the above video wasn’t even supposed to be seen by the public. What would happen if lighting vendors put a little bit of effort into content that helped pastors and techs searching for “lighting used in churches” and intentionally put it up on YouTube (and Vimeo…and on Facebook, and on Twitter, and on Instagram, and on their website landing pages…)?
Video for the Video Vendor
The professional video portion of the AVL industry has long been present at major trade shows like NAB and Infocomm. The one subset of this industry that should use video more than the audio or lighting vendors sadly are not making waves with their video content.
Interesting to me is one company that was seen as an ‘outsider’ to the AVL industry: GoPro. They’ve captured the imaginations across multiple generations and have redefined what is possible with video capture. From extreme sports to drone cameras to anytime, anywhere personal video with stunning quality, this is my default for a company that really knows how to leverage their technology to create and enable stunning content made by and with their technology. For grins, below is my current favorite video from GoPro, which captures a compelling story far away from the sponsored daredevils associated most with GoPro.
Video Isn’t Optional
The case is clear, the stats speak volumes, and the video content itself proves its worth. Delivering video is harder than other mediums due to the time and resource commitment, but that should only motivate the AVL industry to do it better and more often than any other organization because Video is part of the very business of this industry!
And once vendors use video more effectively and more frequently, the next step is to write and produce more targeted and focused content. As Andrea Fryrear with MarketerGizmo rightly announces in her article about video usage in marketing, Length is Still Strength: Why the Rise of Video Content Doesn’t Mean You Can Stop Writing, video enables whole new levels of content and usage.
Come on AVL industry; up your video game!
What has been your experience with using video to promote your products and services? Share your views and opinions in the comments below. Leave a Comment
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All Ticked Off
By Joel Rollins rAVe Columnist
Just a couple of days ago, I was working with a colleague in the UK to troubleshoot a conferencing system with a client in a third location. We got together on a call for a few minutes before we dialed the client in order to make sure we were on the same page with regard to the troubleshooting procedure that we wanted to use. My colleague across the pond mentioned that he wanted to get everything that we needed to get done completed that day, so he could “get this client ticked off.” He meant, of course, that he wanted to check the client off on his list. I chuckled and commented that we use the phrase “ticked off” a little differently.
But since I had a while to wait for the client, it got me thinking in a rather whimsical way about the other little misunderstandings, in other words the things that we can do to “tick a client off.”
Not the big things, like the failure of the show or installation, or accidentally backing our van into his/her new Mercedes, but the little things that subtly foul up a client relationship.
I believe it was Jan Carlzon of Scandinavian Air Systems (SAS) who taught us that every interaction with the client, no matter how small, was considered “a moment of truth”. In other words, that every time we interact with the client our relationship with them is made better or worse, strengthened or weakened. Many of these interactions are so small or inconsequential that neither we or the client consciously think about them. They simply add or subtract in subtle ways from the quality of the relationship.
Here are a few, in no particular order, because their order of importance will be different for each individual client:
Get their name wrong.
This one has always been a faux pas, and even in these times of Twitter a person’s name remains the one thing that we must get right. Look, my name is Joel Rollins, and unless I decide to become an dark, underground revolutionary figure with a single name (like “Lenin” or “Sting”), it probably always will be. I don’t mind when people spell it wrong in introductory emails, but by the time I am writing checks to them, I really expect my name to be spelled correctly on the bills. And so do my clients. We have a pretty easy-going office, but my staff all know one way to “tick me off” is for me to see correspondence going out with the client’s name spelled wrong.
Fail to deliver.
I can hear people saying it: “No kidding, genius.”
Failure to deliver a project as promised is of course one of the “seven deadly sins.” But you can failed to deliver on little things that are not deadly to the client relationship but are annoyances that add up. For instance, I have a client who has become a good friend, who admitted to me recently that he became annoyed with me at times when I would mention an article or blog that I have read, and tell him that I would forward a link, and forget to do it. These are the kind of things that a client will not call you about, and will not mention. They are simply annoyances.
Ingratitude.
I often say that we become too casual about the business that we are in. We forget, as we do shows and installations every day, that the projects we work on are not every day things for most of the clients that we deal with. In fact, many of them represent risks where they went out on a limb to make a decision to give us the project. Sometimes, when it is all over, and we have worked shoulder to shoulder with the client for a while, we forget to say thank you. And no, the form letter of thanks that is attached to the bill does not suffice. Neither does sending bagels or t-shirts. What the occasion calls for is a simple handshake and a word of thanks. Make sure they get it.
Details, details, details.
All of these things may seem rather petty. That is because they are. But, as humans, we are often guilty of being petty. Each of those things may seem like something that a client should let pass, and they may be.
But now, think about a client relationship where one of your people spells the client’s name wrong, another fails to deliver an email address they promised to forward, and at the end of the project, during the sign-off, one of your people forgets to say thank you. None of these things taken alone will cause the client to complain. But, taken altogether, and repeated, they may cause the client relationship to simply fade away quietly.
Are these things important to you and your organization? That decision, in itself, is a “moment of truth.” Leave a Comment
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Auralex Shipping GeoFusor Sound Diffusors Auralex Acoustics is now shipping the GeoFusor, a sound diffusor based on the geodesic dome pattern. The GeoFusor’s dimensional shape offers smooth, even diffusion and allows back filling with absorptive material for enhanced low-end control.
The GeoFusor is wall- and ceiling-mountable and is offered in two sizes (1’x1′ and 2’x2′). The 2’x2′ GeoFusor is sized to fit in ceiling grids and offered in fire-rated and non fire-rated variations. The GeoFusor’s contemporary aesthetic complements residential or commercial environments, and the complementary design of the 1’x1′ and 2’x2′ models permits arraying for acoustical and design purposes.
GeoFusor features:
- Addresses standing waves & flutter echo without removing acoustic energy
- 1′ x 1′ & 2′ x 2′ versions available
- Improve the accuracy of a critical listening environment
- GeoFusor specifications:
- GeoFusor 22 FR 2′ x 2′ x 4.5″ (23.75″ x 23.75″ x 4.5″)
- GeoFusor 22 2′ x 2′ x 4.5″ (23.75″ x 23.75″ x 4.5″)
- GeoFusor 11 1′ x 1′ x 2.25″ (12” x 12” x 4.25”)
- Fire Rating: *ASTM E48 Class A (GeoFusor 22 FR only)
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Sennheiser Launches New Frequency Variant for Evolution WirelessWith the forthcoming changes in spectrum allocation in the USA and Canada, audio specialist Sennheiser is anticipating future customer needs with the release of a new frequency variant of its popular evolution wireless ew 100 G3 and ew 300 IEM G3 series. From July, the wireless microphone and monitoring systems will be available in an A1 variant, which covers the frequency range from 470 to 516 MHz.
To accommodate the increasing demand for mobile broadband services in North America, the US Federal Communications Commission (FCC) and the Department of Industry of Canada (IC) have agreed on a future reallocation of spectrum in the UHF band. The 600 MHz range, which is currently used for TV broadcast and wireless microphones, will be repurposed based on the results of a spectrum auction.
Sennheiser has prepared for future spectrum reallocation with the launch of a new frequency variant for two of its most popular wireless series, offering its customers an additional solution today that is ready for the demands of future years. The ew 100 G3 wireless microphone series and the ew 300 IEM G3 wireless monitoring series (all systems and single components) will be produced in an additional A1 frequency variant for operation between 470 MHz and 516 MHz.
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ARX Debuts SuperSplitter, a Transformer Isolated 1:3 Passive Splitter for XLR ARX Systems just released its new SuperSplitter transformer, an isolated one input to three outputs passive splitter for XLR signals. Designed for splitting one audio signal three ways in applications where complete Galvanic isolation is required, the SuperSplitter claims to provide noiseless signal routing.
The SuperSplitter is available as either a single-channel or dual-channel unit and allows phantom powering of microphones and direct boxes via the direct out to input XLR, and features three XLR direct and isolated outputs.
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Hitachi Debuts 8,000-Lumen Laser-Phosphor WUXGA Projector Hitachi Digital Media Group announces their first 8,000 lumen single-chip DLP laser projector in the form of the LP-WU9750B, a WUXGA 1920×1200 projector. Using a quad-drive laser engine (spec’d at 20K hours), the LP-WU9750B has a cooling system and heat-resistant phosphor wheel that allow the projector to be mounted in a 360-degree projection and portrait mounting as well as edge blending and warping, with fine adjustment of brightness. The LP-WU9750B offers five digital connection options including SDI, HDBaseT, DVI and two HDMI ports.
With seven interchangeable lenses, including the Ultra-Short Throw FL-920, providing options for screen sizes of between 100” to 600” and projection distance for the 100” screen ranging from 0.83 meters to 19 meters, the projector together with powered focus, shift and zoom can meet the specific demands of any environment.
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Bose Professional Expands the F1 Loudspeaker Family Bose Professional has expanded its F1 Flexible Array Loudspeaker product line, to include a new passive full range model and a full suite of mounting brackets. Together with a powered model introduced in 2015, both Bose F1 loudspeaker models are designed for portable and installed applications. The F1 Model 812 Loudspeaker is the first portable loudspeaker offering “FLEX array technology,” which lets installers focus sound to target listening areas with four different patterns, offering exceptional power and clarity for a wide range of applications and venues.
Engineered with an array of eight Bose proprietary 2.25-inch drivers, 100-degree horizontal waveguides, a high-powered 12-inch woofer and a lower crossover point, F1 Model 812 loudspeakers deliver high SPL performance while maintaining vocal and midrange clarity that’s dramatically better than conventional installable products.
F1 Model 812 loudspeakers include M8 top and rear hang points along with three dedicated brackets for easy and flexible mounting. Pan and tilt, yoke and U bracket options are available.
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VUE Audiotechnik Debuts al-12 of Scalable Line Array SystemsDesigned for large-scale applications, the VUE al-12 is designed for higher efficiency, increased power handling and reduced power compression. VUE incorporates unique, proprietary transducer designs in each al-Class acoustic line array element.
One of the distinguishing features of the al-12 is its ability to integrate with other al-Class elements thanks to VUE’s Acoustic Linearity principles. Redefining the concept of scalability, CST enables VUE al-Class line-array elements to function seamlessly in the same coherent, symmetrical line source array from the largest system at the top of the array to the smallest elements hung at the bottom of the array. Acoustic Linearity in the al-12 is supported by VUE’s CST (Continuous Source Topology) as established in proprietary high-frequency waveguides in previous al-Class models.
Two 12-inch low-frequency drivers with Neodymium magnet assemblies flank six midrange Neodymium drivers constructed with Kevlar cones. The HF and MF drivers complement the al-12’s expanded LF output while remaining true to the Acoustic Linearity design principles in the al-4 and al-8 systems.
It features a suspension system that is intuitive to assemble and easy to use and maintain. The hardware features 16x half-degree increments, permitting more accurate coverage control whether in a flown or ground-stacked configuration. The al-12’s cabinet is constructed from multi-ply birch which has been finished with VUE’s Dura-Coat finish, ensuring that the line array retains its road-worthy high-quality exterior for years to come.
The al-12 is powered using the new VUEDrive V3 Systems Engine, which delivers 9,000 watts total burst power all channels, with 1600 watts sine wave per channel to the low- and mid-frequency drivers, and 500 watts sine wave per channel to the high-frequency drivers. The VUEDriver V3 provides integrated Digital Signal Processing for comprehensive loudspeaker management, factory-programmed array element configuration functions, network remote capabilities, analogue, AS digital and Dante network audio along user-definable input EQ and delay to fulfil the needs of every application.
Every al-Class element is compatible with VUEPoint beam steering technology, allowing for subtle improvements beyond the capabilities of an out-of-the-box system. This can provide an additional tool in your toolbox, to achieve smooth coherent coverage. VUEPoint Beam Steering expands control of array coverage pattern, enabling consistent SPL throughout the spectator area. This keeps the sound focused solely on the audience.
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AVerMedia Announces AVerCaster HD Duet Plus F239+ Dual Channel High Quality Video Encoder AVerMedia has announced the AVerCaster HD Duet Plus F239+, a dual channel video encoder allowing two independent Full HD video streams to be broadcast or recorded at the same time. The F239+ is a broadcast video encoder that takes one or two HDMI or component video sources up to 1920×1080 Full HD resolution and can encode two independent video streams of similar or varying bitrates for broadcast or recording. With its powerful dual H.264 High-Profile codecs, it allows live Full HD Video to be simultaneously broadcast and recorded at higher quality for VoD playback, multicasting and support for popular streaming services providers as well as Facebook Live allows live video from the F239+ to be broadcast to a virtually unlimited number of viewers.
Dual H.264 codecs and Gigabit Ethernet ports allow the F239+ to simultaneously live broadcast two independent video streams at Full HD quality in Duet mode, allowing for instance, multiple angles live streaming.
Alternatively in Recording mode, one encoder can be used for streaming video, while the other simultaneously records the same input source for backup or VoD playback. With two independent codecs, bitrates can be adjusted separately for each output to account for network bandwidth or higher quality VoD content.
Finally, Splitter mode allows a single stream to be broadcast at different bitrates or to support different protocols and service providers.
The F239+ is easily portable and has dual HDMI and component input allowing it to easily receive video from a variety of video sources such as TV set-top boxes, camcorders or electronic white boards. With the H.264 codec and multicasting support, a single F239+ can easily provide single or dual video streaming services to a virtually unlimited number of viewers over an intranet or internet with minimal network bandwidth usage.
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Yamaha EMX Series Powered Mixers Debut Yamaha today unveiled the latest models in their EMX series powered mixer lineup – the EMX2, EMX5 and EMX7. Requiring only speakers and microphones to realize a sound system, the EMX2, EMX5 and EMX7 all feature Class-D power amps delivering 500, 630 and 710 Watts respectively of power. All models include Yamaha SPX effects for hall, plate, room and echo reverbs and the EMX2 and the EMX5 include an updated 1-Knob Master EQ sound contour control to easily adjust the overall sound frequency balance. The EMX7 features a flex-type graphic equalizer (Flex9GEQ) that allows the user to select up to nine bands out of a total of 31 for fine tuning±15 dB.
A new Feedback Suppressor, according to Yamaha, instantly eliminates annoying feedback with the single push of a button. Inspired by the Yamaha STAGEPAS 600i Portable PA System, the entry level 10-input EMX2 features 500 Watts (2 x 250 Watts) of amplification, four microphone pre-amps and three stereo line inputs. This model is surprisingly compact (14.8” x 5.8” x 8.7”), making it easy to fit along with speakers in the trunk of a small car.
Moving up the line, the EMX5 and EMX7 each offer 12-input channels and can output to 630 watts and 710 watts respectively. Users can connect up to eight microphones or line-level devices, such as keyboards and CD players and portable MP3 players.
The EMX5 and EMX7 are housed in an impact-resistant, powder-coated metal chassis and allow for operation on either a tabletop or in a rack (rack mount brackets available separately). Large handles on the front and back of the body serve double duty, making the mixers easy to lift while protecting knobs and terminals on the surface of the chassis from impact or pressure.
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Vivitek Debuts DU7090Z Laser ProjectorVivitek’s new DU7090Z laser projector is a single-chip DLP (with BrilliantColor) that’s spec’d at 6,000 ANSI lumens and uses a native 1920×1200 WUXGA resolution chip. Aimed at large meeting rooms as well as large-venue laser applications, it’s spec’d to last 20,000 hours and includes five optional lenses, horizontal and vertical lens shift, and a centred lens design which ensures that it is easy to set up and install. It has VGA, HDMI and HDBaseT inputs.
The DU7090Z also has a built-in DICOM Simulation Mode which is designed for viewing grayscale medical images – such as X-rays – for medical training sessions and healthcare seminars.
All the detailed specs on the DU7090Z are here. Leave a Comment
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BenQ Releases BlueCore DLP Laser ProjectorBenQ America today unveiled an addition to its professional line of BlueCore laser light source projectors. Designed for large-venue professional installations such as entertainment applications, corporate meeting rooms, houses of worship, educational facilities and more, the LU9715 features an high brightness output of 8,000 lumens. Claiming to provide a significantly improved color performance through a dual color wheel system, the projector supports 360-degree and portrait projection and 24/7 operation for expanded installation opportunities.
Featuring a dual-array laser light source, the WUXGA 8,000 ANSI lumen LU9715 spec’d for 20,000 hours of operation at full brightness without lamp replacement. To harness the high output of BlueCore laser light, it employs a dual color wheel that produces flawless RGBY color with enhanced color intensity, balance and fidelity. Based on DLP technology, the LU9715 offers crisp and long-lasting color accuracy that never degrades or fades over time. In addition, the Custom Light Mode consistently blends brightness across multiple projections. The LU9715 offers eight optional lenses that feature all-glass construction quality with throw ratios ranging from TR 0.38 to TR 8.19 for ultra-clear focus that produces brighter images in venues of any size.
BlueCore laser projectors also feature spontaneous response, requiring less than a 30-second wait to turn on or resume from blank function, which achieves true black for zero light intrusion. The BenQ LU9715 BlueCore laser projector ships in late June and here are the specs. Leave a Comment
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ClearOne Adds New Two-Channel Wireless Microphone System ClearOne is introducing the new compact two-channel DIALOG 20 mic system at InfoComm. Using adaptive frequency-hopping spread spectrum technology within the 2.4 GHz unlicensed spectrum, DIALOG 20 has some advantages over fixed frequency transmission. First, DIALOG 20 is resistant to narrowband interference because it switches frequency using a pseudo-random sequence. Second, this sequencing makes the frequency-hopping signals very difficult to intercept. Third, the use of 128 bit AES encryption on each hopped frequency further secures the wireless audio transmission.
The unlicensed spectrum allows DIALOG 20 users to employ the same model with the same frequency plan worldwide, without being concerned about regulatory frequency restrictions or limitations by locale or country. DIALOG 20 comes with four transmitter options: handheld, belt-pack, gooseneck podium, and tabletop version with programmable buttons.
Each of the microphone transmitters has additional options suitable for any application. The podium has six-, 12-, and 18-inch gooseneck options. The handheld offers cardioid, super-cardioid and hyper-cardioid heads. The belt-pack has clip-on and headset versions, while the tabletop boundary transmitter offers omni and cardioid mics.
While the new DIALOG 20 works seamlessly with all commercially available mixers, it boasts additional features when natively interfacing with ClearOne’s new CONVERGE Pro 2 or new Beamforming Microphone Array 2. These features include powering DIALOG 20 receivers from a CONVERGE Pro 2 mixer or Beamforming Microphone Array 2 as well as daisy-chaining up to three DIALOG 20 receivers. When not connected to CONVERGE Pro 2, the wireless receiver can be powered through either the micro USB port or PoE (Power over Ethernet) injector.
The receivers may be mounted on a rack shelf, a wall or ceiling. Equipped with an integrated antenna, DIALOG 20 offers an option to extend the antennae up to 20 feet away. The receivers can be configured and monitored using a Windows software application. ClearOne says a Mac OS version is coming soon.
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Mackie ProDX Wireless Digital Mixers Ship Mackie announced that their new ProDX Series ultra-compact digital mixers are now shipping worldwide. The line features two models, the 4-channel ProDX4 and the 8-channel ProDX8. With wireless streaming and control, powerful processing, and an extremely intuitive control app for iOS and Android, ProDX mixers deliver the amazing benefits of digital mixing in Mackie’s most compact mixers ever.
Designed for solo performers, small bands, venues and commercial applications that require lower channel counts, both mixers are equipped with Mackie’s Wide-Z mic preamps that can handle a mic or guitar with no gain adjustments. And with their single knob hardware design, any user can make quick and easy level adjustments. Using the companion MixerConnect control app, users unlock powerful processing and total wireless control plus the ability to wirelessly play music or backing tracks from any Bluetooth capable device.
Wireless control via MixerConnect allows ProDX mixers to be stored safely and out of sight without losing any control. Performers can attach their phone to a mic stand for fast changes to their mix without interrupting the performance to run to the mixer. Both models feature an integrated control bridge, offering a convenient place to set a phone or tablet at just the right angle for keeping an eye on the mix.
ProDX mixers provide the tools users need to dial in a great mix. An easy-to-use three-band EQ with sweepable mid, low cut and no-hassle compression per channel delivers pro sound with zero fuss. Built-in ReadyFX offers a choice of 16 great-sounding effects, so users can pick the perfect delay for their guitar or apply reverb, adding life to any vocal application. A flexible graphic EQ on all outputs allows fine tuning of the overall mix. Plus, users can save their mix and instantly recall at the next show for quick setup.
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LAB GRUPPEN’s Smallest LUCIA Amplifiers DebutFollowing on the launch of LUCIA 70 V output models during last year’s InfoComm show, LAB GRUPPEN is set to unveil three new LUCIA 60-watt power models at InfoComm in Las Vegas: LUCIA 60/2M, LUCIA 60/2 and LUCIA 60/1-70. Available with either four-in, four-out matrix-mixer (LUCIA 60/2M), two-in, two-out configuration (LUCIA 60/2) or two-in, one-out for the 70-volt model (LUCIA 60/1-70), all with configurable DSP features like the equivalent larger models.
All are Energy Star compliant and after 20 minutes of no signal input, the amplifiers’ automatically enter standby mode and power up within one second when signal returns. Additionally LUCIA incorporate intelligent fan control where it provides silent operation in idle and lower output levels.
LUCIA’s form factor is a half-rack 1U chassis and it mounts behind monitors using the included wall bracket, tucks away in rack shelves or drawers, or attaches to the optional pole mount.
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Bose Professional Launches New Line of Adaptable PowerShare AmplifiersThe new Bose PowerShare adaptable power amplifier line consists of three 1U models: two- and four-channel fixed-install models (PS602 and PS604) and one two-channel portable amplifier (PS602P). Each model delivers 600 watts of power that can be shared across all output channels. With support for both low- and high-impedance loads up to 100V, PowerShare amplifiers adapt to a wide range of applications. Onboard configurable loudspeaker processing and direct access to zone controllers eliminate the need for an additional signal processor in many installations, while outstanding audio performance and reliability are assured with patented technologies inherited from the field-proven PowerMatch line.
Patented PowerShare technology allows asymmetrical sharing of total amplifier power across outputs. Instead of selecting amplifier power based on the needs of the largest zone, installers now have the flexibility to use total amplifier power in the application. This enables more flexibility during the initial design, or later on-site when making unplanned changes that take advantage of surplus power.
PowerShare amplifiers employ the Dual Feedback Loop (DFL) system, inherited from the Bose PowerMatch amplifier line, improving performance and reliability through continuous monitoring and control of both the current and voltage delivered to each output load. This combination provides improved linearity and lower distortion, while providing loudspeaker protection. Additionally, each channel can be configured for low-impedance (4-8 Ω) or high-impedance (70/100V) applications without bridging, use of jumpers or software settings.
For applications requiring additional signal processing, the PowerShare Editor software offers real-time selection and control of Bose loudspeaker EQs, 9-band PEQs, mixing, crossover, limiters, delay, and mute/output polarity through a USB connection. For basic setups without a PC, rear-panel settings allow installers to recall Bose loudspeaker equalization and protection per output channel. These features eliminate the need for an external signal processor in many applications.
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beyerdynamic Intros the Classis GM 315 RC and RM 31 RC Remote Control Gooseneck and Revoluto Vertical-Array Microphones beyerdynamic, a world leading manufacturer of headphones, microphones and conference systems, is introducing the GM 315 RC and RM 31 RC: unique, versatile gooseneck and vertical-array microphones with remote control functions. The microphones are designed for flexible installation in boardrooms, educational facilities, podiums and houses of worship. Through this technology, users are able to select a microphone that is able to control or to be controlled by an external button, multimedia or DSP system.
The beyerdynamic RC microphones support a programmable button with functions including push to talk, push to mute, as well as ON/OFF. If needed, the button can be disabled to work in remote control mode. The switchable, low-cut filter is able to suppress pick-up noise, wind, or pop noise and the LED ring can be disabled. The microphone can be powered with any phantom power source supplying P12 to P48.
beyerdynamic’s Revoluto and gooseneck microphone series provide the highest sound quality for vocal applications. The integrated Scudio technology eliminates any unwanted interference from mobile phones, and ensures the optimal audio quality and intelligibility of speech.
The RC microphones are suitable for any installation where the technician needs full control over the microphone, or the speaker needs control of room functions.
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Epson Expands Into Rental & Staging Market with 25,000 Lumen 3LCD Laser Projector Epson today announced the US launch of the Pro L25000U installation laser projector – the world’s first 3LCD laser projector with 25,000 lumens of color brightness and 25,000 lumens of white brightness. As part of the new Pro L-Series laser projector line, the Pro L25000U integrates a sealed optical engine with laser-light source with an inorganic phosphor wheel in combination with inorganic LCD panels for up to 20,000 hours of virtually maintenance-free operation, including 24/7 use for applications that require continuous projection.
Ideal for rental and staging, as well as permanent large venue installations, the Pro L25000U features advanced technology, including a wide array of future-proof 4K-ready powered lenses with lens shift and lens memory, 360-degree installation flexibility, diverse connectivity options, and sealed optical engine design. Leveraging Epson’s 4K Enhancement technology, the projector accepts 4K input and enhances a 1080p signal to surpass Full HD image quality.
The Pro L25000U leverages Epson’s proprietary 3LCD technology and new inorganic components to deliver advanced performance, quality and flexibility. The Pro L25000U uses advanced edge blending and auto image calibration for creating immersive experiences, and offers seamless integration tools. Additional features and benefits for large venue installations, include:
- Exceptional Full HD Widescreen Display – Native WUXGA (1920×1200) with 4K Enhancement technology
- 4K-Ready Lenses – These future-proof lenses project crisp images and are ready for true 4K applications
- 4K Enhancement Technology – Revolutionary technology accepts 4K signal and enhances a 1080p signal to output that surpasses Full HD image quality3
- Solid-State Laser Light Source – Provides virtually maintenance-free operation up to 20,000 hours2
- Versatile Connectivity – Supports the full range of inputs including HDBaseT, 3G-SDI and compatible with Crestron RoomView, AMX, Extron XTP, Control4 and Art-Net for easy integration
- Web-based Remote Management – Control and monitor projector status via a Web browser
- Professional Installation Features – Full 360-degree installation flexibility, including Portrait Mode, instant On/Off power, quieter performance, and absolute black contract ration
- Outstanding Service and Support – Limited warranty of 20,000 hours of usage or three years, whichever comes first
The Epson Pro L25000U ($99,999 MSRP) is available for purchase through authorized retailers and will start shipping in fall 2016. The projector comes with a limited warranty of three years or 20,000 hours, whichever comes first. For additional information, go here. Leave a Comment
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Epiphan Video launches AV.io 4K Epiphan Video unveiled their latest product in its AV.io line of video grabbers. AV.io 4K is a new portable capture card that lets audiovisual professionals capture video in 4K from HDMI video sources simply and quickly.
Use AV.io 4K to capture 4K in perfect fidelity. It doesn’t need any special drivers installed on your computer – plug it in to your USB port and start using it right away. Windows, Mac and Linux operating systems automatically detect the video grabber, ensuring compatibility with your favorite software, including Skype, Wirecast and QuickTime.
AV.io 4K captures 4K video up to 4096×2160 with the ability to either pass the signal through to your computer or scale it down to meet the needs of your application. If you require a 4K output but your source is only at 1080p, that’s no problem, AV.io 4K will upscale to a 4K output. In addition, like other products from Epiphan Video, AV.io 4K captures uncompressed Full HD video (1080p) at 60 frames per second. Regardless of the resolution, AV.io 4K is able to capture video with near-zero latency and ultra-high fidelity. Small enough to fit in the palm of your hand, yet sturdy in its all-aluminum casing, AV.io 4K is the perfect companion for capturing from your digital video source.
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Planar and Leyard Expand Clarity Matrix Video Wall Line-up with Extreme Narrow Bezel and Stereo 3DToday at InfoComm 2016, Planar, a Leyard company, unveiled two new models to its Clarity Matrix LCD Video Wall System line-up.
The first of the new models is the Clarity Matrix MX55HDX LCD video wall display with the industry’s smallest tiled bezel, which takes the customer viewing experience to a new level by offering virtually seamless LCD video wall installations. Also new to the Clarity Matrix video wall line-up is the Clarity Matrix LX46HDU-3D, an LCD video wall solution for customers seeking a large format stereoscopic display for professional 3D visualization applications.
When tiled together to create a video wall, the 55-inch Clarity Matrix MX55HDX with extreme narrow bezel provides a tiled bezel width of just 1.6 millimeters or less than one-sixteenth of an inch, transforming what was once a collection of LCD video wall displays into a near seamless, high resolution array that offers a cohesive, high-impact viewing experience. The Clarity Matrix MX55HDX video wall display combines the industry’s thinnest profile extreme narrow bezel LCD display with superior design, installation and service benefits that deliver on its reputation as the industry’s premier LCD video wall.
As Planar developed the Clarity Matrix MX55HDX, it built several features into the extreme narrow bezel model to ensure the highest performance, reliability and value. These include:
- Improvements to the unique Planar EasyAxis Mounting System, making it easier to achieve the smallest gap between individual LCD video wall displays.
- Unparalleled picture sharpness and clarity achieved through 800 nits of brightness and an off-board architecture prevents hot spots on the display.
- A 10 percent power consumption reduction over previous 55-inch Clarity Matrix models.
- An installed depth of 92 millimeters (3.6 inches), achieving compliance with the Americans with Disabilities
- Act (ADA) requirement for protruding objects.
- Built-in video extension of up to 150 meters (500 feet), offering unprecedented installation flexibility while eliminating the cost and reliability concerns of third-party cable extenders.
- Convenient front serviceability enabled by a unique design that transfers the electronics and power supply modules normally located on the back of the display to easily accessible off-board components.
- The ability to drive as many as five Clarity Matrix displays with a single power supply module.
- Specialized transportation packaging that surpasses International Safe Transit Association (ISTA) specifications, ensuring that every display arrives intact.
- Optional Planar ERO (Extended Ruggedness and Optics) protective glass option to further safeguard the display against breakage both in transit and while in use in public spaces.
The new Clarity Matrix LX46HDU-3D LCD video wall display is a professional solution for universities, design firms, manufacturers and government customers seeking a large-format stereo 3D visualization display. Customers can utilize passive glasses to analyze 3D models and data in stunning realism to bring virtual worlds to life in a physical environment with resolutions never before possible in tiled environments. Customers can also use the video wall as a collaborative work space for standard 2D content. Clarity Matrix LX46HDU-3D LCD video walls can cost a fraction of commonly-used large venue solutions, offering Full HD native resolution, an ultra-thin installed depth of just 3.7 inches and an off-board electronics design for easy maintenance.
The Clarity Matrix MX55HDX and Clarity LX46HDU-3D models will begin shipping in Summer 2016 through Planar and Leyard and the details are here. Leave a Comment
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Bose Professional Debuts ShowMatch DeltaQ Array Loudspeakers for Installs Bose Professional launched its new ShowMatch DeltaQ array loudspeakers during the InfoComm 2016. Bose says that DeltaQ technology advances line-array loudspeaker design by allowing changes in directivity or “Q” for each module in the array to improve sound quality by better matching total array coverage to audience areas and distance, with improved phase coherency.
ShowMatch array loudspeakers feature the most versatile DeltaQ design, optimized for both permanent installations and portable applications, with field-changeable waveguides in compact enclosures. ShowMatch full-range loudspeakers feature four new extended-HF Bose EMB2S compression drivers with two 8-inch neodymium woofers. Modules will be available with 5-, 10-, or 20-degree vertical coverage. Integrated rigging is rated for up to 24-box arrays. A matching-width single 18-inch subwoofer will also be available together with a complete line of rigging accessories.
The versatility of the ShowMatch array design helps ensure the best possible sound quality for a wide range of applications and settings, ranging from small clubs, houses of worship or corporate AV events, to the largest performing arts centers or amphitheaters.
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For all you REGULAR readers of rAVe HOW 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 percent opinionated. We not only report the news and new product stories of the ProAV 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).
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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.
Everything we publish is Opt-in — we spam NO ONE! rAVe ProAV Edition is our flagship ePublication with what we believe is a reach of virtually everyone in the ProAV market. rAVe HomeAV Edition, co-published with CEDIA and launched in February 2004, is, by far, the largest ePub in the HomeAV market. We added rAVe Rental [and Staging] in November 2007, rAVe ED [Education] in May 2008 and then rAVe DS [Digital Signage] in January 2009. We added rAVe GHGav [Green, Healthcare & Government AV] in August 2010 and rAVe HOW [House of Worship] in July 2012. You can subscribe to any of those publication or see ALL our archives by going to: https://www.ravepubs.com
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