Are You Selling All Your Services?


I’ve written columns in the past decreeing (more like begging) the virtues of selling services over selling gear. There’s been one on selling design services – sort of like design consultants do for big clients and big systems out there.  There’s been one on selling integration services – basically installing other people’s systems regardless of […]

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Hold your CEDIA horses!

I think it’s great that you iPod-toting, Hulu-watching home theater addicts like Gary are all excited about CEDIA. But take the white earbuds out of your ears for a minute and listen, because I’m not as excited. For the Rental and Staging guys out there, much as we love the gadgets, CEDIA is a pain in the ATSC. Every year, following CEDIA, one of […]

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Is Runco Relevant?

As we quickly head towards another CEDIA Expo, it’s a time to reflect where we’ve been and where we’re, hopefully, headed.  We’ve had a very tough year – in fact, it’s being called by most CI’s the worst HomeAV economy ever.  Expo 2008 was really the beginning of this economic downturn as we headed into a contentious, divisive presidential […]

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Why we’re NOT a Magazine

Yesterday, at a reception for the press sponsored by one of the industry’s largest display manufacturers, we overheard a conversation that perfectly demonstrates why WE (at rAVe) do NOT want to be called aProAV magazine. What did we hear?  Well, the manufacturer was “guaranteed” more editorial coverage and news stories by the print publication if they would […]

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Yes, We’re Picky


If you’ve been following rAVe DS, you know this is our fourth issue.  As you also probably know, there are more than a few “other” DS publications out there.  But, unlike those, we are picky on which stories we run and what we choose to send to you each month – in other words, just because we […]

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AVAD to Jump in ProAV Market?


AVAD, well known in the HomeAV market as a distributor of high-end consumer electronics gear, is capitalizing on the ProAV market’s loss of Electrograph last week and is rumored to be jumping into the ProAV market.  But, talk to them at your own risk. Why?  Well, simply providing gear to the ProAV dealer is not the same thing as truly being a distributor.  For example, […]

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CEDIA in Suckville


LOVE CEDIA.  I HATE Atlanta.  Although this year’s show will be in so-called “Hot-lanta,” it’s still going to be an awesome show!  I am excited for the manufacturers, the integrators and the market as we are just starting to see a turn-around of the markets nationwide and by September, rAVe believes things will start to […]

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Go to Church

Sure, the economy is down, the outlook is bad, stocks are still falling – heck the news media eats this scare-you-to-death stuff up.  And, we tune in and listen. But, we’re all trying to run a business here, too.  And, in a down economy, not everyone suffers.  In fact, historically, there are some market segments […]

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Case Study Hell

I am amazed how hard it is to get an application story/case study – whatever you want to call it – from an AV Integrator! Let me elaborate. For a year now, we’ve had a section on our rAVe site ( that’s called AV in Action.  Basically, it’s a place where we publish (for FREE) case studies […]

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Cheat Sheet

I love this industry! Upon graduating from college back in 1987, I was lucky enough to be offered a job at Extron Electronics way back when they were probably less than a 20-person company.  Although at first I didn’t feel like I wasn’t doing what I went to college for (Marketing), the people there were great and […]

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