Many years ago, I worked on a few Fingerhut commercials that still resonate with me to this day. In the commercial, the actress would hold up her finger and say the tagline, “That’s Value with a capital V.” My point here is the word “Value.” It has different meanings to different people. My focus when […]

Your brand is not what you say it is. Your brand is what others say about you. For the audiovisual industry, identifying what others say about your organization is easier to know now than it has ever been thanks in large part to social media and online comment streams. In each vertical market, there exist groups […]

While I’m not attending InfoComm in meatspace this year, I’ve managed to flitter in and out of the show via Twitter, Periscope, Snapchat, etc. I’ll talk more about the experience of the trade show from afar, but today I’d like to discuss the keynote speech, a recent visit I made to my locksmith and what […]

Almost all manufacturers and systems integrators have had at least some experience selling to churches, though those who have mastered the art of the sale to the house of worship market are surprisingly few. I’m going to share my two decades of sales experience in this oft-misunderstood vertical niche and help you know when a […]

“We’re a church with a limited budget. How much budget do we need for this gear?” “We have ‘this amount’ of budget, what technology do you recommend?” Or, my least favorite, “We need to set a budget for our audio, video and lighting. What’s a good amount?” I hear these question from well-meaning people who are […]

How important is your brand name? Is your brand not merely well known, but well liked? In the House of Worship market, your brand is who the churches say you are. It is vital that you as manufacturers, systems integrators, consultants, rep firms, and dealers provide this unique vertical space with who you are, not […]

I was at an InfoComm Roundtable the other day here in Irvine CA.  The keynote speaker was a man named James Feldman and his company and theme of his talk is “Shift Happens“. By all standards he was very engaging.  His goal was to help integrators re-evaluate their strategic plans to brave this new world […]

So let me start off by saying that the idea for this blog came to me via Twitter. An #AVTweep took umbrage with the way I reacted to my wine experience in my last blog, “The Difference.” We had a brief tweet-versation about it online that culminated in him recommending that I call myself out […]