Consider the consequences if you don’t!
By Gary Kayye, CTS

There’s been a lot of talk lately about wireless technology. One hundred percent adoption of wireless networking, wireless projection, wireless telephony and even wireless videoconferencing is all right around the corner, right? Well, not quite.

Even wireless networking, the wireless technology with the highest adoption rate in the world, only has a rate of a little more than 19%. And, did you know that, even through wireless, you still have wire running from the server to the device that converts the wired network into a wireless one (called an Access Point)? Well, you do. And, do you really think the local fire marshal will ever allow the alarm system to hang off the LAN?

So, the point is, wireless is appealing, but totally wireless is unrealistic.
But, that’s really not my real point.

During the construction process of the typical commercial space, the first low-voltage integration firm on a job site is the structured cabling company. As soon as the electrician starts his or her work, the structured cabling integration firm is onsite to wire up everything from the alarm system to the computer network. Many times they are specified by the architect and contracted directly by the GC (general contractor) to perform their craft of pulling all sorts of color-coded cabling in and around the building from floor to floor, all the while following the NEC (National Electrical Code) for low-voltage wiring.

Let’s suppose for a moment that that same structured cabling firm also offered VTC services or was a full-service audiovisual integration firm. And, the current job it is working on called for more than 20 AV-enabled meeting rooms.

Enter AVX. Let’s assume that AVX is the region’s leading AV integration firm, providing all sorts of AV services. The company, of course, wants to and expects to be able to bid on those 20 rooms. So, AVX contacts the GC and asks for the opportunity.

Who do you think will win the job? The firm that’s already on the job wiring up everything the GC asks on his terms and schedule or AVX, the outsider?

This, in my opinion, is a big deal. Back in the so-called good old days, there were AV guys, PC guys, telephone guys and electrical guys. Not anymore. The internet, 1-800 call centers, Dell computer and companies such as CDW have changed the landscape and the reality of the AV world. Everyone can, and does, do almost all of it. Now, not only can you order projectors, but you can order entire AV systems off the internet as well. And, not bad ones either.

But, the internet can’t install cable. And, there aren’t too many internet-based structured wiring companies.

The fact is that the landscape of the AV world has changed. And the survivors have or will evolve. For example, the acquisition of Texel Corporation by Maryland-based SPL Integrated Solutions last year was a coup and a look into the AV integrator of the future: the true full-service firm (emphasis on service).

Everyone’s looking for the next big thing, including the IT companies. They are looking for the “service edge” just like everyone else is. They see the opportunity to transform themselves into full-service, low-voltage providers, not to mention that AV cabling is a lot more profitable than IT cabling. And, they’re getting aggressive with it, too. More IT companies than ever before attended InfoComm 2006; heck, all the major trade show companies (InfoComm, NSCA, CES, CEDIA, et. al.) are rolling out the red carpet for them.

What’s your plan? Do you even have one?

I realize this is probably the wrong time to be pondering this issue; heck, we’re all so busting at the seams with all sorts of new AV business that we can barely keep up with the customers. But, look how fast things turned ugly in the early part of this decade… It can happen again.
Consider the consequences this time around.

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 .