September in LATAM AV: Closing Strong, Setting Up Bigger Wins
September is the last stretch of Q2 for us, and if I’ve learned anything in this industry, it’s that this month decides who walks into Q3 relaxed and who walks in scrambling. If you wait until November, you’ll be the one calling your customer to explain why their install is stuck on a boat. I have made those calls before and they are not fun.
One story that always sticks with me is from Colombia. A partner decided to hold off until November, thinking Buen Fin and year-end would be their big moment. By then, they were buried in freight delays, chasing approvals, and stressing about credit. Their competitor, who moved in September, was already delivering and winning market share. That was a turning point for me. In LATAM, the ones who move first, win first.
And I see it happening across the region right now. In Costa Rica, companies are already building hybrid rooms with LG displays, Barco ClickShare, and Netgear switching so they are ready before year-end. Guatemala is finalizing education projects with NEC projectors and Aver cameras. Chilean boardrooms are running Epson projection with Yamaha audio, while in Peru, lobby spaces are coming alive with LG DVLED walls and Legrand infrastructure. Honduras has events buzzing again with SoundTube and Peerless-AV solutions, and in Jamaica, resorts are securing Samsung outdoor displays, Yamaha audio, and Legrand cabling so their guests never miss a beat.
Puerto Rico is another great example. A university there recently upgraded lecture halls with Samsung professional displays and Listen Technologies systems. Because they moved early, everything was installed and ready before students returned. No delays, no excuses, just results. Their integrator looked like a rock star.
That is why I tell every partner the same thing: September is not a filler month. It is the launchpad. Budgets are getting finalized, projects are being scoped, and the smart integrators are locking in orders before the supply chain circus kicks off. I have watched it play out again and again. The ones who act in September spend December delivering. The ones who don’t spend December apologizing.
The lesson is simple. Don’t be the integrator explaining delays. Be the one delivering. With Almo Pro AV behind you, you have the brands, the credit, and the logistics strategy to make it happen.
Audio hits because someone knew how to tune it.
We play well with others. We share what we know. And we show up—online, onsite, at trainings, and at events. Trade shows and demos give us a chance to exchange more than information—we share a little of ourselves. That’s where real bonds form, and those connections make everything we do together stronger.
It’s these behind-the-scenes wins that turn potential into real results.
I have often joked that AV doesn’t run on electricity – it runs on food and coffee (or energy drinks for the installers). Truthfully, it runs on relationships. Some new but most old. Something came up and they took care of you. What was supposed to happen, happened or they helped ease a difficult situation. It was something that went beyond the swag – it was that personal touch. A quick call or email after hours. Listening. Solving the problem and making it right.
AV is a relationship business whether it be with manufacturers, distributors, rep firms or clients. The equipment itself is often secondary.
InfoComm
From there we were greeted with a personalized surprise – the huge Samsung video wall in the lobby had been customized to welcome the Exertis Almo team to the Experience Center!
Soundcraft mixer so that you could easily switch between the different models – a very enlightening experience for a mic nerd like myself!
But all of this was just an introduction to the main hall, where JBL loudspeakers, Crown amplifiers, BSS and dbx signal processors, AMX control and video products, and Martin lighting were on full display. Harman has put a lot of effort into this room, and they make it easy to demo, see, and A/B their installed product lineups. Tewks led us though the experience, explaining the differences between the various Crown amplifier series, discussing and demoing the multitude of JBL ceiling and wall-mounted loudspeakers and explaining fun stuff like speaker waveguides.
On the other wall, at a relatively safe distance, were JBL’s line array speakers flown from the ceiling. The SRX, VRX, and VTX-series line array speakers are JBL’s flagship offerings for large venues, and its not everyday you get to hear this level of performance in a private setting. The folks at Harman very cleverly configured the line array demo to start at the push of a big red button – our own Brent Dowler got to do the honors. After the button was pushed, the lights went down and the show started.
Here is a list of things that I don’t want to see or hear including my nicknames for each:
Fast forward, I joined the world of Pro AV distribution. My role as a Category Manager for 
While I had read AVIXA’s and Pearson’s (the testing center) details on what to expect, I was a bit verklempt when I first arrived at the testing facility. You may not wear a jacket inside nor a cap nor jewelry. In fact, I had to leave my wedding ring in a locker, along with my keys, phone etc. No hair ties or clips. Empty your pockets. Expect to roll up your sleeves and do your own pat down. Don’t get frazzled. This is standard practice. Do not take a calculator. One will be provided for you along with a dry erase marker and sheet. You need two forms of identification. ie, passport and driver’s license.
