As the trite saying goes, the only constant is change. The trials and tribulations of COVID-19 underscore this idea by testing our ability to navigate uncertainties, a continually evolving “new normal,” and pivoting business models. Our schools are among the hardest hit in all three of these areas. Safety, new teaching and learning methods, unfamiliar technology, and daily go/no-go uncertainty of in-class instruction dominate many teachers’ and students’ thoughts. Simultaneously, many speculate on the potential long-term emotional impact on children of the COVID generation.
I am mostly optimistic. One life-skill contributing to long-term success is adaptability to change, and now is the perfect time to master this skill. I am not a child psychologist and expect to get some comments on how feeling safe and other factors shape the young mind. While I agree, I also believe we have an opportunity to favorably influence the long-term implications while building resiliency in our children through the example we set in our responses to our circumstances. A vital part of the modeling includes the attitude teachers demonstrate for students in the face of challenges. But teachers need help too. The AV community can minimize instructor stress and maximize adaptability by suggesting distance learning solutions requiring limited teacher intervention or training. Having taught for many years at the college level, I know firsthand that instructors and professors have enough on their minds that mastering a new classroom tool can increase anxiety and reduce education delivery quality. In the process, this stress response potentially adversely impacts their ability to adapt to the new COVID-induced realities and negatively influences students’ attitudes and long-term adaptability. Conversely, if we maximize teacher comfort in their new HyFlex and distance learning environments, they are more likely to model the adaptability needed for long-term student wellbeing.
When we first moved to remote models, leveraging Zoom got remote classes up and running quickly. Many schools rapidly adapted, and teachers learned the new technology. But as time progressed, they discovered they needed something more. The wish list and questions raised included several of the following items:
Zero teacher interaction – Start class and the technology works. When teachers need to remember to start recording, then the recordings often do not happen.
Minimal training requirements for the teacher – The more training needed, the lower the retention, adoption, and proper utilization, and the higher the stress
Reduced resource impact on teaching computer – Who thinks their computer is fast enough? Presenter PCs sometimes bog down. Running capture, streaming, or soft codec software on top of presentations further stresses the machines.
If the instruction PC seizes or needs a restart, what happens to the stream and recording? Does the instructor need to remember to restart the application?
After class, how does content get to remote students? Does the teacher need to upload the lecture content to an LMS or provide a link to students?
Could the network experience bandwidth issues while uploading content to the LMS during peak times? Does this potentially interfere with live classes running concurrently with the uploads?
Does the recording contain tags to simplify playback and searches? If so, what are the post-production requirements to embed the information?
How can we create student experiences similar to the classroom, where the students can individually control what they view and when? For example, sometimes they want to see the teacher, sometimes the content from the presentation computer, and at other times the whiteboard. Globally switching the content may cause some students to miss content when they need to see a source longer than presented.
What if the teacher moves around the classroom? How do you maintain their image on camera while ensuring they have good audio pickup? Speaking of audio, how do you pick up questions from students in the classroom well enough for far-end participants to hear?
Each of the items above represents a potential stress-inducing pain-point, reducing instructional quality and the student experience. Finding an ideal solution that addresses all of these issues could take a rack of equipment, control systems, and programming. Additionally, while there are technical solutions to address all of the above questions, how do you do it all without breaking the bank?
Frankly, in some cases, you can’t do it all without the end-user spending money. But, there are methods to make it more palatable. First, identify the priorities. Sometimes schools want everything but are willing to accept some trade-offs. Understanding your customers’ priorities can save you time hunting for the unicorn solution that fits their budget too. Second, familiarize yourself with some of the potentially lesser-known options on the market with user- and integrator-friendly feature-sets designed to address schools’ preferences. Some of the items to familiarize yourself with include:
CatturaCaptureCast – A recording, streaming, and publishing appliance that automatically captures classes, tags the content, and posts to an LMS with zero teacher intervention or burden on the presenter’s PC. The choice of HDMI or SDI inputs makes them source agnostic, and student controlled multiview playback emulates the classroom experience from the far-end. Remarkably affordable for the value.
Stem Audio ecosystem – Broad coverage or a controlled, narrow pickup area, Stem provides ceiling, wall, and table, mics with speakers and integrated DSP, in a simple to design and implement format. A couple of units cover most classrooms, while PoE convenience, USB connection to a soft-codec, and system self-tuning help the budget while ensuring intelligibility for all participants.
VDO360 AutoPilot and CompassX – An auto-tracking camera that does not require a lanyard or third-party control, along with a decent conventional PTZ camera. With the Autopilot covering the teacher, the CompassX on the content and connected, to a CaptureCast (with Stem Audio), provides the “killer app” in lecture capture.
It seems like I have the same conversation with integrators daily. They have a school system that tried the lowest cost mic and camera connected to the presenter PC, but now they need something better. They need something easy to integrate and low stress for the teacher that provides a positive learning experience – and all three of the items above, along with new other options, frequently receive favorable responses from all parties. Most importantly, however, is the impact on students. As a father of three remote high school students experiencing varying Covid-19 outlooks, and teacher influences, I appreciate students’ need to see role-models successfully navigating today’s challenges. Technology in the new-classroom can enhance or impair the teachers’ experience, and by extension, the students’. So, the next time you are working on classroom projects, remember your design may impact the teacher experience, and by extension, the long-term resilience of the students in their charge.
I welcome your insights. Please share your thoughts on balancing quality distance learning solutions with teacher comfort and budget constraints. What are your views on how the teaching experience can impact student adaptability and the long-term resilience of the COVID generation? Feel free to comment below or reach out to me at [email protected].
This is part three of a three-part blog series on ARHT Media’s new Holographic TelePresence technology, distributed in the U.S. exclusively through Almo Professional A/V. Find part one here and part two here.
You’re in conference calls with partners and coworkers multiple times a day, day after day, week after week. Naturally, you can imagine 2D video meetings have gotten a little old and unimaginative.
ARHT Media and Almo Professional A/V have joined forces. The new partnership brings Holographic TelePresence technology and a new platform for it called the Virtual Global Stage. In case you have not heard, this exciting solution is coming soon to a virtual stage design near you.
While COVID-19 was completely unexpected, we now know a lot more about how work, UCC (unified communications and collaboration) and meeting culture will change. Acting upon this new knowledge now is totally in your power.
What is hologram technology used for? Here are a few applications for which Holographic TelePresence is a perfect fit:
Higher education. Yes, we can do our virtual teaching through video conferencing platforms. But with more than a few people on each session, the personal feel you’re yearning for pretty much vanishes. Classrooms are an ideal place for interactive holographic displays. Why? Because holograms prove particularly useful where a connection is valued.
In the classroom, there’s great importance in seeing facial expressions, storytelling through body language, reading the room before moving onto the next lesson. As great as it is to have Zoom and Teams for digital learning, truly connecting on a 2D platform is tough. Add holography, and picture the wildly enriched lectures and engaging experiences.
Corporate and UCC spaces. The second application to consider as a use case for Holographic TelePresence is corporate. Holographic TelePresence takes the idea of a virtual meeting and infuses it with new energy and possibilities.
While, for now, we see holographic display images used by the C-Suite, widespread use is very possible. In corporate environments, remote or otherwise, ARHT’s technology breaks down the limitations of 2D. Hologram tech in a virtual environment creates an interactive experience that benefits viewers and hologram presenters alike.
Live events, meetings and conferences. Live event programming, while fun and valuable, costs a fortune. Highly desired speakers only have so much time and availability. Consider the possibilities if, suddenly, neither travel nor a large venue were needed. That alone is enough to make an event planner smile.
How great would it be to virtually stage a room and have world-class speakers (think religious leaders, CEOs, politicians, celebrities) at virtual events if the in-person feel was maintained? Booking speakers virtually (who can “beam in” from their remote setup instead of getting on a plane) saves time and finances — plus, it greatly lessens the environmental impact. Through Holographic TelePresence, it’s as though hologram presenters are on stage next to each other.
A Visual Edge and an Emotional Draw: Now Is The Time for 3D Holographic Display Tech
Especially lately, high-status speakers like celebrities are in high demand. But does a 2D video appearance create the connection that an in-person one would? No.
3D hologram meetings and hologram teleconferences deliver a more lifelike presentation and create a bigger emotional draw. In an interview with Inavate Magazine, ARHT Media CEO Larry O’Reilly highlighted an example from December 2018 with “Aquaman” star Jason Momoa.
“He was rehearsing for Saturday Night Live [in New York City],” said O’Reilly. “On Thursday night, he just went to a different studio at 30 Rock, and we beamed him into Mexico City for fan engagement and media events at the IMAX theatre there. The next night, we beamed him into Comic-Con Brazil, where he addressed over 3,000 people live.”
Through its Virtual Global Stage, ARHT leverages the proprietary transmission software that powers its HoloPresence (or “holographic presence”) platform to “beam” multiple presenters into a virtual, online environment. Human holograms then appear in lifesize proportions and can interact with audience members (and the other panelists) virtually.
Hologram solutions are beyond what your customer even knows.
Are Hologram Events a Trend or Long-Term Solution?
Some may claim that hologram media is a trend — or they’ll say it’s just emerging — but we know otherwise. The benefits of an enhanced teaching presence, a cutting-edge guest appearance or a town hall that doesn’t put you to sleep are massive. We’ve heard people say that futuristic solutions like human hologram technology are just a solution just looking for a problem. COVID-19 has changed this reality.
This is part two of a three-part blog series on ARHT Media’s new Holographic TelePresence technology, distributed in the U.S. exclusively through Almo Professional A/V. You can find part one here.
Providers like Zoom have done an amazing job supporting the new remote world this year. But if you’re now video conferencing all day, you may be “Zoomed out” from all the video calls. I know I am.
What seems like endless video conferences, webinars, and virtual meetings has been, well, fine. And necessary during this cultural shift in work and meetings. But we can only thrive so long on standard 2D video conferencing.
In remote and virtual settings, 2D video conferencing only scratches the surface of what is possible.
In part one of this three-part blog series, we gave you the scoop on something new and exciting that could change video meetings and virtual events. That something is called Holographic TelePresence, and it’s a solution from ARHT Media that brings lifelike, interactive holographic display content to your event, room or computer screen. Holographic TelePresences creates a unique and highly engaging experience like no other.
To add to the excitement, ARHT’s new Virtual Global Stage (VGS)platform is a premium, digital experience. It offers the look and feel of a professional broadcast but streamed online. Through the Virtual Global Stage, presenters, panelists and lecturers around the world can participate from wherever they can access a capture studio.
Imagine the possibilities when you eliminate the need for a huge venue, expensive travel, and the physical gathering of attendees.
Unlike AR and VR, No Headset Is Needed With Holographic TelePresence
Do you know how hologram technology works? Below, we explain how ARHT Media does it.
Using proprietary technology, capture studios, and standard projection equipment, Holographic TelePresence “beams” presenters into one or multiple venues simultaneously. You may also hear the technology referred to as HoloPresence, short for “holographic presence.” Presenters can be located anywhere in the world — they just need the equipment and access to the platform via the web. Along with a new hologram presentation platform known as the Virtual Global Stage, Holographic TelePresence enables hybrid events — with some participants attending remotely and some attending live.
In other words, ARHT’s hologram events can run with all-remote participants/presenters, or with some live and some remote participants/presenters. Attendees and speakers choose how they participate — remotely or face to face — which empowers choice and flexibility. The value is that events can reach their largest possible audience. Organizations can also deliver a premium experience that goes well beyond the 2D video call.
To explain how Holographic TelePresence works, we’ll distinguish it from holograms, virtual reality (VR) and augmented reality (AR).
Holographic TelePresence vs. Holograms:There is a distinction to be made between true holograms — 3D images produced in mid-air — and Holographic TelePresence. The “ARHT” (pronounced “art”) in ARHT Media stands for Augmented Reality Holographic Technology. It turns out that ARHT’s solution is not exactly equatable to a hologram, even though the final result appears as one. (Quick note: we will refer to the imagery produced by ARHT’s technology as “holograms;” just know we’re using that term as a general understanding of the final result — lifelike images that appear to the audience as holograms. We’re doing that for simplicity’s sake, not specifically to annoy the technology purists out there.)
Holographic TelePresence vs. AR and VR: How does ARHT’s solution differ from other new hologram technology, virtual reality and augmented reality? VR blocks out your ability to see and hear the real world — usually through a VR headset. AR uses a computer and, sometimes, a special headset or glasses to create digital objects and overlay them onto what you see in our physical world. Are you familiar with Pokémon GO? That’s also augmented reality.
Holographic TelePresence is a projection that uses an illusion effect powered by ARHT’s “HumaGram” technology. ARHT’s technique is more sophisticated than others you may know, like Pepper’s Ghost. Contrasting AR and VR to Holographic TelePresence, ARHT’s solution is neither augmented reality nor virtual reality alone. Holographic AR is steps beyond — no headset or special glasses needed.
With these distinctions and a new understanding, we’re ready to reveal the minimal equipment it takes to deploy ARHT’s hologram technology in any space.
Debunking the Technology
To virtually stage a room, Holographic TelePresence requires a more precise setup than video conferencing or a remote presentation system, but the concept and necessary equipment are pretty straightforward. ARHT’s setup is a combination of video shot in front of a backdrop, then projected on stage (or “on stage,” if being done virtually) onto a screen. So, the production needs a screen, as well as controlled lighting, to ensure the projection is bright and visible.
In an article with Inavate Magazine, Andrew Parry, an online learning video producer at Imperial College Business School, explained further. Elements to consider include the capture space (plus, distance between camera and subject), the height/positioning of the camera, and lighting. In the case of Imperial College’s virtual stage design, Parry explained, lights placed behind the subject backlit everything, including shoes. He added that there were also two lights arranged in front of the subject to improve the lighting of the human hologram on the other end.
Factors such as lighting and camera angle ensure that the final result — holographic display images on the screen — is an accurate representation in terms of body shape and dimensions. Thankfully, the AV industry is quite familiar with the principles of projection, making the execution of this technology, once learned, quite straightforward.
Below, you’ll see some behind-the-scenes photos of the setup in a recent hologram teleconference held live with ARHT’s hologram tech. In the interview, rAVe [PUBS] founder Gary Kayye (beaming in from North Carolina) and Almo’s Sam Taylor (beaming in from Maryland) are using ARHT’s Virtual Global Stage. To the audience, the two appeared virtually on the same “stage” with no editing, and no latency lag, having a real-time conversation about the emerging interactive hologram technology.
Will Hologram Technology Change Business in 2020?
While holograms have gotten plenty of attention in the media these past few years, many could be asking if this is just a trend. Will on-stage holograms like ARHT Media’s become big business? What can we expect from hologram technology in the future?
We believe any industry — higher education, live events, advertising and entertainment, healthcare, corporate spaces, meeting spaces, you name it — will benefit from 3D holographic display technology.
Us millennials sure love to ruin
everything, don’t we? First we came in with participation trophies, we moved on
to tank the economy, and now we have come for sports!
*Queue diabolical laughter*
According to this Reuter’s
article, global esports revenues will rise above one billion dollars by the
end of 2019. Yes, that’s a billion with a “B” and that represents an annual
increase of 27 percent. While it still may not be advisable to raise your
children to be an esports athlete; the industry is growing at an exceptional
rate. As it turns out, fun has turned into serious business.
Similarly to millions of other kids
growing up, I would come home from school sit down and turn on my Xbox to play
Halo 2. In my early teens, I would stay up all night playing competitive online
tournaments on the weekends and during summers. The advent of online gaming in
the late 90s and early 2000s exposed millions of people just like me to
competitive gaming. I remember being ecstatic in a car ride home having won a
full year of Xbox live at a local game store. As a pre-teen saving $60 was
enough to make me feel like the greatest player of all time. Meanwhile, this
year in July a sixteen year old made
over $3 million winning an online tournament for the smash hit Fortnite.
There seems to be a rather noticeable generational divide when it comes to esports. The majority of US viewership ranges between the ages of 18 and 34. Just like when my grandparents told me that the iPhone would never take off because “who needs a camera in their pocket?” this trend is not necessarily intuitive but inevitable. Just as civilizations have moved away from blood sports like the Mesoamerican ball game, or the roman gladiatorial events, people are moving away more and more from what we see as traditional sports.
But why would anyone want to watch other people play video games? This question is echoed across the internet in message boards and on popular television shows. Just as a fifteen-year-old may not understand the nuances of play calling in an NFL game, my dad certainly has no clue about the nuances of sideboarding in a competitive Magic the Gathering (or MTG) event. My true esports love is watching competitive MTG because I can watch and see how the pros navigate complex game states. It is akin to getting free advice on how to improve your swing from Tiger Woods when you sit down and watch Luis Scott Vargas play matches on Twitch. Critically, esports has two advantages that traditional sports will never be able to touch—evolution and variety.
Every year Activision releases a new Call of Duty, Epic Games constantly introduces new weapons and cosmetics into Fortnite, Wizards of the Coast add new cards to MTG, Blizzard adds new characters to Overwatch, and Valve introduces new heroes into Dota 2. In order to keep gamers invested in their games, these companies constantly pump out updates to their game that introduce new cosmetic and gameplay experiences. If you are a consumer, you can simply watch the pros play the new content to verify if it looks like something you are interested in.
But variety is the spice of life. When our marketing team approached me, my brain immediately went to a few specific places. My instant reaction was to talk about firstpersonshooters and collectiblecard games. While many friends of mine jump to talk about real time strategy games, sports games, fighting games, and mobas (multiplayer online battle arenas). You will never catch me watching the DOTA International, but I anticipate watching MPL Weekly. And that is the piece of the puzzle that is missing in the minds of people that are not already invested in the esports ecosystem. Regardless of the kind of “gamer” you are, there is an esports league with compelling content for you.
At the end of the day, regardless of whatever preconceived notions that you have about esports; you would be wise to not ignore this industry. Parents in the 80s that bought Atari and Nintendo for their kids probably never dreamed that the gaming industry would grow to a multi-billion-dollar global industry. Don’t be caught behind the curve thinking that esports will never be as big as traditional sports.
Whether you are the owner of a small AV integration firm or a manager at a large national integrator chances are you are faced with the same struggle of finding the time to attend training for yourself or send your employees for training. Often this can be costly and time consuming however the benefits of a highly trained workforce will almost always outweigh the short term costs. Here are five reasons you should consider training for yourself or for your staff:
1.
Staying on Top of the Latest Technology Trends
I think we can all agree that like many industries the world of commercial AV technology is constantly changing and evolving, not only with the technology itself, but with the needs of our customers. A recent example of this has been the explosive growth in “huddle spaces” within corporations, and the technology advancements developed to meet these needs. If you are not aware of the latest trends and equipped to handle them you will likely find yourself losing business to competitors.
2.
Enhance Customer Service
Think about a time when you were interested in making a purchase, any type of purchase, it doesn’t have to be technology, and you felt your sales person was not educated about the product. How did that make you feel about that company? Your customers will always get better service from a well-trained employee, whether it is your sales person, project manager or installation technician.
3.
Keep Your Certifications Current
While there are many certifications in our industry, the most common and well recognized is infoComm’s CTS. The CTS, CTS-I, and CTS-D are important designations and require a significant amount of time and effort to achieve. Any CTS holder understands the importance of continuing education and obtaining CTS RU’s in order to maintain their certification. RU’s can be obtained in a variety of different methods including live classroom training, various trade events like Almo’s E4 AV Tour, and webinars.
4.
Less Supervision
As an owner or manager you are faced with the difficult challenge of running your business and managing employees often while being involved in work that could be handled by properly trained employees freeing you up for other tasks. Well trained employees will be able to work more independently without the need for constant guidance, and will help your staff be more confident and satisfied in their job.
5.
Reduce Employee Turnover
Hiring new employees can be time consuming, expensive, and involve risk if the right hire is not made. Providing training opportunities for your employees shows them your interest in advancing their professional skills and will enhance company loyalty and increased employee contributions to your business. Often, employees thrive on knowing they are a key contributor to their company as much as they enjoy monetary compensation.
Almo’s E4 AV Tourhas stops in New York on September 19th and in California on October 3rd , and in addition to an exhibit of the newest technology from over 35 top manufacturers, attendees will have the ability to earn InfoComm CTS RU’s throughout the day via classroom training.
“Oh, so you’re the middle man.” With implications of inflated costs and unnecessary complexity, this was the disparaging response from an old acquaintance while catching up after a time apart. Putting aside Almo’s “value add” let’s look at the real financial implications of sourcing equipment; considering both the hard- and soft-dollar costs of a purchase order. Hard-dollars are the unit cost of the equipment and freight. Soft-dollar expenses associated with purchase orders include:
The time spent getting quotes.
Receiving shipments (and associated work interruptions).
Reconciling packing lists.
Cutting checks.
Balancing the checking account.
The process of managing cash-flow.
Coordinating returns with vendors.
Warehousing and staging equipment until all items have arrived for a project.
Each of these soft dollar items has a direct cost in wages along with an opportunity cost from lost employee productivity. There are numerous studies available on the Internet discussing the costs of issuing a purchase order. Some studies show a range of $35.88 for automated purchase orders to $741 for some manual POs. To find your cost per PO, add up the time spent each week on all of the above activities and divide by the total number of purchase orders.
The following tables compare streamlined purchasing of equipment for a modest project through buying direct from manufacturers versus the same purchase from a distributor. These scenarios reflect actual prices of commonly used equipment. The soft-dollar average of $75 reflects the low-end of actual cost per PO as communicated by our commercial integrator clients. The manufacturer names and model numbers are masked to protect integrators and resellers from this information reaching the end user.
In order to provide a conservative estimate of savings: shipping is calculated to Lebanon, KS – the geographic center of the Continental US. Assumed origination point is a warehouse in Pennsylvania, even though closer options are available. This maximizes the distributor shipping cost in this example.
Scenario 2) Multi-source from Individual Manufacturers
Qty
Manufacturer
Description
Unit $
Ext $
1
Manufacture A
Controller / switcher / amp
$3,710.00
$3,710.00
1
Manufacture A
7” touch panel
$2,340.00
$2,340.00
Manufacturer A Freight:
$75.00
1
Manufacturer C
Ceiling Mounting Plate for Projector
$31.33
$31.33
Manufacturer C Freight:
$12.00
1
Manufacturer D
Projection screen
$1,286.76
$1,286.76
Manufacturer D Freight:
$200.00
4
Manufacturer F
Remote Sequenced Power Conditioner
$124.97
$499.88
1
Manufacturer F
Rackmount Power Conditioner / Sequencer
$343.72
$343.72
Manufacturer F Freight:
$28.00
1
Manufacturer P
Projector
$2,474.73
$2,474.73
2
Manufacturer P
Wall Mount for Displays
$200.00
$400.00
1
Manufacturer P
Ceiling mount bracket for high ceilings
$823.08
$823.08
1
Manufacturer P
Bracket assembly
$274.73
$274.73
2
Manufacturer P
50” Display
$839.78
$1,679.56
Manufacturer P Freight:
$280.00
3
Manufacturer Q
Ceiling Speakers (Pair)
$214.76
$644.28
Manufacturer Q Freight:
$85.00
Equipment Total
$14,508.07
Freight:
$680.00
“Hard Dollar” Total:
$15,188.07
7
Purchase Orders
(Soft Dollar Average)
$75.00
$525.00
Total:
$15,713.07
Improving the Margins of Error on Your AV:
What would an additional margin of 1 to 4% do for your business? The above comparison favors using a distributor due to a 4.1% lower cost. This assumes per-unit costs are the same for purchasing direct and from a distributor. In some situations, not all, the per-unit cost for an item may be as much as 3% lower by purchasing direct. Running the above comparison with a 3% discount across all products for direct purchases brings the equipment total down $14,072.83 with a new total of $15,277.83. This is still a 1.3% savings by using a distributor. For the sake of brevity, these scenarios do not include every item necessary for a complete system. If we add in racks, cables, and all the other necessary elements for a complete system, the comparable savings would only increase. Additionally, in order to provide an “apples-to-apples”, the mount manufacturer specified above is constrained to the same manufacturer as the display and projector. However, over 80% of display and projector mounts are not supplied by display or projector manufacturers. As such, real world savings will be greater as more manufacturers are added to the mix.
But Wait, There’s More:
The reduced opportunity cost of streamlined purchasing can also result in productivity gains. This has the greatest implications for smaller firms where most people juggle multiple responsibilities. How long does it take a design engineer or sales person to regain full focus on a project after multiple interruptions by UPS, FedEx, and other freight deliveries for a single project? How much time is spent gathering quotes from multiple vendors only to find any potential savings diluted through increased shipping costs? How many “to-do” items are aging on your list and how would your business grow if more of them were completed? Regaining otherwise lost productivity through streamlined purchasing may allow for faster project completion, additional bid responses, selling more jobs, and greater efficiencies in general.
There may be circumstances where purchasing directly from a manufacturer may save a few dollars – perhaps with a single-item box sale. When considering some distributors also provide equipment staging, simplified communication with manufacturers, more flexible credit terms, technical expertise, and education; the benefits extend beyond streamlined purchasing. If you have not looked into utilizing the services of a distributor lately, you may be leaving money on the table.
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