Connecting the Dots in the Drone Solutions Category

Oftentimes, AV integrators do not readily understand the connection with Drone Solutions, or why they should be interested. Once they connect the dots, the value proposition is clear, and then it just becomes a discussion at the executive level on how best to move forward. 

The bottom line is that commercial drone use is expanding at an accelerated growth rate, and it is a safe bet that at least 10-20% of an AV integrator’s current customers are already using commercial drones to accomplish a variety of different commercial tasks – purchased through other channels. That would equal anywhere from $50K to $300K or more in annual sales that could be incorporated into an AV integrator’s business, simply by having the conversation with their customer to understand if they are using commercial drones and letting those customers know they could purchase the product from them.

Based on the current state of the market, those customers are in 1 of 2 stages – either exploring the adoption of a drone program or expanding/updating equipment for a current program.  If they are exploring adoption, then an experienced AV integration company that they already do business with and trust can become their go-to source for this new and confusing technology with our help, if needed.  If they are in a product refresh cycle or expanding, then an AV integrator that they already know and trust can provide the necessary product on a consolidated purchase order.

Getting involved in the Drone Solutions category is a low-cost way to enter this new market with significant demonstrated growth and opportunity.  We are here to help AV integrators get their feet on the ground in this area by providing subject matter expertise and content training to help quickly bring an integrator up to speed. 

The Drone Solutions category is meant to provide a one-stop shop for experienced and novice integrators to find relevant manufacturers that have products associated with solutions that their end-users are looking for.  The Drone Solutions category brings together the various relevant drone hardware manufacturers, along with the needed addons like software for data analysis, potential Command and Control options (think traditional AV tech), and associated services, like training, into an environment where they can all be put on one purchase order.

Contact your Exertis Almo account manager today to let them know you are interested in learning more about this exciting opportunity.

Eric Jameson drones BDM
About the Author

Eric Jameson

Business Development Manager

Supported Manufacturer: Autel

Transform Worship Spaces with Cutting-Edge AV Solutions

In the dynamic House of Worship market, the fusion of spoken word, live music, and community events offers unique opportunities for professional audio-visual integrators to elevate devotional spaces and design enriching worship experiences with comprehensive, cutting-edge AV solutions. You can rely on Exertis Almo as a resource for the technology involved in designing systems that engage every member of a congregation – whether they are in the sanctuary, in overflow rooms, or participating remotely. These solutions also enable a broader reach for the worship organization through social media and video streaming, which can expand their resources for effective fundraising – fostering a stronger, more connected community.

From live streaming to artificial intelligence, technology innovations are reshaping AV solutions for worship spaces. Adapting to these tech trends ensures that your worship projects remain relevant and technologically advanced.

Let’s Explore 7 AV Technologies that are Uplifting the HoW Market:

Sony SRG-A40 auto-framing ptz camera1. Video and Live Streaming – Expand Community Outreach

With the paradigm shift towards remote ministry and hybrid congregations over the last few years, AV technology has become a bridge – connecting dispersed communities and providing comfort with familiar messages. As houses of worship embrace video technology in a new way, they can leverage live-streaming technology to reach a broader audience and enable congregants to participate in services from anywhere.

Video streaming cameras range from basic PTZ cameras to advanced tracking and framing capabilities. Unattended cameras can be discreetly installed in hard-to-reach places, covering any size of worship space with powerful zoom for frame-filling close-ups. To find out how bandwidth needs have expanded for worship spaces as a result of this trend toward video streaming, check out Rob Voorhees’ blog.

Harman - JBL-pro-audio - Martin-lighting2. Sound, Lighting, and Imagery – Uplift with Immersive Experiences

AV technology, including advanced sound systems and high-quality projectors, is enabling the creation of more immersive worship experiences. Visual enhancements, dynamic lighting, and surround sound all contribute to a more engaging atmosphere.

Projection mapping techniques can also be employed to transform the physical space of the worship area. This allows for dynamic visual storytelling and thematic enhancements

CHRISTIE projectors - projection mapping
Martin Lighting color wash

3. Digital Displays and Signage – Deliver Awe-Inspiring Visuals

Samsung the Wall dvLEDDigital signage is increasingly used for displaying announcements, song lyrics, and other information. This dynamic form of communication enhances engagement and keeps congregants informed. Overall, digital signage is an excellent way to facilitate community engagement and share updates, enhancing the overall worship experience.

Direct View LED all-in-one displays, such as Samsung’s The Wall, provide integrators with a drastically improved installation process, and new avenues to create unparalleled visual statements in common areas as well as behind the pulpit or on the stage inside the main sanctuary.

Atlona Twisted Pair ExtensionEffortlessly share messages throughout the facility in stunning 4K resolution with top connectivity solutions.

4. Interactive Displays and Collaboration Tools for Hybrid Congregations

Interactive teaching HisenseCollaboration tools and video conferencing solutions are integrated into AV setups, facilitating remote participation for members who are unable to attend physically.

Interactive displays and touchscreens, like Hisense’s GoBoard, are also being used for teaching and interactive worship sessions. This allows for a more dynamic and interactional experience for congregants, especially in educational settings.

5. Accessibility Features – Ensure Everyone is Included

Houses of worship are implementing various accessibility features, such as hearing loop systems and closed captioning services, to ensure that services are accessible to individuals with hearing impairments. From incorporating additional digital signage into the space to upgrading audio systems and features, accessibility is a key factor in fostering an environment where all members of the community can participate with ease.
Assistive Listening technologies
The spoken word is the most fundamental part of a worship service. Including support for hearing-impaired members with an assistive listening system can help address regulatory compliance, increase inclusivity, and expand reach so the message can be heard by all.

6. Podcasting and Social Media Content – Amplify the Message

worship podcastPodcasting studios within houses of worship have become more common, enabling the creation of audio content for a broader audience beyond those attending in-person. Acting as a supplement to traditional worship, podcasts have become a powerful tool for sharing discussions and teachings with a global audience, extending beyond the physical congregation.

Through podcasts and social media outreach, houses of worship can share and extend their influence and inclusivity, creating a sense of unity among listeners, regardless of their location.

7. Virtual Reality and Augmented Reality – Embrace the Future

AR VRWhile still emerging, some houses of worship are exploring the use of Virtual Reality (VR) and Augmented Reality (AR) technologies to create unique and immersive spiritual experiences, transcending traditional boundaries. By embracing this new technology in the House of Worship space, spirituality can become more accessible and adaptable to the evolving preferences of congregations.

We hope you’re inspired by the potential of AV technologies playing an integral role in designing immersive worship experiences, promoting accessibility, and adapting to the changing needs of worshipers. Exertis Almo is committed to assisting our integrator partners in optimizing technology for all your House of Worship projects. Whether it involves a simple upgrade or a complete redesign, our expertise lies in the seamless integration of audio, visual, and streaming capabilities to elevate every worship space.

Contact your Exertis Almo representative for assistance in designing your next AV system or selecting the optimal audiovisual equipment for your project.

The Modern Meeting Room

Our modern meeting rooms are full of the latest technology, but the humans in them are still using the same eyes and ears (interfaces) we were using since we started drawing pictures on cave walls.

Meeting RoomIt would seem to make sense then that we should be designing the room, and the meeting environment, first around the human and then applying the appropriate technology within the boundaries of human factors and ergonomics.

Designing for human factors reduces fatigue and stress, increases comfort, and provides greater user acceptance.  These sound like some pretty good goals for an audiovisual system and where we should first focus our attention.  In other words, we should be designing according to the limitations and needs of people.

So, what does the human need to do?  The human needs to be able to see and not just see but read and comprehend.  The human also needs to be able to hear clearly.  Further, the human needs to be heard clearly and intelligibly to those who are listening regardless of whether the listeners are in the same room or on the far side of a videoconference.

As far as reading and comprehension, there’s an ANSI (American National Standards Institute) standard for this, the ANSI/AVIXA V202 Display Image Size for 2D Content in Audiovisual Systems.  This handy little standard defines content size, image size related to content size, farthest viewer limits, closest viewer limits, and off-axis viewer limits. These limits draw the boundary lines for where to place the humans in physical relation to an image.  And this is within the context of being able to assimilate the content over time without fatigue.  This is not about testing the limits of human vision like with a Snellen chart during an eye exam.  It’s about making sure the humans are comfortable in the viewing environment whether it’s a one-hour meeting or an 8-hour class.  Keep in mind that the content to be comprehended by the viewers may only be a portion of the overall image size and you may need to design for the content portion and not solely the overall image size.  The ANSI/AVIXA V201 Image System Contrast Ratio standard is a companion piece and defines the minimum contrast ratio needed for a good image.  If you’ve done enough system measurements, you know there are way too many projected systems running at a 3:1 contrast ratio.

The human also needs to be able to hear.  While our Acoustic Echo Cancellers (AECs) and Digital Signal Processors (DSPs) have gotten much better at removing steady-state background noise out of the audio being sent to the far side in a videoconference, what about the people trying to communicate with each other in the same room?  Typically, the biggest noise offender is the HVAC system.  For many years now, the American Society of Heating, Refrigeration and Air-Conditioning Engineers (ASHRAE) has published Design Guidelines for HVAC-Related Background Sound in Rooms in the Sound and Vibration chapters of their Handbooks.  You will find that the maximum background noise in conference rooms and classrooms should be no more than NC/RC 30 (approximately 35 dB SPL A-wtd).  The ANSI/ASA S12.60 Acoustical Performance Criteria, Design Requirements, and Guidelines for Schools agree with the maximum background noise level of 35 dB SPL A-wtd.  Again, if you’ve done enough measurements, you know most spaces fall far short of these criteria.  You can think of this as an acoustic signal-to-noise ratio – the ratio of background noise compared to speech level.

Conference MeetingA close second to the maximum allowable background noise level is the acoustical performance of the space.  This is the actual sound signature of the room, and I can think of nothing more important that is also the least considered or even ignored.  While the trend has been towards glass walls, shiny floors, wood panels and other acoustically “hard” surfaces, these materials are the least friendly when it comes to the acoustical criteria needed for human communication.  Jun Lim recently wrote, “No matter how excellent an audio system is, it cannot surpass the limitations imposed by the acoustic environment.”  The late John Murray once said, “Once the sound leaves the loudspeakers, it’s out in the wild”.  “Acoustically friendly” doesn’t have to mean plain or ugly but aesthetics devoid of acoustical considerations impedes the ability to communicate.

A group of us were in a 42 ft. x 32 ft. conference room in an Experience Center of a well-known audio manufacturer in the Chicago area back in November and I stopped everyone and measured the background noise of the room at RC29.  The room was a delight.  Conversation was easy anda low noise floor helps people to relax because they aren’t having to work to understand what’s being said.  An ambient noise problem is magnified if not everyone is able to communicate using their first language.

A major audio manufacturer did a survey just prior to the pandemic.  The survey revealed that 96% of professionals were frustrated with their virtual meetings and 4 out of the top 5 frustrations were related to audio and that “flawless” audio was four times more important than video.  Two of the top five identified frustrations were background noise and not being able to hear each person.  Unfortunately, most buyers responsible for outfitting meeting rooms will be inundated with the lure of new aspect ratios, ever higher resolutions and other shiny audio and video objects that promise to bring all your meetings into the next dimension.  A proper meeting room should first focus on the criteria required for excellent human communication.  While all of us, myself included, absolutely love the look of the latest technology, getting the room itself right should be the priority.  As Pat Brown once said, “The Cloud won’t fix your room.”

I am betting that the leading cause of “Zoom fatigue” is actually the result of the effort and concentration it takes to try and overcome poor audio issues and improperly sized content.

Selling the latest 64:9 display with 32K resolution along with the newest gamma ray-focused mic array and volcanic loudspeakers does not guarantee a high-performance meeting room.  I would argue that a modern high-performance meeting room is one that is designed considering human factors and comfort and adhering to the standards and references mentioned above.  Make it comfortable and easy for the humans to see and hear and they’ll be free to spend their energy on the topic at hand.Exertis Almo Calculators

If you’re interested in how to work towards implementing an actual high-performance meeting room, reach out to anyone here at Exertis Almo and let us help you make your rooms better than anyone else’s.

To make some of this easier, we’ve developed a new online calculator for image sizes and PAG-NAG that can be very useful: https://www.exertisalmo.com/tools/calculator.aspx

If you enjoyed this blog, you’ll enjoy watching these on-demand, educational webinars hosted by Tom.

Tom Kehr

About the Author

Tom Kehr

CTS-D, CTS-I, Network+, LEED Green Associate, ISF-C, ATD Master Trainer

In-House System Designer and Trainer

Supported Applications: System Design

Revolutionizing Collaboration: Emerging Trends in All-in-One AV Solutions

In the fast-evolving landscape of professional audio-visual (AV) technology, a notable trend is gaining momentum – the integration of content sharing, conference cameras, microphones, and speakers into all-in-one solutions. This shift is not only transforming the way we approach collaboration, but also streamlining solution designs for integrators and enhancing the overall user experience.

Simplifying Integration for Designers and Installers

Traditionally, AV integrators and installers faced the challenge of coordinating various components for seamless collaboration setups. The emergence of all-in-one solutions, such as those combining content sharing, conference cameras, microphones, and speakers, significantly simplifies the integration process. This not only saves time for designers but also reduces the complexity of installations, making it easier to deliver polished solutions.

User-Friendly Collaboration

End users benefit from the intuitive nature of these integrated solutions. With a unified system, users can effortlessly share content, engage in video conferences, and enjoy high-quality audio without grappling with a web of devices and cables. The simplicity enhances productivity and encourages more effective communication in diverse settings, from boardrooms to remote work setups.

 Affordable and Compact Deliverables

The integration of multiple functionalities into a single device also contributes to cost-effectiveness. The streamlined design eliminates the need for purchasing and maintaining separate components, resulting in a more budget-friendly solution. Moreover, the compact form factor not only saves space, but also allows for flexible deployment in various environments.

Leveraging Cloud-Based Platforms for Advanced Features

Cloud-based platforms play a pivotal role in advancing AV systems. Barco’s XMS Cloud, for instance, empowers integrators to engineer, modify, and monitor AV setups remotely. This capability ensures proactive maintenance, reducing downtime and enhancing overall system reliability. Cloud-based solutions offer scalability, making it easier to adapt to evolving technological needs.

Barco’s All-in-One Innovation

Barco takes a leap forward in embracing these industry trends with the introduction of an all-in-one video bar – a ClickShare, camera, micorphone, and speaker Bar. This innovative product not only aligns with the growing demand for integrated AV solutions but also reflects Barco’s commitment to simplifying collaboration while maintaining high-quality standards and eco-friendly mentality.

By combining the power of content sharing, conferencing capabilities, and audio features in a single device, Barco’s solution caters to the changing dynamics of modern workspaces. The integration of such features into a compact, user-friendly package ensures that end-users experience a seamless collaboration environment.

In conclusion, the emergence of all-in-one AV solutions represents a significant leap forward in the professional audio-visual industry. This trend not only simplifies integration processes for designers and installers, but also enhances the user experience through user-friendly design, affordability, and compactness. The incorporation of cloud-based platforms further ensures that these systems remain adaptive, efficient, and easily maintainable. Barco’s latest offering stands at the forefront of these advancements, showcasing a commitment to innovation and meeting the evolving needs of the modern workplace. While all-in-one are well suited for small- to medium-sized rooms, larger rooms still benefit from the features offered in separate components as they are more suited to the complexities of covering larger spaces. It’s important to keep in mind that all-in-one solutions, as beneficial as they are, are not “once-size-fit-all” solutions.

Reach out to your Exertis Almo rep for assistance in determining which product will be best suited for your project.

Nathan Dwelly BDM
About the Author

Nathan Dwelly

BDM – Brand Specialist

Supported Manufacturers: Barco (East)

What is TAA?

What is TAA compliance, and why do I keep getting asked for it?

Suppose you were like me ten years ago, when I started my new journey selling in the government sector. You may keep hearing terms like TAA (Trade Agreements Act), COO (Country of Origin), DPAS (Defense Priorities and Allocation System), SLED (State, Local, Education), Federal buying season (which starts around August and runs until September 30th), and the dreaded EOD (End of December).

The last one is a joke. I’m sorry that you had to hear that, but the dad in me can’t let those slide.

So, what is TAA?

TAA, or Trade Agreement Act, is a government program that restricts the procurement of goods and services from non-designated countries that do not conform to what the United States regards as a reliable or acceptable procurement source.  To simplify it, countries that may not have the best relationship with our government would benefit from our information. There are some exceptions to that. China and Russia are two examples of countries not part of the Trade Agreement Act.

So why do we keep getting asked for TAA?

Knowing the above and thinking more deeply about the situation, it is to keep our government safe from foreign countries that don’t have our best interest in mind. An example would be if we were selling displays to the FBI and a non-TAA-compliant country found the end user, they could tamper with the processors and Wi-Fi module inside and hack any information that may be shared during a debriefing. You may be asked more in-depth product questions than the simple, “Is it TAA?” They may ask for no Wi-Fi, or maybe, no USB ports. These are requirements for a secure device, and taking these precautions serve as bigger steps to prevent the example above from happening.

FlagsIs Country of Origin (COO) the same as TAA Compliance?

The short answer is, No. COO can be mended in a couple of different ways, which is why it’s important to make sure our manufacturers are stating TAA-Compliance on the product. Here’s a quick example of why this is important. In 2013, the U.S. Customs and Border Protection (CBP) found that a company was building Ethernet Switches in Malaysia (a non-TAA Compliant country) and the product was being shipped to Singapore (a TAA compliant country) and had the US-based software downloaded while in Singapore.  Under the agreement act, this would not count as building or programming the device which would make the COO Malaysia and not Singapore.

As salespeople, it’s our job to help ensure we try to meet these requirements when asked. My hope is, next time you are asked the simple question, “Is this TAA?” you can look at it a little differently and with a better understanding.

Nick Carnahan

About the Author

Nick Carnahan | DSCE

BDM – Brand Specialist

Supported Manufacturers: Avocor and Christie

Coach’s Corner | Ep 2, Using Polite Aggression to Close Sales

What is the first thing that comes to mind when you hear the word “aggression”?  Perhaps you envision someone angrily pushing you or maybe even a football player fighting for the endzone?  Another answer that could come up is a pushy salesperson and something we all probably hate.  In this edition of Coach’s Corner, I set out to explain how there is such a thing as “polite aggression” and how we can use this skill to help us in our roles rather than further the negative thoughts I highlighted above.

Having worked in different sales-related roles in my career, I have experienced enough interactions with customers to know whether they will buy or not.  While “reading people” can be an art, there is nothing more definitive than hearing a customer tell you “YES” or “NO” in the end.  It might surprise you to find out that I do not mind hearing the occasional “NO” from a customer.  Everyone needs to make a decision that is right for them, me included, so if a customer tells me “NO”, for whatever reason, I will accept that and move forward.  The main obstacle that we might face is how to get to that definitive yes or no without pestering the customer.  The answer is to practice polite aggression and blend it with a level of persistence that serves a dual purpose, rather than a singular.  To help illustrate this, I have 3 methods of how you can make this practice work for you:

  1. The art of the Dual-Purpose “follow up.”
      I LOVE to follow up with people. It has always been a part of my job that I enjoy, and I’ll tell you why; It is because I am trying to offer a free service to my customers.  I view my customers as being extremely busy with millions of responsibilities on their plates, so it is my job to follow up with them, so they do not miss out on something (whether that be a sale price, promotion, installation deadline, etc.).  I will continue to follow up until the customer gives me that definitive yes or no that I spoke about earlier.  However, this is where the “polite” portion comes into the equation.  Your attitude and demeanor in the follow-up are what will differentiate you from being helpful or being that pushy salesperson.  You will need to approach the follow-up from a dual-purpose position which means if I contact you at the end of the month urging you to buy, it’s obvious I’m only doing this to obtain my sales goal or a bonus.  If I contact a customer in a manner of “I noticed a new SKU or promo that may help you achieve the budget you had set forth” it is serving a dual purpose.  I may still get that sale to help with my goals but I’m also helping you hit the budget you needed to meet.  Don’t be afraid to put in the work and creativity to identify that dual purpose and use it to your advantage….and the customer’s!

     CalendarMeetings

  2. Calendar Reminders are our friends.
      How many of us use our Outlook calendars (or others) to set reminders every week? I will tell you it has been a gift for me personally and has helped close sales in the past.  I once had a client tell me in February that they weren’t closing on their new lease until January of the following year.  Can you guess what happened next?  I set a harmless calendar reminder for a random day that following January and wound up closing a sale simply because of the reminder/follow-up.  This isn’t a new/fancy trick but rather something that I think more should be utilizing.  When speaking to a customer, another manner of being polite and aggressive is to let them know “Great, you mentioned your lease isn’t up for renewal until the following year so I’ll go ahead and set a reminder for both of us and I will check in with you at that time.  I’ll also set a note for myself to be on the lookout for any new discounts or holiday promos that might help ease any penalties or charges you could face in ending the lease early”.  Simple, effective, and more times than not the customer is pleasantly surprised to hear from you because it shows you listened and didn’t forget them.

     

  3. Setting deadlines and sticking to them.
      As a fellow customer, I will tell you there is nothing more annoying than when a salesperson gives me some type of deadline only to go back on it and create a new deadline. For example, back in 2020 when I was in the market for a new SUV, I had a salesperson tell me “This price will expire at the end of October”.  Only to have that salesperson call me in November offering the same exact price.  At that point, I had already bought a new SUV but his future credibility with me is now gone because I know he just wanted to make a sale.  As it pertains to all of you, it should be relatively simple. Do not give your customer a deadline thinking it will force their hand to say YES.  Certainly, if an item is on promo and you have a firm end date you should inform them of that.  But telling a customer something will happen, that then doesn’t happen is a bad idea and will probably do more bad than good in the long run.  I have experienced unhappy customers before because by the time they said YES, the price had changed, but once I was able to remind them of the previous deadline and give them details on why the price changed was still able to win the customer because of integrity and being polite throughout the situation.

These 3 methods are only a few of the things I use to practice “polite aggression”.  It’s about removing the stigma surrounding pushy salespeople and letting the customer know that you are there to support them and their needs while also serving your own needs in the process.  The key to all of this is getting “Yes” as much as possible, but even when a customer says “No”, I am still happy with that because it shows me that the customer was comfortable enough with me to deliver the news and they made a decision that was best for them.  I will also look to that customer for future opportunities even though the present one didn’t turn out as intended.  My challenge for each of you as we head full speed into 2024 is to practice one of the above methods or possibly create your own.  Follow-up is an essential part of any opportunity, regardless of your job function but don’t forget to remain polite and customer-focused during the process.

Enjoy this blog?
Let Rob know over on LinkedIn …and/or connect with #ExertisAlmo on our LinkedIn company page.

Robert Voorhees

About the Author

Rob Voorhees | CTS, CTP, DSCE, CTNS, Dante

BDM II – Technical Specialist

Supported Manufacturers: Business Communications Services, and Harman: AKG, AMX, BSS, Crown, DBX, JBL, Soundcraft, Martin Lighting

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