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What Does It Mean to Add Value?

by Anthony Principale | Mar 28, 2024 | Uncategorized

While the statement “Adding Value” may seem simple, what does it mean to you?

Adding Value to me means that you are providing your customers with a range of services and add-ons to ensure the proper products are being purchased that will most effectively complete the job/opportunity.

Although many different factors play a role and are essential in adding value, let’s look at my top 4 value-adds.

Always Consider Your Customer’s Perspective.
- It’s very important that you always try to understand what’s important to your customer or the target market.
- Always attempt to make it clear as to how your product or service will help your customer overcome obstacles or be able to do their jobs better.
- Try to avoid focusing on Features and instead focus more on Benefits. By not focusing as much on content or features, it will allow you to focus more on your customer’s needs.
Consistently Work to Improve Customer Satisfaction.
- While it may be difficult at times, one of the best ways to maintain customer satisfaction is through honest and upfront communication – even if it may not be what your customer wants to hear.
- Try to make what you are saying as clear as possible to avoid the chance of miscommunication.
- Avoid leaving your customers without an explanation – especially if things do not go according to plan. If you are transparent with your customers from the start, they will be more open to coming back to you even if something goes wrong.
- Have regular check-ins with your customers. This will help identify new opportunities, help build trust, and help identify any potential problems that you may be able to help them with.
Develop a Memorable Customer Experience.
- A memorable customer experience aims to deliver intangible value that cannot be packaged or sold.
- Visiting your customers and creating a positive experience helps develop a better relationship that goes past simply just getting the sale.
Be Receptive.
- Taking care of customers goes beyond resolving issues and providing help when something goes wrong. It includes ensuring that your customers feel that they are important to you.
- A great way to be receptive is with a quick response time and by expressing your appreciation to your customers.

If you enjoyed this blog, you might also like Anthony’s other post: Tips to Effectively Communicate.

About the Author

Anthony Principale

BDM – Brand Specialist

Supported Manufacturers: Epson (SW, W, NW) and Philips

The AV MBA, pt 3: S.W.O.T. It Out

by Tom Keefe | Mar 26, 2024 | Business Development, Uncategorized

I was recently asked to prepare a business plan. It is something I really enjoy doing, but not something I do often. In M.B.A. courses, the components of a proto-typical business plan are covered ad nauseam, and there are A LOT of steps to preparing one. Executive Summary, Situation Analysis, Target Markets, Demographics, Trends, Competition, Product Offering, Mix, Forecast, Strategies, Tactics. The list goes on. And on… I’ll be honest, it was great to learn and be exposed to the “generally accepted” principles of building a business plan, but in practice, I only use a handful of them in my role. By far, the S.W.O.T. Analysis is my “go-to.”

(Yes, I have kept my old textbooks…)

So why the S.W.O.T.? First, it’s fun to say, “SWOT!” But really, I use it as a tool to help me come up with a systematic, structured approach to making strategic decisions. It can be used in a variety of scenarios outside of the formal Business Plan. Honestly, you could apply the S.W.O.T. to almost any problem or decision in life and it would be helpful.

But I digress, this is an AV blog, not a life coaching session. So how can we apply the S.W.O.T. outside the Business Plan?

Let’s consider the following scenario:

You just met with a prospective client that is considering upgrading their large staff training room to an Executive Conference Center. They have a large projector and 180-inch screen installed currently, and when in use, they have controlled overhead lighting to darken the room and accommodate the projection screen. This is fine for training sessions, but for executive sessions, the room will need to accommodate conferencing and collaboration, so having the lights turned down is not practical. In addition, a new training space will not be added, and the client would still like to be able to use the room to hold trainings when necessary. We need to design a space that includes the necessary technology, furniture, and layout that will accommodate the new environmental demands. Here is how we can apply the S.W.O.T. as a decision-making aid — or S.W.O.T. it out.

Executive Conference Center – Current State

As illustrated above, the S.W.O.T. provides a vessel to flesh out the pros and cons in a systematic way, that allows for creative solutions to arise. In this example, the strategy and tactics may look something like this:

meeting room displays Strategy:

Create a high-end, executive conference room that leverages an aesthetically and technologically elevated environment to encourage collaboration and creativity.

Tactics:

Replace the existing projection system with a large-format, 21:9 dvLED display to eliminate lighting challenges and accommodate the MS Teams Front Row platform.
Install Modular furniture to accommodate several layouts and meeting formats.
Commission a Teams compatible video conferencing and unified communications system that includes PTZ cameras and overhead mics to allow for remote participation.
Remove window shades to accentuate skyline views and bring in ambient light to elevate the meeting room environment.

This is, of course, a bit of a crude example, but it demonstrates how the S.W.O.T. can be brought into the planning and decision-making process in a myriad of situations outside of the formal business plan.

I appreciate you taking some time out of your day to S.W.O.T. it out with me!

Here is a great S.W.O.T. resource: https://www.investopedia.com/terms/s/swot.asp

About the Author

Tom Keefe | CTS, DMC-D-4K, DSCE

Category Manager – dvLED

Supported Manufacturers: Direct View LED

Coach’s Corner | Ep 3, The Art of Mentorship

by Rob Voorhees | Mar 21, 2024 | Professional Development, Uncategorized

As a self-described Office fanatic, I can always find moments from the show that seem all too real in our careers. Surely, we have all met a “Dwight” or even worked for a “Michael” and it’s those similarities that keep bringing new fans to the show even though it ended over a decade ago. While I would love to write an entire blog on my love of the Office, that is not the crux of why we are here. As I began putting thoughts down for the 3rd installment of “Coach’s Corner,” I had The Office playing in the background and this particular episode gave me the idea to begin writing. It was Season 6, episode 3, I believe, in which “co-managers” Michael and Jim are tasked with how to choose who to give out raises to when there is not enough to go around to everyone. As the episode unfolds and Jim’s “reasonable” decisions backfire one after the next, you see Michael and Jim hiding in the office and Michael smiles and says, “I used to have to do these things alone”. They then share a drink to calm down. If you really dissect the moment, you might find a hint of respect from Jim to Michael as well as a tad of teamwork from Michael to Jim as they navigate the situation. To me, that screams MENTORSHIP! Whether Jim realized it in the moment, he was under the tutelage of Michael and while they didn’t directly acknowledge it in that episode, I think they finally got to that point later on when Michael left the show and Jim admitted he was the best boss ever.
The Office promotion scene

I believe that Mentors can come in many backgrounds and forms,
but they all have 4 Striking Similarities:

Relatability
Experience/Knowledge
Understanding
Compassion

As I approach the age of 43, I have several who I consider Mentors. Brian Rhatigan, who hired a pro AV “unknown” and who not only gave me my initial training but also the reassurance that I was on the right path. Rob Ziv, who I once complimented as “Audio’s Babe Ruth” and who could’ve easily run in the other direction but instead continued to push me towards bigger things. Tom Kehr, who will talk my ear off about terminology that is foreign to me, but never shies away from the “teachable moment” and has always said he’s got my back. Last but not least, John Fuqua. In the midst of a merger between Exertis and Almo, I gained a teammate that I didn’t know I needed. I remember immediately looking at John’s Linkedin profile and realizing he had more years of experience than there are days in the month and instantly I knew I was about to learn a thing or two. In the 2 years since the merger, John, Tom, and myself have teamed up on multiple audio projects, shared opinions, stories, and thoughts as well as a few comical moments along the way. Whether it be sharing a meal during one of our E4 Experiences or the occasional Zoom message about a project one was working on, I always found myself thinking, “I used to have to do these things alone”.

As we head into the next 25% of 2024, one of my goals is to simply pay it forward. As I continue to learn from the “Brian”s and “Rob”s and “Tom”s and “John”s of the industry it becomes essential to continue the evolution and pass those learnings off to others even if it’s a quick note about “what not to do” so others don’t follow my same mistakes! Just as important as the mentorship is, there needs to be a willing “mentee”. Someone who doesn’t hide from those teachable moments I referenced and who shares the same eagerness for self-improvement. Much like how we might’ve asked inquisitive questions as children, I’m sure I asked John and Tom my fair share of “Why’s?” along the way. It was their Understanding and Compassion that made it easy.

It is a bittersweet moment as I write this because John Fuqua will soon be retiring at the end of March. I gave some thought to what an appropriate gift would be, then would get sidetracked by ideas of gag gifts – just to get a laugh out of him. In 2-year’s time, I’ve learned about DSP’s, Dante, speaker placement, amp selection, room acoustics, mixer control, and so much more simply from being a willing student and John being the Relatable yet Experienced Mentor. It was quite fitting that at his final E4 Experience in DC, he made sure I was comfortable with the audio setup for the event but made sure to tell me “Facetime me at the next show if needed”.

One of the biggest reasons why I think mentorship is so important is that I feel it’s a logical step in the self-improvement process, not to mention the road to growth and advancement, regardless of which is most important to the mentee. While I noted the 4 Similarities that a Mentor has, I think there are 3 Traits that every Mentee should possess:

Willingness
Humility
Passion

At the very beginning of my pro AV career (and even to this day), I am humbled both by what I know as well as what I don’t know. Gone are the days when I would be too embarrassed to ask questions, and part of that is due to my mentors being so willing to support my education. If a mentee has a passion/desire for improvement and growth, then the willingness to learn should follow easily. However, admitting you could improve is always a good stepping stone!

All of this brings me to the future. John, I promise I will not bother you while you are building hot-rods, milking cattle, or living life on a beach somewhere with your loving family. You were the teammate I needed in the moment and your teachings always were appreciated, even when you would sit back and watch my stubborn self figure something out on my own! I wish you all the best in the next chapter and will forever be indebted to the discussions you took the time for.

“The delicate balance of mentoring someone is not creating them in your own image but giving them the opportunity to create themselves” – Steven Spielberg

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

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

Revolutionizing Return to Work with Microsoft Teams Rooms

by Jeff Month | Mar 19, 2024 | Collaboration, Uncategorized

As we emerge from a world transformed by a global pandemic, the way we work is changing rapidly. Remote work, once thought of as an exception, has become a permanent fixture in the professional landscape, ushering in a new era of hybrid work arrangements that demand innovative solutions. Microsoft Teams Rooms are at the forefront of this transformation, offering a beacon of hope for organizations navigating the uncharted waters of a hybrid work environment.

Remote Work by the Numbers

Forbes collected data and published their findings on remote work in 2023:

7% of full-time employees work from home.
2% work in a hybrid model.
98% of workers want to work remotely at least some of the time.
57% of workers would look for a new job if they couldn’t work remotely.
65% say they want to work remote all the time.
53% of remote workers say it’s harder to feel connected to their co-workers.
32% of hybrid workers report they would take a pay cut to work remotely full time.

The statistics paint a clear picture – workers prefer remote work. How then do businesses get employees back into the office? The solution is to create an environment that attracts, one where people want to be, one where it exceeds, not just meets, employees’ expectations. How do you do that?

Create an Irresistible Workplace

Today’s office space should reflect the changing needs and expectations of employees. Modern office design is critical to accomplish this. Open, well-lit spaces with ergonomic furniture provide a comfortable and welcoming atmosphere. Huddle rooms also play a significant role. These small, flexible meeting spaces foster collaboration and can be outfitted to fit the needs of the business. Legrand has partnered with Microsoft to create pre-configured designs for Microsoft Teams Rooms. These work for new construction, as well as retrofits, and provide both comfort and inclusivity. No more awkwardly flipping between facing the camera and turning to the table to write something down.

Combine this with MaxHub’s new XT series, and it’s easy for an employee to go into the office, pop into a huddle room, start their meeting, and start getting things done. The tabletop touch screen allows a person to simply press a button and get the meeting started or pull up the whiteboard on a MaxHub ViewPro display and start brainstorming. The XT series is compatible with Extron, so you can even use it to control everything else in the room. Making collaboration and comfort the forefront of huddle room design entices employees to go back to the office by making their lives easier. They have the peace of mind that the additional hurdles of fumbling with wires and dongles to get started is now a relic of the past. They have the opportunity to reestablish that connection with their peers in-person in a space that’s welcoming, while still including those that can’t be there physically. Huddle rooms designed with Microsoft Teams are an essential tool for bridging the gap between remote and in-office team members.

MTR in Other Verticals

These designs aren’t limited to the office. Any place where collaboration happens is an opportunity to enhance the space with a Microsoft Teams Room. Transform a college library meeting room to allow collaboration with distant learners, making them feel more included in the college experience. Set up a huddle room in a house of worship to include those that can’t attend in-person services. Build one in a hospital so doctors can coordinate with specialists across the globe to deliver better patient care.

Delivering positive experiences is essential, whether that be when dealing with customers, stakeholders, or even your own employees. Any place where collaboration happens is a place that can be enhanced with a Microsoft Teams Room. The better the experience, the easier it is to get work done, and the more fulfilling connections people make lead to better outcomes for businesses and better wellbeing for employees. Microsoft is dedicated to that.

About the Author

Jeff Month

BDM – Brand Specialist

Supported Manufacturers: MAXHUB

Drones in the AV Industry and AV in the Drone Industry: How 2 Markets Interact with Each Other

by Matthew Callari | Mar 12, 2024 | Drones, Uncategorized

Two separate markets, Drone Solutions and Professional AV Technology, are converging in ways that promise groundbreaking possibilities. At Exertis Almo, we are at the forefront of connecting these two industries, fostering a connection that will bring innovation to new heights.

Drone solutions, a recent player in comparison to the well-established Professional AV industry, are rapidly growing in popularity and presence. Although the drone market is less mature, its potential is undeniable, especially as these solutions are becoming increasingly common in a variety of applications.

Drone technology is not merely capturing visuals; it’s harnessing data for groundbreaking applications. From creating intricate 3D models to providing temperature readings, drone solutions enable a comprehensive understanding of environments, and the ability to review this collected data allows for proactive issue resolution.

A Command and Control Center – a large space equipped with many different screens – allows for the monitoring and control of a drone from an external location. Specifically in public safety applications, this extensive control space is integral for managing drone functions remotely, ensuring efficiency and precision in critical operations.

One growing challenge that we aim to address is the understanding of data – and where it’s going. From command-and-control centers and workbenches to office spaces and beyond, we can help provide a solution that integrates this data flow.

On the flip side, the Professional AV industry, although daunting to some, has a vast customer base. By acknowledging the extensive reach of the AV industry, we hope to unlock new avenues of collaboration with drone technology. Enter Exertis Almo – our mission is to encourage AV integrators to inquire about their customers’ data collection and command and control needs. With applications spanning government, education, public safety, and more, drones can play an important role in the Pro AV ecosystem.

Furthermore, Exertis Almo has recently partnered with SDI, offering training services available to Pro AV customers venturing into the realm of drones. This includes training programs and service support, empowering Pro AV integrators to seamlessly incorporate drones into their offerings.

Learn more about the extensive drone offerings now available at Exertis Almo.

About the Author

Matt Callari

Director of Sales – Photo, UAV, Retail

International Women’s Day 2024 | Celebrating Women in AV

by Ashley Nichols | Mar 7, 2024 | Uncategorized

“Change is inevitable. Progression is a choice” – Sonya Teclai.

International Women’s Day 2024 | Friday, March 8th

The theme for International Women’s Day (IWD) 2024 is ‘Inspire Inclusion’. What does that mean? What does it look like? Why do we care? All great questions. Let’s dive in:

Inspire (verb) fill (someone) with the urge or ability to do or feel something, especially to do something creative.
Inclusions (noun) the action or state of including or of being included within a group or structure.

Prior to DE&I initiatives being something that we talked about in the corporate world, inclusion just meant the above. We have gotten to the point where inclusion definitions include a ‘line 2’ that specifically mentions the marginalized groups in our society to be included in the conversation, society, group, etc. – which begs the question: why did we need to qualify this definition further?

Despite the progress that has been made toward equality in the last handful of decades, and despite changing the literal definition of the word, we still have these types of statistics:

57.4% of women now participate in the workforce (U.S. Bureau of Labor Statistics), yet only 10.4% of Fortune 500 CEOs are women, and less than 1% are women of color
Women have outpaced men in obtaining college level education for decades (41% women vs. 36% men), women earned 60% of the master’s degrees and 51.9% of PHDs in the 2020/21 school year, yet in almost every field make up less of the workforce with lower pay for the same level of education
If we look specifically at the Pro AV / IT industry, the numbers get even more stark: Women make up only 11% of the U.S Pro AV market. If you compound that with the fact that non-white workers in general make up only 15%, that means that non-white women are an extreme minority in our industry (source: AVIXA)

Ok so I bored you with the stats. What can we do to change some of these positively?

Be proactive, creating or obtaining equity is not a sideline sport. It requires constant tweaking, maintenance, and effort on everyone’s part.

Be a sponsor, not just a mentor. Speak about the accomplishments of women when they aren’t in the room. Encourage them to speak up, pause for their input, and allow them to be heard when you have the power to do so. If you are a leader, and a message doesn’t need to be heard from you, lift up your team and let them get the experience or airtime. These are small steps that cost you nothing but provide a lot of value to the women in your workforce.

Don’t be afraid to step out of your comfort zone. In many aspects of life, we tend to gravitate toward people who look, talk and act like us. While homogeny can breed comfort, it doesn’t encourage or inspire inclusion. To inspire is a verb, and verbs require action. You must make a POINT to include people that sometimes look or sound different than you. Studies have shown that companies with women in the C-Suite on average have a 15% increase in profitability. There are many theories on why this is, but perhaps differing perspectives have tangible merit.

Find ways to make it natural. For example, Exertis Almo’s very own Lynn Buschman (Manager, HR Learning and Development), has found a more natural, or even subliminal, way of incorporating inclusion. She sets the L&D schedule and when there are topics that are TRADITIONALLY male dominated, she makes sure to highlight the non-male team members that are still highly qualified, but otherwise not as visible, to speak or teach on the topics. The more familiarity everyone gets from the topics being presented by someone that looks different, the more natural it feels.

Though its IWD, inclusion can go both ways. Women make up 76% of teachers in the U.S., but many studies have cited the benefit of having male teachers in the primary school setting, creating positive role models and outcomes for their young pupils. We can inspire women to look toward the more male dominated fields, while simultaneously encouraging men to consider fields that are traditionally dominated by women to offer their unique perspectives in those areas. Remember: inclusion is meant to include anyone into a group or structure that typically wouldn’t be there.

Create policies that support women staying in the workforce. As shown before, more than half of the women in the United States are participating in the workforce, and the majority of them are still carrying the lion share of child-rearing and other domestic tasks, which leads to burnout and a mass exodus from the workforce. Creating parental leave policies for both parents, flexible work arrangements, and other policies can help ease the burdens that take many women not only out of the running for promotions, but the workforce in general.

There is no ‘one way’ to be an ally to the marginalized people in our society. If you have not experienced discrimination or exclusion before, great! Nothing makes me happier to hear. Millions of women and other people have felt they were on the outside looking in for their lifetime, so if you have the ability, you can make 2024 the year you #inspireinclusion.