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E4 Experience Blog #2: Expansive Services Offering

by | Apr 5, 2023 | E4 Experience, News, Uncategorized

This blog is reposted with permission from Commercial Integrator.   Author: Dan Ferrisi

Rob Voorhees explores Exertis Almo services and how they benefit integrators, as well as his passion for diversity, equity and inclusion.

During this month’s E4 Experience, Commercial Integrator had a chance to learn more about Exertis Almo’s services offering. We could have no better guide than Rob Voorhees, CTS, CTP, CTNS, DSCE, business development manager with Exertis Almo. After all, apart from overseeing the HARMAN vendor relationship, Voorhees manages the connectivity portion of Exertis Almo’s audiovisual services. During an expansive half-hour discussion with CI, Voorhees touches on Exertis Almo’s recent acquisition of Caddrillion Engineering & Drafting, LLC, as well as how the market-enablement company commits itself to lowering integrators’ barrier to entry for moving into services.

Entry into Exertis Almo Services

Voorhees starts the conversation with reflections on his arrival at Almo more than six years ago. Services were, in fact, his entry point into the organization, and he describes his initial impressions as pleasantly surprising. “At a lot of distributors and integrators, the term ‘one-stop shop’ gets thrown around very, very loosely,” Voorhees acknowledges. “One of the comments I made very early on in my career here,” he recalls, “was this: ‘This worldwide distributor really talks the talk and walks the walk.’”

In particular, Almo’s service mission — Voorhees summarized it as expanding integrators’ reach without increasing their overhead — impressed him. “It’s all about you knowing that you can fulfill a project or customer need without having to hire somebody new…without having to train somebody and dedicate those resources,” he adds.

When industry observers look at today’s Exertis Almo, they see a market-enablement company whose services portfolio is remarkably broad. Indeed, the organization’s offerings range from design and blueprinting all the way to DSP programming.

Voorhees, however, calls back to the foundational three Exertis Almo service offerings: labor, content creation and connectivity. Over time, the company presciently expanded on that foundation, with Exertis Almo responding, in real time, to emerging customer needs and partners’ desire to fulfill them.

Stepping into the Connectivity Arena

Right now, for example, the organization is leaning into its already-available cybersecurity services. As it is, Voorhees observes, some integrators are reluctant even to step into the connectivity arena because they are unfamiliar with the intricacies of bandwidth, streaming, etc. “Cybersecurity takes that to a multiplier of 10,” he notes. “It’s an even more difficult conversation.” But that’s precisely why integrators would want Exertis Almo as a service partner and consultative advisor.

As noted, Voorhees leads the connectivity portion of Exertis Almo services, and he shares some insights into it. “Our connectivity services allow us to partner and provide services from all the major ISPs in the country,” he explains. Indeed, Voorhees cites Comcast and AT&T as just two examples. Laying out an opportunity for recurring commission, he continues, “We allow our partners to provide those services to customers.”

One might think that dealing with ISPs falls outside integration businesses’ scope, but that would be wrong. After all, having sufficient network bandwidth is the single biggest key to a successful AV-over-IP deployment. “That’s why Exertis Almo got involved in something like connectivity services,” Voorhees states. “Because we saw where the industry was going.”

Caddrillion Acquisition Boosts Exertis Almo Services

In response to CI inquiring about Exertis Almo’s acquisition of Caddrillion, Voorhees explains that the organizations, in fact, had partnered for a couple years. Specifically, Caddrillion was a trusted resource for Exertis Almo with respect to systems design and engineering services. With expertise spanning systems design, systems engineering, project blueprinting, systems programming (e.g., AMX, BSS, Crestron, Extron) and remote programming, Caddrillion quickly proved a valuable partner for the market-enablement company.

“Over the time of building the partnership with them, [we determined] it might make sense for both parties to bring this in house,” Voorhees relates. The acquisition went into effect this past January 1.

It was a smart move for Exertis Almo, as it bolstered its services offering in the most impactful way. “AV design services have been a huge need just over the last year alone,” Voorhees declares. “That’s why [we’ve filled] that void in house now.” Moreover, he heaps praise on Caddrillion CEO Justin Gregory and his team, underlining once again their strength in engineering, drafting and programming. “They have just done a phenomenal job for our customers,” Voorhees enthuses.

Filling the Gaps

It’s clear that, in building its services offering, Exertis Almo is committed to filling the gaps in AV projects. Equally, however, the organization seeks to lower integrators’ barrier to entry so they can seize on service-oriented business opportunities. Voorhees remarks that today’s commercial AV industry is all about selling an experience. “And I consider [selling] services a big piece of that,” he declares.

But Voorhees remains mindful that not everyone natively “speaks the language” of services, nor are services everyone’s core competency. “[That’s why] any call or one-on-one meeting that I have with a partner to discuss ISP services — or anything else, for that matter — it’s all about going in to make it not as attractive as possible, but, instead, as simple as possible,” he stresses.

And Exertis Almo’s guidance frequently produces revelatory moments for partners. For example, Voorhees cites integrator conversations pertaining to his role with Exertis Almo’s connectivity services. He recalls integrators attesting that they frequently recommended internet-service suppliers but otherwise were uninvolved. However, when integrators learn about facilitating connectivity services through Exertis Almo and earning a commission, he says, “It’s like you’re reintroducing the wheel to them.”

This education about available opportunities frequently takes place during what Voorhees refers to as “discovery calls.” These conversations with integrator partners — as well as, sometimes, with end users — are incredibly useful for teasing out customer needs and elucidating the reasoning behind recommendations. “[It’s] not just about signing somebody up for something,” he declares, expressing a business integrity that is refreshing.

Embracing DEI

As passionate as Voorhees is about Exertis Almo services and serving partners well, he has equal passion for DEI. Part of it stems from having a teenage daughter on the autism spectrum. He states firmly that he wants to ensure his daughter never faces any barriers to entry as she pursues her dreams.

“Awareness and education are key,” Voorhees opines, crediting Exertis Almo as an organization that’s truly enlightened on diversity issues. “Getting to work for a company that addresses not just neurodiversity but also diversity and inclusion of all kinds is very comforting not only as an employee of that company but also as a parent,” he says. Although too modest to describe himself as a leader, Voorhees is an expositor of the message; he’s an active member of the AVIXA Diversity Council.

“It’s very, very powerful to feel comfortable and be happy as yourself,” Voorhees declares. Thus, it’s incumbent on AV industry organizations to proactively discuss and address these issues — not sweep them under the rug — and recognize that even small accommodations (e.g., noise-canceling headphones) can be transformative in empowering team members to deliver their very best. “More attention to little details is the key,” he advises.

Clearly, Exertis Almo pays attention to all the details of both its services and its inclusive company culture. And with powerful voices like Voorhees’ helping show the way, the market-enablement company’s future looks brighter than ever.

Connect with Commercial Integrator and Exertis Almo on LinkedIn.

Breaking Down DVLED part 2 – Cabinets & Modules & Panels, Oh My!!!

by | Apr 4, 2023 | Digital Signage, DVLED, Uncategorized

Part 2: Cabinets and Modules and Panels, Oh My!!!

Topic: The anatomy of a DVLED video wall.

I didn’t sell DVLED video walls for a long time because I didn’t understand how to talk to customers about it.

My first formal training on DVLED was well over 10 years ago. What I remember most is how utterly confused I was walking away. It was a brand-new technology that was very expensive and promised to be the next wave in display technology. My expertise up to that point rested squarely within the confines of projectors and large flat panel LCD displays (LFD). I was comfortable in that world. I felt safe there! I certainly didn’t have the time to learn about a new technology that had hardly gotten off the ground floor.

Fast-forward to 2023 and DVLED is now KING of large format. If I’m not offering DLVED, I’m going to be left in the dust by my competition, and so are you! The good news is that DVLED is quite simple once you grasp a few simple concepts.

Whether you are a grizzled industry vet or a bright green newbie to the AV industry, my goal is to attempt to simplify the anatomy of a DVLED video wall and, hopefully, have you walk away with enough knowledge and tools to be semi-dangerous. If not dangerous, you should at least be able to carry a conversation with a prospective customer that is in the market for one of these exciting new video walls.

So, what is DVLED and how is it different?

Let’s start with the name! DVLED stands for Direct View Light Emitting Diode. You can google light emitting diode for technical information if you wish. For the purposes of this discussion, an LED is a tiny dot that lights up red, green ,and blue. When you put hundreds of thousands or millions of them together, they make a great, big, bright, colorful image.

direct view LED illustation

What is a Pixel Pitch?

In the world of projectors and LFD’s, we talk a lot about resolution (720p, 1080p, 4K, UXGA, etc.). From 30,000 feet, this tells us a lot about how well defined our picture will be. Basically, the higher the resolution, the more dots or “pixels” that make up the image. The more dots you have in the same relative area, the better the picture.

Pixel Pitch indicates how close together the dots will be. For example, an LED wall with a pixel pitch of 10 means there will be 10mm from center-to-center from one dot to the next. A pixel pitch of 2.5 is 2.5mm between dots and so on. As of this moment in 2023, many DVLED manufacturers are offering pixel pitches as “fine” as 0.7mm. To give you a point of reference, a 100 inch, 4K traditional LCD TV will give you an approximate pixel pitch of .45mm.

But I digress. The title of this blog is Modules and Cabinets and Panels, Oh My!!! So, what are these three things? Here is a simple formula to help:

Modules + Cabinet = Panel

Modules are the square or rectangular sections of LED’s that make up the picture and are generally affixed to the face of the cabinet with magnets. The cabinet is the square or rectangular chassis that houses the electronics and provides structure to the wall. Each panel (modules + cabinet) is like a big, expensive Lego. The cabinet is the base-plate and the modules are the bricks. They can be linked together to form any size or shape. Just add your imagination and some modern video scaling technology.

I sincerely hope this has information has helped you to understand the basic makeup of a DVLED video wall. Exertis-Almo offers a wide range of DVLED brands and I am the Business Development Manager for Absen USA, a world-class, leading manufacturer of DVLED video walls that has solutions for virtually any application. Feel free to drop me a note on LinkedIn or come out to see us at one of our upcoming E4 shows.

That’s all for now. Stay tuned for my next installment of Breaking Down DVLED:

Part 3: Perfect Pitch
Topic: The importance of selecting the right pixel pitch the first time

Part 4: The First Step in Installing a DVLED Video Wall is Admitting you Need Help
Topic: Commissioning Assistance and why it’s important

Part 5: First Things First
Topic: The importance of proper site prep and conducting a proper site survey

Check out my first installment if you haven’t already:

Part 1: Got Spares?
Topic: The importance of having spares when purchasing / commissioning a DVLED video wall.

Tom Keefe BDM

About the Author

Tom Keefe

Business Development Manager

Supported Manufacturers: Absen

Edition 4 of “This May Be a Dumb Question, but…”

by | Mar 30, 2023 | Professional Development, Projectors, Uncategorized

This Blog Series is written by Exertis Almo's Business Development Managers: 
Ashley Nichols, CTS, DSCE, and John Borns, CTS, DSCE.

Welcome to our 4th and final issue focusing on projection topics. The most commonly asked questions we receive to have do with determining screen size, throw ratio, and brightness. We’re going to attempt to tackle those here today. To get here, we first wanted to make sure that you were knowledgeable enough to be dangerous when it comes to picking out screens and determining which TYPE of projector you need. If you’re coming in late on this, see our previous posts – edition 2 or edition 3.  WARNING: This may take a teensy bit of math, so get out your scratch paper!

FIRST UP: We need to understand aspect ratio.(1)

Simply put, aspect ratio is the relationship between the width and the height of a screen. It’s critical to know this so that we can ensure that the shape of projected image fits neatly within the screen. Every projector has a native aspect ratio, so ideally, you can pair a screen and projector with this information. Fortunately, this isn’t too much of a challenge, as MOST modern professional projectors can be programmed to support all sorts of aspect ratios. Why is this? Basically, the projector needs to be able to support anything you plug into it (computers, Blu-rays, you name it). Additionally, projectors don’t have the same lifespan as screens, so it’s very likely that you will need to match a new projector to an old screen. If someone took down the old projector and punted it into the sea before you had chance to know what it was, you can confidently install a new projector and trust it can adapt to the screen. Below are some common aspect ratios, and more specifically, the most common aspect ratios you will see in projection are 16:9, 16:10, and occasionally still a 4:3. The others are more commonly seen in LCD’s, gaming monitors, IMAX, etc., so we will ignore them for now.

ASPECT RATIO POSSIBLE RESOLUTIONS OTHER FORMS YOU WILL SEE
32:9 3840×1080, 5120×1440, 7680×2160 DFHD, DQHD, 32:9, DUHD
21:9 2560×1080, 3440×1440, 3840X1600, 5120×2160 21:9 Ultrawide
16:9 1280×720, 1366×768, 1600×900, 1920×1080, 2560×1440, 3840×2160, 5120×2880, 7680×4320 HD, FHD, 4K UHD, 8K UHD
16:10 1280×800, 1920×1200, 2560×1600 WUXGA, WXGA, WQXGA
4:3 1400×1050, 1440×1080, 1600×1200, 1920X1440, 2048X1536 XGA, SDTV

*Note: ‘other forms’ does not encompass all possibilities, just some of the most common forms

To calculate Aspect ratio when you aren’t sure what you have, the formula is Width divided by Height (W/H=AR). For example, pretend you have a screen that you measure and it is 125” wide by 70” high. 125” divided by 70” is 1.777. BEFORE you say, “Ashley, that is NOT on this list of aspect ratios!”— here is a handy tool to convert to nomenclature that is more common:

ASPECT RATIO ALSO ASPECT RATIO
16:9 1.78:1
16:10 1.6:1
4:3 1.33:1
21:9 2.33:1

These calculations MEAN the same thing: for every 16 units wide, there are 9 units high, or for every 1.777 units wide, there is 1 unit high. If you’re using an old fashioned calculator on your desk instead of some of the calculation tools out there on the World Wide Web, then you will see these decimals and can easily convert over to the more commonly used terms on the left.

SECOND UP: Throw ratio.(2)

Why do you need this? Well, if the aspect ratio is making sure you have the right shape of screen, the throw ratio will help make sure you have the right lens on the projector in relation to where you are mounting it, so that your image fills the screen to your liking. To calculate the throw ratio, you divide the distance from the projector by the width of the screen (D/W=TR). For example, you have 10.42 ft wide screen and you are mounting this bad boy 15ft away, you take 15ft/10.42ft= 1.439. Your throw ratio is 1.44:1, and you find the lens that fits that.

An important reminder is to make sure that you convert feet to inches (or vice versa) when doing your calculations. I’m commonly ask to recommend a screen for 125” wide screen that’s being mounted 15’ away. It would not look great for me to recommend a 1875:1 lens here – which is what you get if you don’t convert 15 feet into 180 inches. More commonly, I get requests such as, “I want to use XYZ projector, I have 164-inch diagonal screen and am mounting this 15ft away: which lens do I need?” I don’t know the width, but I do know the diagonal, so I can either ask for the width to be exact, or I can head over to this tool: http://screen-size.info/, pick out the Aspect Ratio, and find the width. If they give you another bit of info, like the height, then you can dig in the recesses of your brain and use the Pythagorean Theorem to manually calculate the width, but around here, we work smarter, not harder, so feel free to use the cheater tool.

LAST, not least (& probably the most difficult to calculate): How bright do I need my projector to be?

Why do I say this is harder to calculate? Because there are a lot of different variables in the room that affect the ability to see an image, and also, it’s subjective. If you have great eyes and can see the image just fine but someone who struggles a little more can’t make out the details, then that projector probably isn’t bright enough for the space or is even too bright (see Washout from edition 3), even if you think it is fine. There are general standards out there that can be adhered to, though, so we will go over those here briefly and you can build on that knowledge later with more research, if you want. If you read editions 2 and 3, then you have heard us say that projector brightness is measured in Lumens. You may see ANSI Lumens or Center Lumens, and these can be different numbers. Why is this? ANSI Lumens are defined by the American National Standards Institute, and “measures the overall amount of light the projector delivers.” Center Lumens just measures the “center spot,” which is likely the brightest spot on the screen, since no projector can deliver uniform brightness across the entire screen, so “center lumens” is likely a higher number than ANSI lumens. I wouldn’t say that one is better than the other, and neither can the industry at large, because you will see different people duke it out over why they prefer one to the other, but just note that they are different.

Ok, so, where am I going with this? You just want to know how bright the projector needs to be, and I’m giving you a vocab test. Well, bear with me, because here is one more term that I need you to know, and that is Foot lamberts. 👣 Yes, this is a real term. Once you’re finished chuckling, here is why you need to know what they are: these help you determine if the placement of your projector creates a viewable image in your room. By following these guidelines, you can determine if you are going with the 5,000 lumen projector or the 7,000 lumen projector. To do so, the formula is (Projector Lumens ÷ Screen Area) x Screen Gain = ftL

FOOT LAMBERTS AMBIENT LIGHT EXAMPLES
16 – 29 Dark Room Home theaters
30 – 39 Low Ambient Light Darkened rooms, no windows, etc.
40 – 59 Medium Ambient Light Classrooms, well-lit conference rooms
60+ High Ambient Light Auditoriums, lecture halls, etc.

The previous chart will help you determine if you are in the right ball park for brightness. Let’s pretend you have a 220” screen with 1.0 gain (see edition 2 where John talks about screen gain) in a lecture hall, and you got a great deal on a 7,000 lumen projector. Will it work? (7,000 lumens / 150sq.ft ) x 1.0= 47 ftL. Assuming the auditorium is well lit and has a lot of ambient light, this is probably NOT a good fit for the space. Something in the 9,000 lumens or more range would be better suited because it is 60ftL or more.

There are handy calculators out there on the web to assist you in this math so you don’t have to keep doing it yourself, but the next time someone comes to you asking for a suggestion, if you have bits of this info, you can help narrow down their search, and more importantly, be the hero!

Vocab Test Time!

Are these the most detailed definitions? No – we are not a dictionary, nor the AVIXA CTS Prep book. Will someone message us after still telling us how much we missed? Possibly. Will these get you a basic working knowledge of these terms and why they matter? We hope so. Plus, we are 99% sure they will help you shave a few strokes off your golf game. ⛳

  1. Aspect Ratio – the relationship of the height and width of your image (i.e. 4:3, 16:9, 16:10). Essentially, describes the shape of the screen.
  2. Throw Ratio – the relationship of the distance from a projection screen and the width of the screen. If you have these two pieces of information, you can easily calculate your throw ratio to determine which projector lens you need if a manufacturer doesn’t have a lens calculator on their website.
  3. Foot lamberts – Yes, this is a real measurement. Essentially, it is a unit of measurement used to determine how bright you need your projector to be. If you want to get more technical, it is equal to one circular candela per square foot (if this seems like a silly term, take it up with the Society of Motion Picture and Television Engineers who use it).
  4. Frank Lambert – Patriarchal figure in the Emmy Winning show ‘Step by Step.’

Thanks for Reading and Asking Your Questions!

Do you have more ‘dumb’ questions? Share your questions here and we will get you an answer.

Did you find this blog post helpful? Connect with us and #TeamExertisAlmo over on LinkedIn.

Ashley Nichols, Dir BizDev

Ashley Nichols | CTS, DSCE

Director of Business Development

 

Supported Manufacturers: Sony

John Borns, BDM

John Borns | CTS, DSCE

Business Development Manager

 

Supported Manufacturers: Legrand AV (NE, SE, MW) – Chief, C2G, Da-Lite, Luxul, Middle Atlantic, Vaddio, Wiremold

E4 Experience Blog #1: Leadership Transition

by | Mar 28, 2023 | E4 Experience, News, Uncategorized

This blog is reposted with permission from Commercial Integrator.   Author: Dan Ferrisi

During the Exertis Almo E4 Experience, CI learned about the meticulously planned leadership transition from Sam Taylor to Dan Smith.

Dan Smith, Dan Ferrisi, and Sam TaylorRecently, CI chatted with Sam Taylor and Dan Smith about market-enablement company Exertis Almo’s meticulously planned leadership transition. Smith is succeeding outgoing executive vice president and COO Taylor, who is retiring following a remarkably successful 14-year tenure. Both leaders attended the Exertis Almo E4 Experience on March 7 in Dallas, an event that drew hundreds. As always, the E4 Experience delivered informative education sessions, invaluable peer networking and an exhibit floor populated with top vendors across product categories. For CI, however, the highlight was chatting with these two leaders about Exertis Almo’s culture, growth and exciting future.

The Decision to Retire

Any conversation with Taylor makes his passion for Exertis Almo abundantly evident. Indeed, during our talk, he reflects, “I started Almo Pro AV in partnership with Warren and Gene Chaiken and 22 dedicated professionals who came over from our former employer. When we started, we had no customers, no inventory and no vendors. Flash forward to today, where we now have 240 people in our division dedicated to pro AV and revenues of approximately $1 billion. After 14 years, I still feel like this is my baby.”

So, then, what motivated Taylor’s decision to retire? He explains that, two years ago, he realized that he’d achieved all his personal, professional and financial goals. That realization inspired Taylor to coordinate a planned departure, with a one-year transition plan to find a suitable successor. The timing changed, however, when DCC Technology, which trades as Exertis, acquired Almo Corp. in North America. “[The Board] asked me to stay on an extra year to help oversee the integration of the sales and marketing teams into Almo,” Taylor explains.

The transition plan included recruiting a top executive search firm, which produced something like 30 candidates. However, Taylor himself suggested adding Smith, then at LG Electronics and not seeking to change jobs, to the mix. He underscores that the entire Exertis Almo decision-making team — from president and CEO Warren Chaiken, to chairman Gene Chaiken, to Taylor — concluded that Smith had separated himself from the candidate field. “I felt really comfortable that Dan was not only going to continue what we’ve done [but also] going to grow it in different ways,” Taylor declares. Handing the reins of Exertis Almo to someone who’s going to carry it forward gives Taylor peace of mind as he nears retirement in June.

The Attraction of Exertis Almo

For Smith, Exertis Almo was particularly appealing because of its transition from distribution to true market enablement. “I think there’s a very fast-growing need for a market-enablement company,” he opines. Indeed, Smith believes that, with so many vendors and technologies, there is an ever-increasing need for training and support. “And therein lies Exertis Almo’s true value proposition: a well-thought-out vendor selection, enviable education offerings and a wide portfolio of services,” he summarizes. Seeing those increasingly pressing industry needs, Smith enthusiastically embraced this opportunity to oversee and lead true market enablement.

Another core characteristic of Exertis Almo that impressed Smith is its customer responsiveness and willingness to change approaches. He remembers thinking, “If they find out they need a new product, they bring the product onboard. If they find out they need additional training, they build the training to satisfy that.” It’s the antithesis of the stagnancy that sometimes can plague larger organizations that have tasted success and wed themselves to a formula. Exertis Almo is almost a billion-dollar business, but it’s still looking to grow, innovate and evolve. “There’s still a tremendous amount of growth potential,” Smith says with a smile. He points, in particular, to emerging opportunities involving collaboration tools, AVoIP, interactive digital boards and DVLED. Moreover, Smith believes the merging of the AV and IT communities will open the door to further market enablement.

Exertis Almo’s Company Culture

Both Taylor and Smith underline Exertis Almo’s company culture, whose roots lie in Almo Corp.’s 77-year history. It’s a family-like environment, Taylor attests, and those bonds inspire employees to refer friends and relatives to the company. Those employees’ enthusiasm radiates outward, thus illuminating another reason that Smith was excited to accept this leadership role. “You know it on the outside,” he says, “but you feel it on the inside.” Smith declares that he immediately felt a personal fit with the company…a cultural congruence of sorts. “One of my goals is to help continue that,” he vows.

Diversity, equity and inclusion (DEI) are central to Exertis Almo’s company culture today — just as they always have been. In fact, Almo had longstanding diversity training and policies, including active recruitment at Historically Black Colleges and Universities (HBCUs). After last year’s acquisition, the merged organization further amplified those initiatives. Taylor emphasizes that some of the fruits of those efforts are apparent; for example, Exertis Almo has a wealth of female team members, including in key leadership roles. Smith adds that, although DEI remains a foundational value, the organization even more broadly emphasizes respect for and trust in individuals. Pointing to a recently completed annual employee survey, he remarks, “I was astounded, as an outsider, how high [the marks] were. But, on the inside, it was easy to believe.”

Leveraging Organizational Resources

Smith praises parent company DCC for empowering Exertis Almo to serve its customers while, simultaneously, respecting leadership’s independence. Smith summarizes the arrangement by saying, “We’re going to be the finance people, and you’re going to run your business.” Thus, Exertis Almo remains free to maintain its culture and pursue its mission, which Smith describes with refreshing clarity. “Throughout our whole route to market, we service that end user,” he declares. “What enhances the business? What enhances the education? And what enhances communication? How do [our customers] do what they’re doing better?” Leadership, at the same time, however, leverages all the benefits of scale of multiple businesses combined. Smith points to 2.7 million square feet of warehouse space in the U.S., with 11 active warehouses, as examples.

A New Challenge

Meanwhile, as Taylor readies himself for retirement in June, he plans to wrap his arms around a new challenge. An avid swimmer all his life — in fact, he swam in high school and college and also served as a coach — Taylor will channel his passion into helping underserved youths. Kentucky State University, an HBCU, had a catastrophic failure at its pool a few years ago. However, the institution doesn’t have the money to fix it. That is where Taylor comes in.

“I’m chairing a fund,” he announces, “and our goal is to raise a million dollars to fix the pool.” What’s more, he’s seeking to raise operating capital to keep the pool well maintained and functional for good. Taylor adds that not only will Kentucky State students use the pool but, in addition, those needing swimming lessons and seniors will have access. It’s a perfect next chapter for someone whose passion for market enablement and building businesses is only equaled by his love for swimming.

It seems clear that, as Taylor eyes retirement, his team and he have chosen well in selecting Smith as successor. The future of Exertis Almo remains bright, and, as a result, so, too, does the future of its customers.

Connect with Commercial Integrator and Exertis Almo on LinkedIn.

Project Questions and Needs Analysis

by | Mar 23, 2023 | Pro Audio, Uncategorized

“I’ve never seen two of the same room” is a phrase I’ve often used when it comes to audio-visual designs and requirements. That was true until just the other day, when I had five small Huddle rooms in one project, each seating three people and averaging 70 sq. feet. A display and a videoconferencing bar and you’re done.

But, until that project with the Huddle rooms, that phrase has been true for the almost four decades that I’ve been in this industry. While there are some commonalities to almost all spaces, such as sharing computer images, software-based conferencing, microphones, and loudspeakers, each room is a little different in size, furniture layout, and participant positions.

An audio-visual design begins with information. Architectural drawings, dimensions, pictures, and expected room layouts are always needed to assess the room you’re working with. Photos and finish schedules in the architectural drawings will list the materials used in the room (ceiling, walls, floors, furnishings) and that will help reveal if there may be acoustical or installation challenges. However, you can only “guess” some possible aspects of the room. Realistically, nothing beats a proper site visit for assessing the environment. The firm responsible for integration will need to visit the site to document and/or confirm certain assumptions that may have been made about the suitability of the space. Site visits require measurement (not just the physical measurements of L x W x H, but also background noise level and ambient light measurements) and getting your head above the drop tile ceiling to determine clearances and obstacles. If the site visit exposes some issues that hinder the effectiveness of an audiovisual system, recommending changes such as motorized shades or blinds, acoustical treatments, changes to the lighting, raising the drop tile ceiling at the front of the room, etc., may be required.

More critical information is gathered when you meet with the end users and other stakeholders to discover their processes and activities. This is part of Needs Analysis and the goal is to discover what the end users are trying to do. Questions are open-ended and focus on process. They do not focus on equipment. A non-technical Functional Description is written to describe how the system works and how it addresses the end users’ needs. While a Functional Description and a Scope of Work are often confused, they are two completely different documents. A Functional Scope describes the system’s capabilities and what the system will do. A Scope of Work describes what the integrator is responsible to do and a Scope is part of a contract and includes specific deliverables.

Equipment is determined only after you have arrived at a good understanding of their processes and needs.

Some of the questions would normally include:

  • What is the purpose of the space?
  • What are the typical furniture layouts and participant locations?
  • How many participants are there?
  • Where will the presenter(s) be located?
  • Will there be multiple presenters?
  • What are the materials being shown?
    • (PowerPoint, videos, graphics, art, medical images, hardcopy materials, satellite or TV, etc.)
  • What types of sources do those materials use?
    • (Laptops, resident room PC, CD/DVD, USB drives, SD cards, network sources, etc.)
  • Besides the presenter(s), will any of the participants need to share materials?
  • What types of sources will the participants be using?
  • How many sources need to be seen simultaneously?
  • Besides the above, are there any other audio sources?  (Bluetooth, etc.)
  • Depending on room size, will in-room voice reinforcement (“voice-lift”) of the presenter(s) be needed?
  • If wireless microphones are requested, a location may be required in order to select an appropriate frequency range.
  • Who is actually using the system?
    • (The participants or is there technical assistance?)
  • Will there be web-based conferencing with remote participants?
  • Will the remote participants need to interact with the in-person participants?
  • Is streaming required?

Additional questions:

  • Is there a system currently in the space?
  • If so, what do you like about the current system?
  • What do you dislike about the current system?
  • Is there something you wish you could do, but the current system won’t allow it?
  • Who are the people involved in the project?
    • (Owner, committee, facility manager, IT, end users, etc.)

 Infrastructure issues can include:

  • Electrical (circuits and wiring pathways), IT, acoustical, structural, lighting, mechanical (equipment cooling and maximum background noise).

 Very important:

  • Has the budget been established for this project?
    • If the budget appears woefully inadequate, it’s possible that the project is not feasible.

There are as many ways to design a system as there are equipment manufacturers. Even two skilled designers sitting next to each other may come up with two different ways to approach the same room. In the end, it’s a collaborative effort between audiovisual designers, end users, Information Technology, management, architects, and other building design professionals, all working together for a successful outcome.

Want to know more?
 Attend the 2023 E4Experience in a city near you, and take one or both of Tom’s courses on “Conducting a Needs Analysis” and “Conducting a Proper Site Survey” to earn up to 2 AVIXA CTS RUs.

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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

Using Social Media to Grow Your Brand

by | Mar 21, 2023 | Uncategorized

 

Way back in 1999, while working in consumer electronics retail, I caught the competition bug with my coworkers. It started out innocently enough – making sure I was always on time for my shift, stayed slightly later to help unload a truck, made sure my sales were always at the top, etc. I became addicted to wanting to be better, and part of that addiction was understanding that even at the age of 18, I was creating “my brand.” To me, my brand was wanting to be the most professional, helpful, accountable, and dependable employee they had. Throughout the past 24 years, my brand has not changed much. I still have a desire to be the best and put full effort into what I am doing. However, I have adapted to the times and find myself on social media more than most. Yes, I will admit that when used in a certain manner, social media can be toxic. It is the reason I worry more about my kids and what they are exposed to every day. As we get further into the social media realm, the term “influencer” can creep further and further into the negative spectrum where nobody will want to be called one. On the flipside of that argument, when used properly, I think social media is one of the single most useful tools that we as professionals can utilize. Let me explain why that is as I give you my Top 5 Best Practices for LinkedIn and social media as a whole.

Practice #1: Keep your information current and complete

One of the easiest ways in which I use LinkedIn is to view it as a resume. I want my most current information to be shared, including work history, profile picture, contact information, and references, such as recommendations and contributions from past work. Sure, this helps in the event you are looking for work, but I utilize this to attract prospective new connections who might have a need that I can help support. I have a firm belief that connecting with someone on LinkedIn is all about a mutual and beneficial partnership between the two. What can you do for me, and what can I do for you? It is because of this that I think it is necessary to not mislead. Having a current photo of yourself along with a current background tends to help guide the new partnership because both parties know who they are communicating with. I can promise you, having experienced an acquisition in the past year alone, it is because of LinkedIn that I was able to identify new team members and start building those new relationships!

Practice #2: Consistency is Key

Social media of any form is very similar to how I teach my daughters how to do something. Back when we got a new basketball hoop for the front of our house, it was painful to see both of them struggle and get discouraged. In those moments, you channel your inner Kobe Bryant and you just keep doing it. Shot after shot after shot, even when it ricochets off the rim and you have to sprint down the street to get the ball! Social media is no different. If you post content once and then wait 6 months to post again, you are starting from scratch. You might as well not have posted that initial piece because I can promise you, your network has already forgotten. This was a particular lesson I have learned recently. While attending JBL Fest in September 2022, I was encouraged to chronicle my days and give my connections a close-up glance to what I was experiencing at the event. I then repeated the same practice a month later while attending the CI Total Tech Summit in Orlando. Even after having done this for two events, I did not realize the impact until I had multiple people mention to me, saying, “I loved following you along during those trips.” Consistency is key to building your brand, no matter what it might be. The more new content you post, the better – although, I suggest that you schedule it. Posting content 10 times a day, every day, might not be as beneficial as posting 1-2 times per week each week. It is all about what you are sharing and who you are trying to reach.

Practice #3: Have fun with it

Another quick story for you – it was mid-year 2020 and we all know what was happening. The phones were not ringing as much since there were many uncertainties in the world. I was left sitting at my desk one morning and I leaned back in my chair and thought, “What can I do today to pivot?” What I meant by this is, what can I do to change from the norm during these uncertainties to try to help my brand as a Business Development Manager. Looking around my home office, I saw different pieces of Pro AV equipment that I had collected over the years, and it dawned on me – “I’ll make a product video for LinkedIn.” I will be the first to tell you, the first take I did was atrocious. I was awkward, stumbling over my words and felt too scripted. By take #97, I was still not enjoying it at all and thought it was a mistake to even attempt this. It was at this moment that I thought of my daughter Samantha and how at a young age she wanted to be a YouTube star. She would record herself just for fun and say, “Hey everyone, its Samantha,” in a perky and friendly manner. So, to try something new, I ripped up the script I had and pressed record. “Hey everyone, it’s Rob Voorhees here, and happy Friday.” Being my genuine self and just letting loose was the ingredient I was missing. The audience knows when you are not being authentic, TRUST ME! If you are a non-technical person, like myself, do not post content that is overly technical and spouting off specs about a certain product. Talk to the audience as you would your family and friends and be genuine and have fun. It will reflect in the views you receive!

Practice #4: Get out of your comfort zone

The Comfort Zone Model is something I preach daily. The old saying goes, “If it doesn’t scare you, you are not dreaming big enough.” I believe that wholeheartedly. I am not saying Social media is scary, but I am saying that I appreciate how it might be uncomfortable for many people. I never truly utilized LinkedIn specifically until 2017. I looked at my network of connections, which was in the low hundreds, and it dawned on me that I essentially had no network. I had nobody to turn to with business needs or support and especially as I got older, I wanted to know that I had this army of connections behind me. Think about these two scenarios:

  1. You are job searching. Would you rather send your CURRENT LinkedIn profile to 20,000 connections looking for a new job, or send it to 120, most of which are coworkers at your current job?
  2. Your company has a new product hitting the market. Would you rather send the product sizzle reel to 20,000 industry executives or 100 friends/family members who do not work in your line of business?

That is why I use LinkedIn the way I do. Videos, podcasts, blogs, etc. are all part of getting out of my comfort zone and reach more people. The further out of your comfort zone that you get, the easier and more fun this all becomes!

Practice #5: Remember your brand

Let us not forget what we are even discussing here. YOUR BRAND and how to build it. As a Business Development Manager for Exertis Almo, I view my brand as Exertis Almo and the professional AV product lines I am tasked with managing. Because of this, you will always recognize my shared content by the Exertis Almo polo shirt I am wearing or the topics I am discussing. Staying “on brand” is part of the practice that many people lose sight of. It is great that you are going outside your comfort zone and doing your first video podcast, but oops, you forgot to wear a company shirt or bring a demo product with you to show off. How will the audience remember who you are and what you were promoting? It may seem trivial and even a little vain, but how you look can be almost as important as what you are talking about. Your appearance speaks volumes for your brand in my opinion. Even if we look at Facebook as another type of social media. I am a member of my township’s Facebook group. We share events, emergencies etc. to the community. I cannot tell you how often we will have people trying to promote their new businesses on the page and their profile picture is something obscene. You are promoting your brand, to a new community, is THAT really how you want to get your name out there? Next time you go to share content, little tendencies like sitting up straight, ironing your clothes etc. is what could push you over the top to reach the audience you desire.

My goal with writing this was to encourage at least one new reader to jump into social media. Being an influencer does not mean you are sitting in a restaurant snapping 1,000 pictures of your dinner plate. 🥗 To me, it means you are providing thought-provoking content to help educate others. That is what this is all about: helping others! LinkedIn helps me every time I get a profile view, thumbs up on content I share, or new connection. All of those can lead to a new sale or new client for my brand and it is that excitement that keeps me coming back to its daily. In closing, I challenge each of you to find what social media platform works best for you and HAVE FUN!

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

Business Development Manager

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

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