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Edition 1 of “This May Be a Dumb Question, but…”

by | Nov 23, 2022 | Professional Development, Uncategorized

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

Edition 01 of Our NEW Blog Series

Welcome to “There’s No Such Thing as a Dumb Question” – a hopefully regular blog series where two AV industry “veterans,” with a combined nearly 2 decades of experience, attempt to create a safe space for people of all experience levels to ask basic questions, and get understandable and useful answers.

Have You Ever Been Too Embarrassed to Ask a Question?

The AV industry is filled with jargon, acronyms, and experiential knowledge. If you’re anything like us, you’ve found yourself in conversations where you’ve had absolutely no idea what was going on.

If you’ve felt this way before, this blog series is for you!

Who Are We, Exactly?

We’re Business Development Managers (and buddies) at Exertis Almo. Prior to our time here, we broke into the AV industry working for a manufacturer. We both started in our 20s with absolutely no AV experience whatsoever. We worked in sales and had intimidating conversations with people who basically invented the industry – and we had to figure it out on own by asking a bunch of “dumb” questions.

Our Goal is to Open Up the AV Conversation

Our goal here is to give newcomers to the AV industry and fellow ‘veterans’ alike the knowledge and confidence to have conversations with more seasoned industry professionals – without feeling like you’re speaking different languages. We welcome all questions, whether or not you’re already certified! And if you already have your CTS-I/D, you’re welcome to contact us about topics we’re not explaining well enough. But enough about us, let’s get to some questions!

QUESTION
What is the difference between HDBaseT and AV-over-IP (sometimes called AVOIP)?

ANSWER

Did you know that video signals have length limitations? The signals can only be carried along their standard cables so far before the signal deteriorates or drops off completely. Both HDBaseT and AVOIP are ways to carry standard video signals over longer distances. They do this using magic black boxes (not black magic 😉✨) that convert the signal into a new format.

The source of the confusion comes from the fact that both HDBaseT6 and AVOIP use category cables1 to do the trick. In the case of HDBaseT, that category cable is dedicated between one video source and display. One box goes near the video source (camera, Blue-Ray Player, PC, etc.) and the other goes near the display. The 2 are connected by a category cable, allowing for the signal to travel greater distances (up to 100 meters). AVOIP7 operates similarly, using category cables and black boxes as well, the difference being that some of the boxes act as ENCODERS, which is a cool way of saying that they put your video signal onto the network. It then lives on the network2 waiting for a DECODER to come looking to it. The DECODER will find the network-encoded video signal and allow it to be displayed. Additionally, a PC or other network enabled devices can act as decoders as well and find that ‘encoded video signal’.

network cables
control panel
QUESTION
How does RS232 control work, and what do people use it for?
ANSWER

My father-in-law has an expensive, high-end universal TV remote which he is entirely too proud of. It has a little touchscreen on it, and it can control his TV, stereo, Blue-Ray player, and 30-disc CD changer (for real 🎛️). When he got it, he had to spend a bunch of time getting the remote controller to “learn the codes” for all of the devices so that his one remote could control them all. Luckily, all of those devices use an IR signal5 for their different control functions. In Professional AV systems, RS2324 is very similar, except instead of being an IR-based signal, it’s a hardwired signal. And instead of a fancy little remote controller, it’s all operated by a control panel. Once all of the devices are wired to the control panel, you can go into the manuals of each product and program the various control codes into the controller. This will now allow you to turn on the projector, lower the screen, adjust the volume, change the channel, etc. of the various devices you have connected.

Fun Fact: One of the features that typically separates a professional display from a consumer display is the inclusion of an RS232 control port.

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 later telling us how much we missed? Possibly. After reading this post, will you have a basic working knowledge of these terms and why they matter? We hope so. Plus, we are 99% sure they will come in handy at ‘Wednesday Night Trivia’ sometime at your local brewery. 🍻

  1. Category Cable – a.k.a. Ethernet cable, a.k.a. patch cable, a.k.a. Network cable. ‘Category’ cable comes from determining the capabilities of the cable, such as bandwidth. Examples you probably have seen are Cat5e, Cat6, etc.
  2. The Network – An ambiguous term that distills down to this: two or more computers or devices that are linked together and are able to share information with one another. We will have another more in depth segment on this.
  3. ‘The Net’ – 90s movie with Oscar Winner Sandra Bullock running from assassins plotting nefarious deeds.
  4. RS232C – RS stands for ‘Registered Standard’. It is a ‘standard’ control protocol that many devices recognize and is used to command these devices to do things like turn on/off, change volume, schedule timers, and more.
  5. IR Signal – Yes, we are talking about that stuff you learned about in Chemistry. ‘Infrared’ signals are used for many devices to control them (think TV remotes). Different devices respond to different IR signals, which can be ‘coded’ to tell them to do different functions.
  6. HDBaseT – The AV industry standard ‘brand name’ for HDMI extension over category cable (think Kleenex vs. Tissue).
  7. AVOIP – AV over IP, a.k.a. Audio-Visual over Internet Protocol

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 over on LinkedIn.

Ashley Nichols, Dir BizDev

Ashley Nichols | CTS, DSCE

Director of Business Development

Supported Manufacturers: Sony, Panasonic and our OWN brands – Mustang

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

What If We Really Listened

by | Nov 17, 2022 | Business Development, Professional Development, Uncategorized

The Power of Listening

I was inspired recently by a member of our leadership team. I realized, as I carried on and on – he patiently listened. This is a routine for him. He truly takes it all in before he responds, and I admire this skill. It’s not only respectful, but also useful. Sure, you think you listen – we all do.  But do we really listen? Without interjecting? Imagine what you could accomplish if you took a moment, an extra moment, and paid close attention to every word that was spoken. Could you better help your children? Could you solve more problems? Would this reduce the amount of time you “go back to the drawing board”?

Discover Needs & Pain Points

I have sales reps call and say “the customer wants XYZ”. Why be an order taker? Listen, then ask questions, then listen again carefully to those answers. What problems are they trying to solve?

Many of us already have answers while someone is speaking. How is this possible? Do we know the full scope of their needs, pain points, and desires?  The answer is simply NO, so we must get the story.

man listening video call

Build Healthy Business Relationships

Let’s focus on business. In the Pro AV distribution world, perhaps many organizations are content selling boxes.  Unfortunately, that is not a full-service, value-add offering, not to mention all the money left on the table. We do not want to oversell to our customers, but we do need to help them with the full scope of required work. If we listen better and ask the proper questions, we will find we are a true value-add resource. Better service equals happier customers, and happier customers leads to great retention.

Case and point, we sell flat panels every day. We sell quite a few audio systems and PTZ cameras.  Many of our customers are building out various sized meeting rooms, training facilities, classrooms, and the like. Why not help make it a fully functional space from the beginning? Ask your customers what they are trying to accomplish. Ask them detailed questions about who is using these rooms and how. Get the answers!

Open Up the Dialogue.

Rob Ziv

For me, I am a Business Development Manager focusing solely on one product line. While my products are often needed, they are not always thought of by the sales reps, resellers, or the end user customers. However, it does not have to be an afterthought. Let’s say you are on a call that might go something like this… “Thank you for inquiring about our flat panels. Happy to help. Where are these panels being installed?  What is the scope of this project?” With these questions, you open the dialogue. Next, your customer shares the STORY. Listen to that story.

Share. Conference. Connect.

Who knows? That story may lead to several meetings rooms. Will they need touch screens, cameras, and audio? Do they know that we can offer Barco ClickShare, so they can share content with everyone quickly and easily in those rooms? Ask them if there will be a conference solution in the room, like Teams or Zoom. They will likely say “of course”. Who doesn’t use these services most days now?! Once you know what your customer already has and what they need to connect all of the pieces, you can offer solutions. You might start with, “Let me share what we can do for you now. We offer ClickShare units that bring everything together, and with a click of a button, you can not only share content on the main flat panel or touch screen, but you can integrate your conference solution, camera, and audio with that same quick connection.” I bet they will respond with a “WOW!”

Thank You for Listening

Sound simple? It really is that simple. Listening is the foundation for building relationships, to sales, to success. Don’t just be a good listener. BE A GREAT LISTENER.

About the Author

Lisa Lingo

Business Development Manager
Exertis Almo

Supported Applications: Barco ClickShare (West)

Lisa Lingo, BDM
Contact Exertis Almo for product info, inventory availability, or to start a quote.

Everything You Need to Know About LG’s dvLED

by | Nov 10, 2022 | DVLED, Uncategorized, Video Walls

Exertis Almo’s Pro AV Podcast with LG

In this episode of Exertis Almo’s Pro AV Podcast, Bruce Moses, Senior Account Manager of dvLED Products at LG, discusses everything you need to know about Direct View LED. From pixel pitch and viewing distance to budget considerations and maintenance, this episode provides a detailed introduction into the advanced technology behind LG’s dvLED.

As a top-quality choice for any kind of new build or replacement, dvLED is quickly becoming a go-to product in the Pro AV world. With simple installation and maintenance compared to traditional video walls, dvLED is being rapidly integrated in a variety of spaces.

“It’s a technology that’s been around for decades, but now, with the affordability and flexibility and range in product and pixel sizes we can apply it in almost any application,” explained Moses. “Whether it’s in Times Square or a super high-end home theater, we’re seeing direct view applied.”

Compared to standard video walls and LED displays, dvLED allows for more flexible decisions regarding pixel pitch, which determines the distance between each pixel on a display. While most users prefer a standard 4K resolution, dvLED encourages customers to choose their pixel pitch based on the expected viewing distance of a display. By catering to viewing distance, LG’s dvLED technology ensures that customers do not waste pixels when investing in a display, but instead, take the viewing distance into account.

136″ All-in-One DVLED Display: Bright, Brilliant, Breathtakingly Large Images

Rob Ziv

Along with unique options for pixel pitch, LG’s dvLED comes with a cost-conscious price tag. LG’s all-in-one products are delivered in a single flight case, including the mount, and with simple installation and maintenance, dvLED is now a less expensive investment compared to standard video walls. In the event of a malfunctioning panel on a video wall, this replacement involves a team of people with a full shut-down of the display. With dvLED displays, a panel replacement can be completed by a single person in a matter of minutes.

Moses discusses the impressive web OS technology incorporated into LG’s dvLED, along with the display’s ease-of-use and efficient maintenance. As a convenient built-in operating system, web OS allows users to access applications for menu boarding, digital signage, wayfinding, analytics, and much more.

Want to learn more about the world of dvLED?
Click Here
Contact Exertis Almo for product info, inventory availability, or to start a quote.

Tech Tips with Tom Kehr | LG pt 2 – The Quick Differences

by | Oct 25, 2022 | Cameras, Collaboration, Uncategorized

In part 2 of the Exertis Almo Tech Tips with LG video, Tom Kehr, Systems Designer & Trainer at Exertis Almo, and Dan Baker, Technical Business Development Manager at LG discuss savvy solutions for conference rooms, education, and work spaces.

43″ 3840 x 2160 One Quick Series LED Backlit LCD Large Format Monitors

43HT3WJ-B

LG’s 43HT3WJ-B is the all-in-one display for simple and quick video calls. With LG One:Quick Flex’s 43-inch all-in-one display complete with built-in camera, microphones and speakers, there’s no need to stress over online meetings and calls and no more inconvenience of connecting to and setting up video conferencing. Simplicity meets effective collaboration with touch and drawing. Equipped with In-Cell touch technology, the One:Quick Flex turns ideas into reality. With a dedicated touch pen, taking notes and drawing is easy. Work can be saved as files, and easily shared via mobile phone. On the move? This monitor is easy to transport with a movable stand. The One:Quick Flex can be used anywhere indoors where it can be moved by wheels.

More LG Products
Tom Kehr

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

Blending Education & Entertainment: I Present JBL Fest 2022

by | Oct 21, 2022 | Events, Pro Audio, Uncategorized

“This was the best work trip I’ve ever attended.”  That statement carries a lot of weight when your career requires you to travel to different industry events and you regularly get to see what our country has to offer.  However, that was the exact phrase that an Exertis Almo employee said to me when I asked him what JBL Fest 2019 was like.  For the 2nd consecutive year (not counting 2020/2021 due to the pandemic shutdown), our sales team at Exertis Almo was selected to participate in a sales incentive with the grand prize being a trip for 2 to Las Vegas to attend JBL Fest 2022.  This year, we had five lucky winners (and their spouses) descend onto Las Vegas from Sept 27th-Sept 30th.  Christina Smith, Kenny Razor, Kyle Smith, Cassidy Alley and Doug Schulte all did an incredible job to earn this opportunity, and congrats to all of them!  I took on the role of “Unofficial Tour Guide” to make sure they got the most from the trip and did not miss any of the swag opportunities either.  Allow me to do the same for you as I attempt to paint a picture of what this experience was truly like.

JBL Fest 2022 team backdrop

Leading up to the 27th, I made sure to review the itinerary which included the Harman Tech Forum, Installed Audio Masterclass, Content Creation Master Class with world famous DJ Morgan Page, and multiple concerts and club events each night.  Once landing in Las Vegas, you are greeted in the baggage claim area by multiple people holding JBL Fest signs and helping usher you to the waiting bus in the parking lot to take you to the destination.  Admittedly still jetlagged from the 3-hour time difference and 2:30am wakeup, I was happy it was a short ride to the Virgin Hotel where immediately you hear the bass thumping, see a bright JBL-orange truck and a solid-gold dancer just in the parking lot.  It was tough NOT to hang out in the parking lot with everyone else.  Once checked in you immediately feel thrown into the experience of JBL Fest.  Bright colored signage everywhere and an oversized chair that replicates JBL earbuds are sitting in the lobby.  The short walk from the registration area to the room was well worth it when you open the door to your room and find there is a concert stage directly outside your room  (more on that a little later on 😊 ).  Once I was settled and rested, I decided to head down to the JBL Hospitality Lounge where I was checked in and “tagged” with an orange JBL bracelet that acts as your “tracker” for all the events you attend and it’s your VIP pass.  I am all about branding, so I certainly did not mind wearing a JBL bracelet for a few days.  Once finished with check-in, I was told to go into the lounge and pick up my “welcome gift,” while assuming it was a fidget spinner or pop socket; you know, the usual swag that is handed out.  Instead, I’m given a Herschel/JBL branded backpack that was filled with JBL noise cancelling wireless earbuds, a premium wireless battery pack, a premium wireless phone charger, and a JBL fanny pack (which now sits on my Michael Scott standup at home, haha).  I do not want to give off the impression that I can be bought with premium swag, but this sure was a nice way to welcome guests to the event!

After a brief bit of downtime to explore the hotel, it was time to meet up with the rest of the Exertis Almo team and head to Club JBL for the 1st night of concerts, headlined by pop star Bebe Rexha.  Food, drinks, and sitting feet away from future NFL Hall of Famer, Rob Gronkowski, made this a great first night for everyone — ending with Bebe Rexha singing some of her more radio-popular hits from the past few years.  Waking up on Wednesday, it was time to roll as we had our busiest day ahead.  Starting with the Harman Tech Forum, which featured several panel discussions on the future of the metaverse, where the automotive industry is heading, and learning how athletes and celebrities are using technology to become more accessible to their fans.  Capped off with a Shark Tank-like presentation of innovative ideas, we also heard from President and CEO of Harman International, Michael Mauser.  Afterwards we took a brief hiatus to head to the Maui Jim Gifting Experience.  Essentially, you went outside to a group of tables where they were designed to look like a sunglasses retail store.  You were instructed to try on as many pairs as you wanted and select which you liked best.  They literally hand you a pair of Maui Jim sunglasses for FREE! Just chalk that up to another piece of premium swag that Harman treated to their

guests.  With our new sunglasses in hand, we then headed the Pro Audio Installed Masterclass.  Among the presenters was Saben Shawhan who is the Director of Audio Applications at Harman Pro.  Saben is a personal favorite of mine, and he certainly did not disappoint this time around.  Standing on a mock stage with speakers all around him, Saben went through a brief slide presentation on each series including the CBTs, PRX One, Eon One MK2, and the new SRX900s.  However, the fun part was the actual product demo.  Featuring an eclectic mix of music to highlight the strengths of these different speakers, we went one by one to fully immerse yourself in each.  While all were extremely impressive, I think my chest is still feeling the bass knock on the SRX900s from the heavy techno music that was playing.  Holy cow did that speaker really impress me!

JBL Fest 2022 product launch
JBL Fest 2022 presenter

As if I was not already feeling excited and inspired enough, I was then approached by Whitney Bosch and Frank Joseph from the Harman Marketing team with what I can only describe as quite an honor –having a private 1-on-1 meeting with Michael Mauser himself.  To have Michael touch on our sales growth at Exertis Almo and then ask for my thoughts and feedback on the improving supply chain and how to continue improvement was something I will never forget.  There are certain moments in your career when you might experience an emotional “high” or a “flow state” as I’ll describe later…..and this was certainly one of those times.  Thank you to Whitney and Frank for affording me that opportunity.

After heading back to my room feeling as excited and inspired as ever, I started to hear some “disruption” outside my window to find that the sound check was starting for the night’s musical guests, The Kid Laroi and Doja Cat.  I would like to think that I have a wide-spanning taste in music; there is something about live drums and guitars that just perks the ears regardless of the musical artist.  I wound up standing by my window overlooking the stage for a good 35 minutes just watching and listening.  After being a gracious guest for drinks with the Harman Marketing team and toasting the successful event, we headed to the VIP section outside on the lawn for the evening concert.  First stop was the bar where you receive a blinking glow-in-the-dark JBL cup to enjoy the drinks all evening, and then I found my way to the balcony ledge with a clear view of the stage just in time for Kid Laroi to appear.  While I do not know all his music, the best moment of his set was when he played “Stay” which is easily his biggest hit song and clearly recognizable to everyone in attendance.  I overheard a lot of people saying, “oh this is that song from Tik Tok,” truly a sign of the digital world we live in.  Once Doja Cat came on stage and ran through some of her hits, it was time to end the evening with another day of fun ahead on Thursday. 

JBL Fest 2022 concert

While the final day was a lot more relaxed and mellow, I was ready and waiting for the Content Creation Masterclass featuring DJ Morgan Page.  Morgan conducted a presentation on his “Quick Tips,” which essentially are a guide for how to reduce complexity in whatever you do and as he puts it: “grease the wheels of resistance.”  Every attendee received a box of his quick tips cards, which I am guilty of looking at ever since I returned home.  One point that I raised previously was in regard to experiencing “flow state.”  As Morgan described, a “flow state” is when you find yourself in such a groove with your work that time is flying by, and you are in such enjoyment with what you are doing that you remain in a state of constant flow.  That really resonated with me and as I attempted to describe it here, this trip was my “flow state.”  The final event of the trip was offsite at Hakkassan nightclub featuring world famous DJ Martin Garrtix.  Lights, smoke, loud club music, and plenty of drinks and good conversation to go around. It was the ideal way to end the trip.  Having “foolishly” booked a 3:30am Uber ride the next morning to head home, I knew the wise thing was to end the night and go back to the hotel.

JBL Fest 2022 team outing

As I sit here composing my thoughts and memories from the trip, I just received a message from Christina Smith, Exertis Almo Director of Sales and one of the lucky incentive winners for JBL Fest.  Christina says, “this time last week we were all arriving in Vegas” to which I replied, “and now I sit here writing about it.”  This was easily the best trip of my entire career as it was so methodically planned out by everyone at Harman that it truly was the perfect blend of education and entertainment.

If you would like to learn more about the products, I mentioned above or how Harman continues to come up with new innovation, please contact us today.

Robert Voorhees

 

Robb 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

Tech Tips with Tom Kehr | LG pt 1 – How Quick? One:Quick

by | Oct 14, 2022 | Cameras, Collaboration, Uncategorized

In Part 1 of Exertis Almo Tech Tips with LG video, Tom Kehr, Systems Designer & Trainer at Exertis Almo, and Dan Baker, Technical Business Development Manager at LG discuss how to achieve less hassles with all-in-one video conferencing solutions.

Less hassles with all-in-one video conferencing solutions from LG.

55″ 3840 x 2160 One Quick Series LED Backlit LCD Large Format Monitors

55CT5WJ-B

Video conferencing setup doesn’t need to be stressful. This all-in-one solution features a built-in Windows PC, crisp 4K UHD camera, microphone, speaker and a digital whiteboard. Experience clear video and sound qualities in your meetings.

More LG Products
Tom Kehr

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

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