So, I need to upgrade my ride and decided that I need a 4WD, Crew Cab Dually, 1-Ton pickup with Leather interior and a towing package. Budget is $10K.
ROTFLOL.
Where did you get that dollar figure from? 40 years ago? Someone is stuck in a time warp. Audiovisual projects are often approached the same way – starting with an often unrealistic dollar figure.
I know someone familiar with a new House of Worship project with suggested donation amounts for some of the furniture and fixtures. Big donation amounts. This person asked me to guess what they budgeted for AV. Because of how they phrased the question, I guessed a ridiculously low number. “$20K”, I said. Nope. It was $15K. Including installation. I guess that’ll be a TV, a couple of hardwired mics and two powered loudspeakers. At least they’ll be decent powered loudspeakers, I guess.
I had another recent request for a digital mixer with 24 mic inputs for “around $1000”.
All three of these scenarios have unrealistic expectations but only the first one is made up.
Here’s another real scenario with a different twist: “Will need a relatively quick turn-around – they are looking to move in within the next few weeks.” Oh, and the drywall is going up in the next couple of weeks. But it’s okay as I’m told the GC is putting in some access holes. </sarcasm>
For this job, there’s no design, no Functional Scope, no Bill of Materials. Nothing. They’re not even sure what they’re trying to do yet. The expectations here are also unrealistic as you won’t even be able to get all the equipment “within in the next few weeks” even if you ordered today. And will any of those supposed access holes even be useful? We have all been through this before.
I’m sure the furniture was picked out and ordered a long time ago – including any custom furniture. Someone planned and ordered the phone system. The Telecommunications Room was on the architectural floor plans from the beginning. The fire alarm system certainly wasn’t a last-minute consideration. “We move in in four weeks. We probably need to get a quote on the fire alarm system we need.” That sounds ridiculous, doesn’t it.?
Why is it then, that audiovisual is still clamoring to get recognition and a seat at the Big Kids’ Table?
Two things, in my opinion:
I think we can only blame ourselves for the lack of perceived value that we bring to a project. We’ve given away designs, worked nights, weekends, 2-3 days without sleep, fixed stuff that wasn’t our responsibility and given away time and equipment just to meet a deadline or make a client happy. What other normal business does that to themselves?
I’ve been around this industry for getting close to four decades and I think we’re great at promoting ourselves to ourselves but hardly anyone outside of our little AV Club knows we even exist. For most of us, we have trouble defining “audiovisual” when someone asks us what we do. We love our little Club, and we love the people we know in the Club but we need a serious outreach effort to technology decision makers and the other design teams that are part of every building project. This one is a much deeper issue than I can write about here. Unfortunately, I don’t see any real industry initiatives on the horizon.
What are some of the results of our industry’s apparent anonymity? Lack of supporting infrastructure, washed out images, undersized images, projectors hanging in every incorrect orientation possible using caveman like engineering, unintelligible speech, and endless photos of horrendous AV integration examples on “AV Install Nightmares” and “Dodgy Technicians” on Facebook. I have pictures of a downspout suspended horizontally in a room and used as a cable pathway.
And one of my favorites: Seeing the acoustical treatment deleted due to “value engineering”.
We know what good AV looks and sounds like but perhaps the regular users don’t because they haven’t been exposed to enough of it. It seems mediocre to worse has been the standard.
It also doesn’t help when after the first client meeting, we come back with a Scope of Work and a quote and we’ve skipped the idea of working the client through their process and developing a Functional Scope. In other words, a description of how the system works and what it does from the users’ point-of-view.
You’ve done it. I’ve done it. We sit in a room for the introductory meeting, and we have half the system designed in our heads before the client has finished talking. We’ve been thinking about gear when we should be discovering the client’s workflow and discussing usability.
Back in 2001, Steve Thorburn wrote, “Our industry began as a ‘solutions’ industry.” We seem to call everything a “solution” nowadays but we’re thinking “equipment” in our minds.
“Equipment” is easy. You can get “equipment” at BigBox. We need to get back to being problem solvers for our clients and then perhaps, we can avoid starting with dollars being defined first.
Let’s get back to being solutions oriented rather than equipment oriented. If we bring real solutions and not just boxes, I think we just night get a little more recognition. And the start of any solution begins with understanding the client’s needs (not the gear you think they need).
If you’re not sure about how to conduct a true Needs Analysis so you can start your Solutions journey, join us at the Almo E4 in Anaheim on March 22 for our session specifically addressing Needs Analysis. If you are not sure about how to turn your Needs Analysis into a real Solution, Almo Pro AV’s Engineering Services can help you there as well.
Tom Kehr, CTS-D, CTS-I, Network+, LEED Green Associate, ISF-C Systems Designer and Trainer Professional Audio-Visual | Almo Corporation
In the age of the growing hybrid workspace, the ProAV industry is responsible for more than just product fulfillment. At Almo, digital content services have become increasingly popular and necessary for user success, facilitated by company-offered installations and trainings on media player technology.
Historically, Almo’s digital content services have existed separately from product fulfillment, acting as additional product assistance available upon request. After recent updates to Almo’s service program, the professional audio-visual division developed particular SKUs associated with specific product services to increase awareness regarding service offerings for dealers.
Our digital signage services never had a close alignment with the products that we sell, and they operated in their own separate silos,” explained Cory Allen, Almo Director of ProAV Installation Services. “We’re bringing everything together from a hardware perspective, with a solid association between the hardware and the servicesthat we offer
By partnering with Almo, dealers can offer end users assistance with basic and advanced media player set-ups, training on back-end programs, and ongoing support. By providing users with trainings on how to use the system themselves, Almo services help create product experts within various organizations and give control to the end user. In fact, Allen noticed an increased popularity in trainings rather than traditional installation services following the widespread transition to a hybrid workspace. By encouraging end users to participate in trainings, Almo assists users in becoming more knowledgeable about their technology.
Many people work remotely, and most training techniques greatly serve the remote [and hybrid] function,” said Allen. “Now, there are training opportunities created for people to be more self-serving, and added flexibility is something customers have attached to more.
Despite great success regarding Almo’s updated service process, the team is just getting started in improving dealers’ access to services for their end users.
The amount of effort we’ve put in at its inception has generated a ton of interest, and interest from customers is heightened to a degree we’ve never seen before” explained Allen, in reference to dealer and end user enthusiasm. “The full [services] program should be complete within the next couple weeks, so we can mass market and have collateral tools available to our customers.
The Almo ProAV division looks forward to the increasing interest in the updated service offering system, as the new process creates a simpler and more effective process for dealers.
With the recent increase in remote conferencing and education, one’s understanding of online communication platforms is more important than ever. Many businesses and schools made the quick transition into a hybrid format, causing employees and instructors to become familiar with platforms like Zoom and Microsoft Teams on their own time. In many cases, hybrid settings with remote video conferencing have become a primary method of communication for many organizations.
While these remote communication applications are crucial for successful online collaboration, many users are not utilizing these platforms to their full potential. Almo’s new partnership with OfficePro, a leading provider of corporate training, allows resellers to offer their clients in-depth education on hosting meetings and using these applications effectively and efficiently. Available for a variety of platforms including Zoom, Microsoft Teams, and more, this new service offering from Almo provides attendees with critical information regarding their conference-based system.
As a great benefit to both consumers and dealers, this training service ensures that users receive proper guidance on the utilization of their technology following the installation. For Almo’s dealers and integrators, the service provides a comprehensives solution for clients, therefore increasing overall satisfaction with remote communication platforms. And for groups utilizing platforms like Zoom and Microsoft Teams, companies will receive a greater return on investment, as employees will use these applications more efficiently and with fewer technological complications. In fact, Brian Rhatigan, Director of Business Development at Almo, finds that the training provided by Almo and OfficePro is the key to effectively utilizing new technology.
This service is ideal for any organization that is investing in and implementing technology for collaboration and software-based video conferencing,” he said. “Far too often, companies invest in technology and don’t invest in the proper training for their employees, which can cause a poor user experience and expectations that aren’t met.
Companies and schools should look to be more proactive about their training requirements and ensure that employees and instructors receive in-depth knowledge on the tools required for collaboration, conferencing, and remote learning. With several training options for each application, including hands-on virtual training and online demo-lectures, customers have the flexibility to choose a format that works best for their organization. Application trainings available for purchase include Zoom, Microsoft Teams, MS Surface Hub, Crestron Mercury, and Cisco Webex.
Thanks to Almo’s partnership with OfficePro, resellers can assist clients in using online platforms effectively. Not only does this service result in a greater return on investment for resellers by increasing user satisfaction, but it also improves the training procedures of organizations by prioritizing employees’ understanding of technology.
By overcoming the challenges of distance and time, Holopresence Technology from ARHT Media provides audiences with presenters in their most realistic form. ARHT Media utilizes a holographic display that allows performers and presenters to interact with audiences in real time, while eliminating the limitations of physical presence.
As an advanced and sophisticated method of presentation, the Holopresence technology works to beam presenters into one or multiple locations at the same time, from any place in the world. While audience members get to enjoy the holographic presence of the speaker in real time, presenters can interact with audiences around the world without having to travel in person.
While mitigating the complications of travel and scheduling conflicts, ARHT Media provides a more human approach to remote presentations. Although we’ve become accustomed to the existence of remote learning and hybrid events, ARHT Media’s Holopresence technology allows presenters to engage with their audiences directly with their words and movement.
“With over 50% of communication being non-verbal body language, we have been searching for a technology solution that large enterprises can use to communicate with more engagement than the talking-head video conference – especially now since so many employees are working from home,” explained MVCC President, Glenn Burgess, in his interview with ARHT Media. View the full interview with Burgess here.
As a perfect blend of in-person and remote presentations, the holographic technology provides the personality of a live event with the safety and mindfulness of a remote setting. Not only is the device cognizant of health restrictions as it provides an alternative to inviting an in-person speaker, but it also limits unnecessary travel, especially for short periods of time, as the presenter can speak directly from their home instead of commuting to a venue.
Since the Holopresence Technology minimizes the stress and environmental implications of frequent travel, the advanced device provides venues and universities with access to premium talent. For speakers who live across the world or educators with busy schedules, ARHT Media provides a solution to the limitations of physical presence by allowing high-profile guests from all over the world to visit a stage in seconds.
“ARHT Media’s Virtual Global Stage and HoloPresence technology are re-humanizing the executive’s virtual performance by allowing multiple presenters from different locations to beam-in and interact with each other in real-time,” Burgess explains. Essentially, this elevated technology form ARHT Media facilitates more accessible meetings for visitors who would otherwise need to travel a long distance, or participants whose in-person presence is inhibited by health risks.
Additionally, this holographic technology is useful for instances where keynote speakers are required to be in two venues at the same time. Instead of making a difficult decision to attend one event over another, lecturers can deliver the same address to several different audiences at once, in real time. With ARHT Media, speakers can interact with an audience in New York and London simultaneously, with no travel. Not to mention, the holographic presence makes public speaking more comfortable for the presenter, as they will not be intimidated by the size of a traditional in-person audience.
The Holoprescence Technology from ARHT Media transcends time and space by allowing presenters to exist in several venues at once, addressing and interacting with multiple audiences at the same time. While in-person conferences are limited to the travel and scheduling capabilities of guest speakers, this advanced technology overcomes the limits of traditional conferences and events. ARHT Media’s technology serves as inspiration for event planners and opens conferences up to high-profile speakers across the world, while inspiring audiences by engaging them with renowned educators. With ARHT Media, users can create an audience connection more powerful than ever.
An interview with Sam Taylor, Senior Vice President and COO, Almo Professional A/V
With 2020 in the rearview mirror, we are settling in and setting our sites on new goals in 2021. And yes, while 2021 is already starting with its share of challenges, there is a bright glimmer of expectation for the future, especially in Pro AV!
With recent AVIXA reports showing 7-8 percent growth this year, the Pro AV market continues to march ahead. In fact, according to AXIXA’s 2020 Industry Outlook and Trends Analysis, North American Pro AV revenue is expected to grow to $78.5 billion in 2021, up from $74.3 billion in 2020.
There are other glimmers available to small businesses in our industry. The latest COVID-19 Relief Package signed into law on Dec. 27, 2020 provides a second round of assistance to companies in need. See the see the full article from NSCA for complete details.
Sam Taylor Senior Vice President & COO, Almo Professional A/V
Many lessons were learned in 2020. Like most companies, the Almo Pro A/V crew was also challenged with cancelled events, the work-from-home learning curve, and moving quickly to offer new ways to keep reseller and integrator partners learning, working and relevant.
We sat down with Sam Taylor, Vice President and COO for Almo Pro A/V to get his perspective on the highs and lows of 2020 and what to expect from Almo in 2021. Here’s what he had to say:
Q: What was the single greatest challenge for Almo in 2020?
Sam: The most difficult part was the inability to begin or complete installations due to facility closures. We’ve experienced a “W-shaped” business cycle with projects at a hard stop in the spring, only to come roaring back in the summer, then closing down again in the late fall with re-opening starting to happen again now.
Q: How has Almo responded to this challenge?
Sam: Two primary ways, by keeping our partners educated on new trends and opportunities in the industry and providing them with relevant products/services/support they need to keep their business moving forward – either with existing opportunities or with new ones. While many markets like hospitality and onsite events were paused, others like distance learning for education and working from home for corporate businesses had urgent new AV needs.
Q: How is Almo keeping partners educated?
Sam: For the first time in 11 years, and after announcing and preparing for our regional E4 Experience education and networking program to travel to Washington, D.C. and CA last spring, we cancelled our live events and introduced a new virtual platform called E4 Evolution (E4v). E4v was met with such success that it has become a permanent part of the E4 program. With fully curated live and interactive AVIXA-certified sessions led by all-star educators on relevant topics to help attendees thrive, E4v has become the next evolution in live education experiences.
We are soon announcing the next E4v, which will take place in March! Stay tuned for details!
Q: What other measures has Almo taken to support integrators since COVID changed our world?
Sam: We are constantly evaluating and changing direction based on the industry and the needs of our partners. We now offer PPE, disinfectant fogging kits, hand sanitizing kiosks and other point-of-entry products. We supply work-from-home bundles and lecture-capture devices for educators and business professionals. We’ve even entered an exclusive relationship with ARHT Media to offer holographic telepresence technology, which is the next best thing to being live!
At the same time, we’ve expanded our managed services offering, particularly for labor and installation to include drafting and engineering options. So many spaces have to be reworked to accommodate COVID restrictions, like restaurant build-outs and restructured office and educational facilities and most of these changes must be made quickly. Almo provides these services so integrators can use them without having to worry about hiring the experts or managing the overhead. We are ready for you now.
Q: How have you handled shipping and manufacturing delays due to COVID?
Sam: The most common delays we have seen are with cameras and USB audio products due to high demand, particularly for education. We offer multiple manufacturing lines so that if one is delayed, there is usually another to access. We help our partners lock down on product allocations early and build flexible options into their P.O.’s to provide the best possible outcome. Offering managed services to help get those products installed quickly and effectively has also helped our partners complete their projects.
Q: Looking on the bright side, what are some of the positives that emerged as a result of all the challenges in 2020?
Sam: It’s been interesting to see how some of the changes we’ve been forced to make have actually been beneficial. We have the technology to make working from home a professional, productive experience. Our E4v has enabled partners to participate in more educational sessions worth AVIXA CTS renewal units from the comfort and safety of their remote workspace. New projects and new ways of conducting business have created exciting new opportunities for our industry that we have been able to immediately embrace.
What are you looking forward to the most in 2021?
Sam: I cannot wait until I am seeing our customers and our vendor partners in person, and getting back to the business of being together as an industry face to face for business and pleasure. While some things may permanently change, many will stay in a “hybrid” mode for some. As COVID vaccines and treatments become more widely available, public spaces will continue to open, making way for existing projects to continue and new projects to begin. The future is bright!
DO YOU HAVE ANY QUESTIONS FOR SAM? IF SO, TYPE THEM IN THE COMMENTS SECTION BELOW!
So we roll out of 2019 into 2020 and there’s nothing earth shaking going on that we’re really aware of. We’re all just cookin’ along like normal. The house I’ve had up for sale for a year finally comes under contact on January 14 and there’s a closing date of March 23. I’m very much looking forward to getting out from underneath paying two mortgages. The class and travel schedule is laid out and PTO is planned for the year.
Fast forward to the end of 2020. Thankfully, even after the lockdowns started, the house did close on schedule. But, for the first time in all my life, stretching all the way back to my paper route at 14 years-old, I was let go from a job in August. I had been there for almost 15 years. While life has it normal share of struggles and obstacles (and I’ve certainly had my share), this was a new one.
I was looking out my front window the morning following the unfortunate event and watched as a logging truck drove by. “He has somewhere to go. He has a purpose.” I had neither. Not knowing what else to do, I set up a large folding table and started sorting through all of the business cards that I had collected over the years from the people I’ve met in this industry. It was time to start working contacts.
And, yes, updating the resume. It’s a task I deeply despise. It’s like having to justify your existence.
But I found that people were willing to help review my resume. I made phone calls. People emailed and called to see how I was doing. I posted on LinkedIn and people responded with encouragement and suggestions. I filed for unemployment. I mapped out a rough plan as to what I thought I could sell and when. “How can you extend your runway?” – a lesson learned from Tom Stimson’s Business Survival Series earlier in the year was a constant thought in my head. Worst case, what were my options if I could no longer pay my current mortgage?
Thankfully, I landed a new position with Almo in late September. I was one of the fortunate. Some that I know are not yet employed again. One just landed a job earlier this week.
So what did I do now that I was gainfully employed again? I had a friend of 30+ years that was still unemployed. This was someone I knew that had a strong sense of responsibility and hadn’t been fiscally foolish. I was able to help them some financially. But how would I have known about their circumstances? They were honest about how they were doing – that’s how I knew.
There’s a line in a song that goes, “Truth be told, the truth is rarely told.” “I’m fine” is probably the biggest lie we tell even when things are dire. I’m not suggesting you 255 (broadcast) your life’s story but if you’re in need, be willing to let some people know. If you know someone that’s in need, see what you can do to help. If it’s not financial, real practical help can be just as valuable to someone in need.
For 2021, if you’re in a position to help someone, do so. I think that’s our lesson from 2020.
So where are you in all of this? Are you the one in need or one that can help? Don’t make 2021 a repeat of 2020 and just “get through it”. Thoughts? How can you personally make 2021 less of a dumpster fire than 2020? Drop a note below.
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