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

by | Jan 25, 2024 | Collaboration, Digital Signage, Uncategorized

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

Simplifying Integration for Designers and Installers

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

User-Friendly Collaboration

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

 Affordable and Compact Deliverables

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

Leveraging Cloud-Based Platforms for Advanced Features

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

Barco’s All-in-One Innovation

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

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

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

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

Nathan Dwelly BDM
About the Author

Nathan Dwelly

BDM – Brand Specialist

Supported Manufacturers: Barco (East)

What is TAA?

by | Jan 23, 2024 | Uncategorized

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

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

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

So, what is TAA?

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

So why do we keep getting asked for TAA?

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

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

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

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

Nick Carnahan

About the Author

Nick Carnahan | DSCE

BDM – Brand Specialist

Supported Manufacturers: Avocor and Christie

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

by | Jan 18, 2024 | Professional Development, Uncategorized

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

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

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

     CalendarMeetings

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

     

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

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

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

Robert Voorhees

About the Author

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

BDM II – Technical Specialist

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

The AV MBA, pt 2: A Guide to Networking for the AV Professional

by | Jan 16, 2024 | Business Development, Uncategorized

For a long time, I considered “networking” to be an extra-curricular activity that was not worth the investment of my time. I’m the type of person that craves immediate gratification, and I viewed networking as a long game. Finally, I don’t consider myself an extrovert, and the idea of proactively going out and developing relationships with people I didn’t know was intimidating. One person apart from a group of people

It wasn’t until started a new job in my mid-thirties that required me to network that I really gave it a second thought. My new role required me to build a book of business from the ground up in my local region. I was tasked with identifying new and upcoming AV projects and positioning myself to win those contracts. I had always worked on a national scale, so this was my first foray into focusing my efforts locally. The reality set in that I had been living and working in the same place my entire life and I had never taken the time to grow my local network. Better late than never…

welcome messageI needed to act fast, so I began joining every group that would have me! I joined the board of directors for my college Alma Mater, reached out to my friend that ran a large, local non-profit and got involved, contacted several local Chambers of Commerce and began attending meetings, researched when municipal planning board meetings would be taking place, and attended them armed with business cards. I even got in touch with a friend of mine in the metalwork industry who introduced me to the membership chair of two of the area’s largest construction trade associations.

Fast-forward to today, and I’ve pared down the number of groups I’m actively involved in. However, I don’t regret the aggressive approach as it gave me the confidence to go out and spread my networking wings. I’m proud to say that I have embraced networking on both the professional and personal level, and it has enriched my life exponentially.

To begin, let’s define what I mean by “networking” in the professional world:

networking diagramWhat is Networking?

  • Per Investopedia: The exchange of information and ideas among people with a common profession or special interest, usually in an informal social setting.
  • My definition: An opportunity to build professional relationships with different groups of people and expand your personal brand across a targeted group, industry, or field.

What isn’t networking?

  • The chance to make your sales pitch to prospective customers.
  • A short-term endeavor that delivers immediate returns.

Why do people network?

The key to success in almost every professional endeavor starts and ends with people. Successful people understand that they can’t achieve their goals on their own. They must rely on their team. Think of your network as your expanded team. All the people in your network are a part of your team, and you are a part of theirs.

Next, let’s look at why we should invest our time and effort into building our network.

  • The most obvious reason is to grow our business or our professional career. The good news is that developing professional relationships generally helps us with both specifically.
  • Establishing your professional brand in the industry, group, or professional community you are networking in. For example, my goal was to become the “Audio Video Guy” that came to mind for the entire Western New York region. Today, my goal is to be the “DVLED Guy” for the Pro AV Industry.

E4 Experience 2023 with Tom Keefe and Gary KayyeFinally, I’d like to address how to go about developing a professional network.

National / Industry

Attending trade shows and industry events is a great way to meet new people with similar goals. Personally, I prefer smaller scale events as they allow for more personal, one-on-one engagement. The next time you’re at a big trade show, pay attention to opportunities to connect with others at satellite parties and happy hours. If you are visiting a vendor booth, ask the representative your are speaking with if they have plans for the evening. Many times, vendors will host small events outside of floor hours to engage with prospective customers.

Local / Industry (AV Related)

  • Trade Associations
    • BOMA: Building Owners and Managers Association
    • Local Construction Exchanges
    • Municipal Planning Board Meetings
  • Create your own local AV Networking group

By working in the local AV industry in my home city of Buffalo, NY, I was able to make great connections through trade associations, like CONEX Buffalo and BOMA Buffalo. Exchanges similar to these can be found in cities all across the country. They typically hold monthly events that attract folks from all industries that serve construction projects. Not only will you be able to meet individuals from complementary fields (construction companies, electricians, office furniture suppliers, etc.), but you will be able to form relationships with the customers as well through groups like BOMA.

Additionally, I formed a group of local AV professionals in my area (vendors, integrators, distributors, and reps) and we would meet periodically over lunch or coffee to share any relevant news of projects we were working on or trends we were seeing.

Local / Professional

  • Chamber of Commerce
  • Boards – private companies, municipal, academic, non-profit
  • Charitable Foundations

While not directly related to the AV field, just meeting local professionals, and letting them know that I worked in AV would often spark up conversations. Everyone has experienced issues with AV and tech in general, and they are often quick to bring up stories. As the adage goes, every challenge presents an opportunity.

Social Media

Keeping up your professional presence on social media is important. The chances are, you frequent LinkedIn, Facebook, or Instagram on a regular basis. These platforms draw a lot of attention, but it’s a crowded space! By commenting on colleague posts and creating your own posts, you draw attention to your profile. I try to ensure that most of my posts are at minimum related to the industry I work in and preferably, directly related to my niche. The more often that I post, the better the chance that an industry peer or colleague will think of me in the future when they have an opportunity related to my field of expertise.

A few other points:

  • Networking can be awkward. That’s OK. Chances are it’s a little uncomfortable for the rest of the group too. What helps me is to remember that we’re all there for the same purpose.
    • It’s reciprocal. If you only come to the party to take and you never give, you won’t be invited to many more parties! Focus on how you can help others without expecting anything in return.
    • Patience is required. Relationships don’t develop overnight, and you can’t force them. You will need to invest your time, attention, and interest in others.
    • Proactivity is key. It is what you make it. If you go and don’t make any connections, you get nothing. If you make connections and don’t follow up, you get little. If you make connections, ask them if they would like to continue talking over coffee sometime and follow up, then you’re on the road to a relationship!

    Wherever you are on your networking journey, I hope this information gives you some ideas. As always, feel free to reach out to me directly on LinkedIn and we can continue the conversation!

    Tom Keefe BDM

    About the Author

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

    Business Development Manager – Brand Specialist

    Supported Manufacturers: Absen

    Drones In Public Safety: Thermal Benefits and Uses

    by | Jan 9, 2024 | Drones, Uncategorized

    Introduction

    Alongside the dynamic and rapidly evolving technology of Unmanned Aircraft Systems (UAS), or drones, are numerous potential applications. An effect of this evolution of technological capability is the adoption of more refined payload technologies. Beyond typical RGB Cameras, the UAS industry is experiencing the incorporation and integration of far more advanced technologies like Multi-Spectral, LiDAR, Infra-Red, Thermal, etc. This translates to greater diversity, utility capabilities, and adoption of these aircraft within developing verticals.

    UAS Tech in Public Safety Overview

    One of the prominent verticals that receives immediate benefits of the advantages of UAS is Public Safety. With the adoption of UAS technologies, first responders can immediately expand, complement, and enhance their capabilities.

    DJI drone thermal imagingThermal

    Up front, the immediate obvious use of UAS in public safety is their imaging capabilities. Something as simple as having a camera providing situational awareness can be of immense value in responding to calls. With the reduction in the cost and size of thermal cameras, this benefit is doubled – providing access to additional information.

    What Is Thermal and Why Does it Matter for Public Safety?

    Thermal imagers measure the emissivity of an object. Emissivity is the measurement of how much heat is radiating from an object. Almost everything on Earth is emissive, and the difference between the temperature of objects is where thermal imaging shines. From a public safety standpoint, this translates to locating lost persons in low light conditions and finding hot spots in firefighting.

    Robert Voorhees
    About the Author

    Connor Smith

    Business Development Manager

    Supported Manufacturer: DJI

    Unveiling the Future: Top 5 AV Tech Innovations of 2024 According to AI

    by | Jan 4, 2024 | Uncategorized

    As we were planning a blog to start off the new year focused on  AV tech innovations, we wondered what would happen if we utilized one of the hottest new technologies (AI) to help us. So, we asked the OpenAI chatbot, ChatGPT, to share the top 5 AV tech innovations to be on the lookout for in 2024, and here are the results…

    Greetings, AV aficionados! As we step into 2024, the audiovisual landscape is poised for groundbreaking advancements. Join us on a journey into the future as we uncover the Top 5 AV Tech Innovations that are set to redefine the industry.

    1. AI-Enhanced Collaboration Tools
      Get ready for a new era of seamless collaboration! AI integration in collaboration tools is unlocking unparalleled efficiency. From intelligent virtual assistants to automated content organization, these tools will revolutionize the way teams work together, making meetings more productive and engaging.
    2. Immersive 3D Audio Experiences
      Say goodbye to traditional soundscapes and embrace the immersive world of 3D audio. This innovation is set to transform how we experience sound. With advancements in spatial audio technology, users can expect a more immersive, realistic auditory experience, whether it’s in a conference room, home theater, or live event.
    3. Advanced Holographic Displays
      Step into the realm of holographic displays! Picture stunning visuals that seem to materialize in thin air. The evolution of holographic display technology is taking presentations, events, and digital signage to a whole new dimension. Get ready to captivate audiences with lifelike, 3D holograms that defy expectations.
    4. Sustainable AV Solutions
      Green is the new black in AV tech. As sustainability takes center stage, expect innovations that prioritize eco-friendly practices. From energy-efficient projectors to recyclable AV materials, the industry is aligning with environmental consciousness. These solutions not only benefit the planet but also contribute to cost savings and a positive brand image.
    5. Augmented Reality (AR) in Live Events
      Prepare for a paradigm shift in live events with the integration of augmented reality. From interactive exhibits to enhanced event navigation, AR is set to elevate the live event experience. Attendees can expect a blend of the physical and digital worlds, creating memorable and immersive engagements.

    In conclusion, 2024 promises a whirlwind of transformative AV tech innovations. As we embrace AI, 3D audio, holographic displays, sustainability, and augmented reality, the AV landscape is becoming more dynamic and user-centric than ever before. Stay tuned for an exhilarating year of cutting-edge advancements that will shape the future of audiovisual technology. Here’s to a year of innovation, collaboration, and unparalleled AV experiences in 2024!

    What do you think? Did AI get it right? Let us know what you think over on LinkedIn.

    Get more predictions from [rAVe PUBS] Gary Kayye and a panel of real experts from Yealink in the December webinar recording: What Mattered in 2023: A Panel of AV, UCC and Digital Signage Experts Discuss How 2023 Will Affect 2024 ⟫

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