ISSUE 2 | DECEMBER 2011
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AV INTELLIGENCE FOR AN INTEGRATED MARKET
COVER STORY
An operatic extravaganza The sound of music in the GCC’s only opera house in Muscat, Oman
A regal link
Connecting Saudi’s Princess Noura university
Riding the December waves2011
| AVPro | 1
Digital buzz at UAE’s first adventure park
Sennheiser: sound expertise for successful conferences. ■
High-quality microphones, dual speakers in each discussion unit.
■
Unsurpassed speech intelligibility and sound quality.
■
Acoustic feedback and background noise are effectively suppressed. Distributed in the Middle East by: Sennheiser Middle East Office 550, Building 5E/B, Dubai Airport Free Zone, Dubai, U.A.E PO Box 371004 Tel: +971 4299 4004 eMail: export@sennheiser.co.uk www.sennheiser-middleeast.com
Editorial
Welcome There was a time in the industry, not so long ago, when hardware was an end in itself. “The belief was that all you had to do was to put up screens and the client will make money,” recalled one AV integrator. The moving posters in the name of digital signage are now making way for more creative solutions. “The integrators are finally asking the right questions,” said one signage expert. This holds true for the AV industry, as a whole, in the region. The big brands are making a serious bid to offer end-to-end solutions. They are addressing vertical markets with more vigour with products that cater to the specific needs of end-users. Along the value chain, distributors are working closely with integrators as custom-built solutions become the norm. With the convergence of AV and IT, end-users expect tailored solutions and the AV industry “has to embrace disruptive changes coming our way,” urges one GCC-based integrator. We see glimpses of the changed approach in all the projects that we have reviewed, in this issue, be it a prestigious women’s university in Saudi Arabia or a water-based theme park in the UAE. Then again, is it really a changed approach or the practical application of one of the oldest rules in the AV sales book – i.e. effective listening! In the first of our series from the InfoComm Academy, the experts focus on creating effective dialogue between the client and the provider. And to walk the talk here, we are asking you to let us know your thoughts on AVPro and what you would like to see featured. Send in your views to supriya@cpidubai.com
Supriya Srinivas Deputy Editor AVPro Middle East
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CONTENTS
Issue 2 | December 2011
AVNews
4
Integrated solutions For convention centres, classrooms, retail malls and hotels
Annual outlook
8 Integrators, distributors and manufacturers share their views
AVTrends
16
Convergence of AV and IT IT trends in the AV industry
AVCase-study
20
Outstanding regional AV solutions Saudi’s Princess Noura university, Al Ain’s Wadi Adventure park, a mall in Kuwait and the Sorbonne university in Abu Dhabi
AVAcademy
28
AVLead
10 Operatic Extravaganza Engineering the perfect sound in the Royal Opera House Muscat
AVLive
32
Creating metal magic AV technology enables a memorable Metallica concert in Abu Dhabi
AVSound
34
Improving intelligibility Tips from acoustic guru Peter Janis
AVEvents
In partnership with InfoComm Academy
38
A seminar on knowing your client’s objectives and interests
Preview to ISE Amsterdam 2012 and post-event report on InfoComm MEA
Industry events
AVGuest
40
Smart solutions in hospitals ON THE COVER: Royal Opera House, Muscat, Oman
In conversation with Ian Gobey of NEC
December 2011 | AVPro | 3
AVNews
Largest AV project in Qatar Doha-based systems integrator, Techno Q, announced the completion of their biggest single AV project to date for the iconic Qatar National Convention Centre (QNCC) that officially opened on December 4, 2011. The QNCC is the world’s first green technology venue with LEED (Leadership in Energy and Environmental Design) certification. The project scope for Techno Q covered phase two of the iconic Qatar National Convention Centre (QNCC) building and included the complete lighting control system and AV systems in the exhibition halls, meeting rooms, hospitality suites, VVIP lounges and administration rooms. A company spokesman said that this was one of the biggest AV projects ever executed in the state of Qatar. The cutting-edge facilities are all controllable from the central control room and this was achieved through Peavey Media Matrix audio processors that monitored the audio (CobraNet connecting through the building) and Crestron RoomView. In addition, the Evertz broadcast system controlled the video (HD/ SD-SDI over fibre connecting all the meeting rooms). The landmark project took approximately two years to complete and involved a team of 60 full-time personnel on the project site. Among the bespoke items is the reflective pool in the reception area with 3,000 channels of LED lighting to create the decorative lighting features with LED controller linked to the network lighting system (11,000 terminations for 4 | AVPro | December 2011
reflective pool with Pharos LED touch panel controller). Rated as one of the largest Strand lighting installations in the world, the lighting control is based on a new software specially designed for the QNCC venue. The AV installation included multiple video arrays - 200 NEC screens in total, make up various video wall setups that can play any combination of video in high resolution up to 10MP. The video is delivered by a Nexus media player. At the entrance to the exhibition halls are seven large Daktronics LED displays. A V-shaped LED display marquee signage (15x6m) is located on the road leading to the QNCC entrance. The sound system includes audio processors from Peavey MediaMatrix, ceiling speakers from JBL and amplifiers from Lab Gruppen. www.technoq.com
Sharp delivers monitors for Qatar National Convention Centre
Sharp Corporation has delivered 57 of 108-inch commercial LCD monitors, for installation in meeting rooms at the Qatar National Convention Centre. The LB-1085 commercial LCD monitor has, so far, been used as a display in cinema lobbies and event venues, and measures approximately 238.2 (H) x 134.0 (V) centimetres. The Qatar National Convention Centre is designed to host a wide variety of major events and exhibitions. One, 108-inch LCD monitor will be installed in each of the 57 meeting rooms in the convention centre and will mainly serve as a presentation and video conferencing system in the meeting rooms. www.sharpmea.com
AVNews
SMW designs AV for Saudi museum The Museum of the Built Environment is part of the King Abdullah Financial District, a new 55 million-squarefoot mixed-use community in Riyadh. The museum will explore the role that social, economic and environmental issues have played in the development of Saudi Arabia and the region. Working closely with FXFOWLE, Shen Milsom & Wilke (SMW) is providing acoustic input for this stunning glass building. Among other purposes, the museum is a primary transportation hub for the area, housing a monorail station. Most of the building is dedicated to museum
functions, such as permanent and temporary galleries. SMW will be designing the multimedia systems for a 150-seat auditorium and the systems for the instructional/ meeting spaces. www.smwllc.com
Imagine Istanbul brings brands to life Microsoft Advertising and Online division hosted over 130 attendees at its Imagine Istanbul 2011 event. The event focused on finding more creative ways to support brands in the digital space across the MEA (Middle East & Africa) region. Ali Faramawy, corporate VP, Microsoft Corporation and president – Microsoft MEA – underscored the huge potential, energy and momentum that MEA represents both in terms of growth and innovation. He said, “IT has become a real enabler to realise the potential of the MEA region and what its people want it to be which points to the power and influence of technology in this process.” Salwa Smaoui, regional director, advertising and online MEA,
Ali Faramawy, corporate VP and president – Microsoft MEA
questioned the irony of current digital advertising investment trends, highlighting its meagre contribution to just two% of total advertising spend, given that internet penetration in the region stood at roughly 13%. www.microsoft.com
Prism Sound on an African adventure
Pete Nash, SADiE specialist
Prism Sound/SADiE went on an extensive tour of Africa in November 2011, during which the team conveyed the workflow benefits of the SADiE recording and editing system to broadcast practitioners and stakeholders in various African nations. The theme of the tour was ‘Creating and Maintaining a Suspension of Disbelief’, and Prism Sound/SADiE partnered with a number of different organisations including the Commonwealth Broadcasting Association (CBA) and the British Council, among others. SADiE specialist Pete Nash, who spearheaded the initiative, says: “Africa is becoming highly sophisticated in terms of its broadcast infrastructure – indeed it is rolling out its digital networks faster than many European countries and is also in the enviable position of being able to build new green facilities from scratch.” www.sadie.com December 2011 | AVPro | 5
AVProducts
Hidenori Taguchi, Head of Marketing, B2B Products and Solutions, Sony Professional Solutions MEA
Product demonstrations at the Sony Technology Event for Professionals (step), held in November 2011, in Dubai
Step into the smart classroom With the market already abuzz with out-of-the-box solutions for innovative education, the stakes have just been raised by Sony with the launch of ultra-short projectors such as the Sony VPL-SX535 You could argue that the initiative is a couple of years behind the market, and Carlos Falcao, marketing manager – displays B2B products & solutions for Sony Professional Solutions MEA – concedes that in the realm of ultra-short throw projectors, Sony is entering a sector already occupied by a few manufacturers. Speaking to AVPro on the sidelines of Sony Technology Event for Professionals (step), held in November 2011, in Dubai, Falcao said, “We have compared the specifications of our product with those available in the market and on all critical criteria, 6 | AVPro | December 2011
our product has emerged superior.” A short throw projector enables users to create large pictures in tight spaces, without the typical issues of shadows obstructing the image, or of the light shining on the presenter’s face. Among the make-or-break criteria for short throw projectors are the very short throw ratios – ie; the distance from projector to screen compared to the screen size. To better understand this ratio – a projector with a 1.5:1 throw ratio would have to be 7.5 feet away to project a 60-inch diagonal image. Short throw projectors like the Sony VPL-SX535,
achieve a 0.34 - 0.36:1 throw ratio that essentially means they can project a 2.03M (80”) diagonal screen size image from only 0.46M (1.5 feet) away from the screen. On display at the event, the Sony VPL-SX535 ticked the boxes in terms of excellent contrast, consistent colour stability and high picture quality. Falcao drew my attention to another critical brand differentiator with such projectors – the lumens factor. “The Sony VPL-SX535 achieves an incredible level of brightness – 3000 lumens brightness with high, standard and low modes, depending
AVProducts
“The Sony VPL-SX535 achieves an incredible level of brightness - 3000 lumens - with high, standard and low modes” Carlos Falcao, marketing manager – displays B2B products & solutions, Sony Professional Solutions MEA
on brightness levels in the room. Also in addition, the model has a low brightness mode which reduces power consumption and extends the lamp lifetime to approximately 6,000 hours, which means lower operating costs across the board.” However, what Falcao believes is the USP of this product, other than a competitive price point, is the 3LCD BrightEra Technology that has been developed in-house by Sony in Japan. “Unlike other projectorrelated technologies available in the market, our in-house 3LCD technology allows us to get to the heart of the problem, if any, to solve the issue quickly, allowing for quick response time.” With a marketing calendar packed with participating in trade shows, demonstrations for end-users and interaction with integrators, the year 2012 promises to be busy for the Sony team and an interesting one for the AV industry in education as a whole. PRO
Product specifications: VPL-SW535 • Ideal for middle-size classrooms for the education sector • 3000 lumens ultra short throw distance projector to minimise glare; with throw ratio of 0.27m • Up to 130” screen projection with WXGA resolution • Longest lamp life and filter in its range – 6000 hours • Optical lens shift and zoom for easy adjustment • Eco-friendly with new lamp dimming function • 6000 hours of lamp life and synchronised filter maintenance VPL-SW125 • Short throw distance to reduce glare, especially for education usage • 2500 WXGA resolution with throw ratio of 0.62m, and high contrast ratio of 3800:1 • Up to 100” screen projection • Better total cost of ownership (TCO) to price conscious end users • Eco-friendly with low power consumption • Automatic turn off after 10 minutes of no usage or input • Lamp life and filter change of 6000 hours • HDMI input
December 2011 | AVPro | 7
AVOpinion
Looking back, looking ahead Integrators, manufacturers and distributors share their views… How has the recession influenced your operations? Gautam Chakrabarty (Sharp ME): We responded to the change in the economy by moving toward a different way of operating, namely becoming a complete solutions provider, instead of merely selling individual products. In doing this, we offer greater value to clients, who are looking for ways to cost cut and increase efficiency, which can be achieved by adopting a tailored solution to fit their exacting needs. We identified the current financial situation as the right time to do this. Jan Villumsen (DIS): Some countries have slowed in terms of projects, but other countries are surging ahead. Since we are project oriented – in general – we have not been affected by the recession. In fact, we are planning to expand our facilities in Dubai to allow us to conduct inhouse training for clients. Chicco Hiranandani (NMK): We have taken advantage of the recession in my opinion. As suppliers have been affected by the recession, we find ways to cut costs or build our infrastructure in a more cost effective manner. For instance, this summer, we have renovated our office in order to provide a better experience for the client. Also, we have built a small training room to do regular one-to-one sessions with clients or conduct small group trainings. 8 | AVPro | December 2011
Parag Vadodaria (Zio): During the earlier phase of the recession, some payments would get delayed, but that is not happening anymore. Projects-wise, we are not seeing any reduction. Fortunately our fundamentals are strong, so the recession has not impacted us in any significant way. What were the highlights for 2011? GC (Sharp): The year 2011 was one of expansion for Sharp Middle East. Staff numbers were increased in the Business Solutions Division. We implemented end-to-end installations for some large projects through the year, and we forged strategic partnerships such as the venue map agreement with Dubai World Trade Centre for the GITEX Technology Week. These projects were varied and made use of both our established products and our newest solutions. We added a large number of products to the LCD line-up, especially those sporting touch screen technology. We have invested heavily in producing LCDbased solutions serving a huge field of industries such as banking, retail, hospitality, healthcare and education. CH (NMK): The year 2011 has certainly been interesting. We have some new brands like D’San. We have some new products like the Shure broadcast products or the new Pro2/Pro2c from Midas, the Rane
HAL, etc. So there is a lot of stuff to go back to our network of customers and talk about, which is good because it allows us to nurture the relationship we have with them. The more we meet with our customers, the better the bond will be. PV (Zio): One of the highlights for 2011 was that we were awarded the AV integration project with the Emirates Airlines-owned Marriot Hotels. We continue to remain active in retail, corporate and the hospitality sectors. JV (DIS): Saudi Arabia and neighbouring countries were big growth markets for us. The government mainly and the education sector, are major endusers. We also saw growth in places such as Nigeria in Africa. Looking ahead at 2012, what are your views on the AV industry? CH (NMK): Obviously, our suppliers have products lined up for 2012, so we are looking forward to that. From our perspective, we are constantly finding ways to improve ourselves this year so we can start 2012 better equipped. In terms of trends with AV products, a lot of emphasis is placed on convergence – how technology is bringing everything closer together. It is also getting smaller and faster at the same time. With
AVOpinion
Parag Vadodaria, CEO, Zio Technologies LLC
“We are expanding our operations to provide for hotel security systems and room management systems.”
Jan Villumsen, regional sales manager, MEA, Danish Interpretation Systems ME
Chicco Hiranandani, business development manager, Nicolas Kyvernitis Electronics Enterprises
Gautam Chakrabarty, Dy GM Marketing – Business Solutions Division, Sharp Middle East
“We want to strengthen our relationship with rental companies…”
“We’ve built a training room to conduct oneto-one or small group training sessions.”
“We continue our focus on LCD touch screen technology and [on providing] endto-end solutions”
technology, right now, there are so many different protocols, ways for audio, video and communication to be transported over copper for instance. Hopefully if some initiative comes up that everyone can agree to, then this would be interesting. And regarding vertical markets, the install market is certainly hit as construction has been hit. Live sound has picked up but then again it is seasonal. Broadcast is also slowly starting to come back up, mainly due to the problems in and around the region. JV (DIS): In the beginning of 2012, we hope to announce new distributorships in places such as Turkey. We want to strengthen our relationship with rental companies because we see a lot of growth in that sector – rental for conferences and events. We see this sector as a good avenue to market our
products. Among the vertical markets, we see growth in the education sector. Also, we forsee that governments will continue to invest and expand facilities. Products-wise, we are targeting the mid-range market the next year with a new range of products. PV (Zio): We are enhancing our product portfolio as our operations expand to provide for hotel security systems and room management systems, among others. Technology-wise, we see a steady move towards IT-based solutions. The era of pure AV is over and AV integrators need to realign their operations to offer the end-user all the IT-based connectivity he or she is seeking. Lastly, only 20% of our revenues is generated from outside the UAE, so we are definitely looking at expanding our operations. We
are looking at Doha for instance, though nothing concrete has been planned as yet. GC (Sharp): For 2012, we are continuing our focus on LCD touch screen technology, but particularly the varied vertical market applications for these and the complete end-to-end solutions from Sharp which make integration of these applications a smart investment. This will be backed by continued expansion of the Business Solutions Division, with a strong focus on both the GCC and North African markets. Additionally “High Brightness Models” will bring LCD out in the open which will once again expand the opportunity in the digital signage market. Lastly, we at Sharp, are keen on taking leadership in moving the market from conventional 40” size to the 60” plus size market. PRO December 2011 | AVPro | 9
AVLead
This unique venue can be formatted as a 1,100-seat concert hall for musical performances or reduced in seating capacity for dramatic and operatic productions
Creating extraordinary opera A tribute to Islamic architecture, the Royal Opera House Muscat, that opened in October 2011, houses an auditorium that is equipped for a sensational acoustic experience 10 | AVPro | December 2011
Gianni Quaranta, the Oscar-winning set designer is poised to put his magic touch to a special production of the opera Carmen, commissioned for the inaugural season of the Royal Opera House Muscat (ROHM). Carmen is famously passionate and witty and the three performances in December 2011, in the region’s
premier opera house in Muscat, Oman, are sold out. Online blogs will tell you that tickets sell out fast and that the venue designed and built to showcase world-class performances, is as much a draw as were recent performers such as Lebanese singer Magida El Roumi or the renowned Mariinsky Ballet. The eight-hectare site with its landscaped gardens and interiors,
AVLead
The sound and communications system equipment included an audio mixing and control system with loudspeakers installed within the auditorium for sound reinforcement of speech, spoken word and music, whilst allowing for the simultaneous replay of music, effects and dedicated cinema audio
evoke classical Islamic architecture, replete with ornate lighting and every aesthetic detail to please the senses. At the core of this Opera house is the 1,100-seat concert hall. One of the distinctive features of the concert hall’s shell is a mobile structure that can be detached to allow an adjustable proscenium to drop into place to create a traditional theatre format. The building design has evolved with these large moving structures to create a unique adaptable volume, which gives the venue unparalleled natural acoustic potential. This unique venue can be
formatted as a 1,100-seat concert hall for musical performances or reduced in seating capacity for dramatic and operatic productions. This room is extremely flexible, able to accommodate symphony concerts, recitals, chamber music, as well as fully-staged productions of opera, dance, musicals and other aspects of more popular entertainment. Tom Davis, director, Theatre Projects Consultants, the consultant for the project, speaks of the technical challenges posed by the unique structure: “The competing demands of a lyric theatre (think of
a rounded horseshoe) and a concert hall (think of a square shoebox) are significant, requiring duplicate sets of cabling and equipment. The building fabric structurally, electrically and mechanically really does jump through some hoops to accommodate the competing demands. From a design standpoint, the challenges have been to try and integrate the technology, the infrastructure and equipment into a building with such a high standard and detail of finishes. “Conscious of the speed with which technology and equipment changes, we set about building a December 2011 | AVPro | 11
AVLead
full but rock solid infrastructure that would not obstruct or hinder all anticipated uses and configurations. This is supported by high quality equipment throughout.” Envisaged by His Majesty Sultan Qaboos Bin Said Al-Said who is well-known for his love of classical music, the plannning for ROHM began 10 years ago. Opera house director, Hamid Abdulla Al Ghazali, recalls: “The first significant step in the project was in late 2001, when an international consulting company was appointed to study the feasibility of building a major concert venue. The final report of this study was presented in 2002, leading the way for an international architectural competition for the design of a 1,100 seat multi-purpose hall. A select group of firms was invited by Royal Court Affairs to compete for the project, and, after a number of stages, the contract was eventually awarded in August 2004. Over the subsequent few years, the initial designs of the building were reshaped through intense collaboration with Royal Court Affairs, to bring the designs more into line with a historically inspired Omani style in civil architecture. 12 | AVPro | December 2011
Work eventually began on-site in the Qurum area in April 2007.” From vision to reality It was design firm WATG and Partner LLC that won the international design competition in 2003 and was invited to lead the team for the complete design and supervision services. When the tender documents for the technical systems went to bid in 2007, the contract for installing sound and communications was awarded to Oman-based Mustafa Sultan Security & Communication Systems Co. LLC with technological support provided by UK-based specialist engineering firm, Consultancy on Media Systems (COMS). Prasad Khare, senior manager of Mustafa Sultan, projects & planning, says: “The Royal Opera House was a fresh-build project. The theatre is designed to rival other international theatres and concert halls. The auditorium and stage have been conceived to accommodate a wide range of concert and theatrical performances. A principal feature of the auditorium is a moving orchestra shell with pipe organ. This allows the space to be configured as a concert hall capable of supporting a full orchestra or as a fully equipped stage
“The first significant step in the project was in late 2001, when an international consulting company was appointed to study the feasibility of building a major concert venue” Hamid Abdulla Al Ghazali, Opera house director
with side stages and stage machinery above and below. “The sound and communications system equipment included an audio mixing and control system with loudspeakers installed within the auditorium for sound reinforcement of speech, spoken word and music, whilst allowing for the simultaneous replay of music, effects and dedicated cinema audio. A dedicated low voltage cabling infrastructure is used to carry audio, video, data, communications and loudspeaker services throughout the theatre and surrounding areas. Outlets within the stage, auditorium and surrounding areas are presented on a series of installed SCB (Sound & Communication Boxes) facilities’ panels. The cabling has been arranged as a combination of radials and/or star wired to each SCB location in accordance with the
AVLead
Important components of the sound and communications package Listing the key aspects of the package that Mustafa Sultan provided, Khare says: “The package included installed sound (already highlighted in article), installed communication, installed video, installed infrastructure, portable audio, portable communication, portable video and portable others.” Installed communications: Intercom, show relay system, simultaneous translation system, paging system, control system Installed video: Video cameras, MATV (Master Antenna Television System ) which later became IPTV Installed infrastructure: Computers, sequenced mains switching system, various patch bays and patch cords (audio, video etc), LAN network, facility panels, wiring, clean earth mains touring power panels, specialist cable management systems Portable audio: Analogue mixing console, digital mixing console, stage loudspeakers, audio processing, audio record and playback, digital audio workstation, powered monitor loudspeakers, headphones, in-ear monitoring, wireless microphones, microphones, multicores, tails and stage boxes, foyer/rehearsal sound system and miscellaneous audio equipment Portable communications: Intercom, simultaneous translation system Portable video: Video cameras, video monitors, video presentation system, video source and record, video projection, video interfaces. Portable others: The portable others consists of spare items like laptops, PCs, microphone cables, intercom cables, video cables, ethercon cables, power cables, etc, tool and test kit.
Brands for key systems within the S&C package 1. Meyer Sound speakers and loudspeaker monitoring 2. Sennheiser microphones 3. Midas digital mixing console 4. Bosch paging 5. Christie projectors 6. Peavey Nion 7. Crestron controls
8. Philips screens 9. Clearcom intercom 10. Rittal racks 11. Extron switchers 12. Neutrik adaptors /connectors 13. Protools 14. Tascam recorders 15. Media star IPTV equipment
“The installed loud speaker is configured as two separate systems, to reflect the distinct changes to the auditorium between the theatre and concert modes” Prasad Khare, senior manager, projects & planning, Mustafa Sultan Security & Communication Systems Co. LLC
enclosed outlet box schedules and schematic drawings. The project of this scale and complexity called for planning and coordination of the highest order, said Khare. “The scope of work included, but was not limited to, full design, engineering, production of shop drawings, manufacture, procurement, installation, setting to work, testing, commissioning, hand over to client and training of the client’s representatives in the use of the systems.” Installed sound One of the main components of the contract awarded to Mustafa Sultan included installed sound that consisted of the digital mixing desk and back-end processing electronics, and the installed loud speaker December 2011 | AVPro | 13
AVLead
“From a design standpoint, the challenges have been to try and integrate the technology, the infrastructure and equipment into a building with such a high standard and detail of finishes” Tom Davis, director, Theatre Projects Consultants
systems. Prasad Khare elaborates: “The installed loud speaker is configured as two separate systems, to reflect the distinct changes to the auditorium between the theatre and concert modes. “The theatre mode employs a series of loudspeakers hidden within the proscenium zone, including mid/ high and sub bass loudspeakers. The primary coverage is provided by three flown clusters that are suspended above the front-of-the-house grid and lowered into the auditorium when required. Delay and fill loudspeakers are provided to reach the rear of the circle seating and those areas shaded by balconies above. In concert mode, the proscenium sides and flown LCR clusters are retracted when the orchestra shell is in place. Flown clusters within the shell may 14 | AVPro | December 2011
be brought in suspended from the shell roof structure as required. These may be used in conjunction with the auditorium delay and effect loudspeakers, if required. “Associated loudspeaker processing provides the necessary signal processing, equalisation, time alignment and cross-over required to drive the associated loudspeaker system. The loudspeaker processing system has a series of configured presets that can be remotely recalled by the show control system to provide a simple and reliable method of switching between the theatre and concert modes.” Cinema system Describing the cinema system, another key aspect of the package provided, Khare says: “A separate dedicated cinema surround sound system is provided within the auditorium. This is based around a Dolby EX / 5.1 system. Portable left, centre, right and sub bass speakers are placed on stage behind a dedicated perforated film screen (supplied as part of another package). Surround loudspeakers are integrated into the side and rear walls of the auditorium and these include a combination of wall mounted, ceiling and recessed units. Meticulous coordination was called for with the interior design team as loudspeakers were installed in the auditorium and other public areas.” (For other aspects of the package provided by Mustafa Sultan, please see box titled: Important components of the sound and communications package) On 14 October 2011, Spanish tenor, Placido Domingo’s inspiring performance of Puccini’s last masterpiece, Turandot, was the fitting
finale to a journey that began 10 years ago when Theatre Projects Consultants was commissioned by the Diwan of Royal Court Affairs in Oman, to offer advice on the viability, concept and brief for the auditorium. Tom Davis, who was part of that team recalls: “We were appointed by the Diwan of Royal Court Affairs to carry out a preliminary feasibility study and then onto write the brief for the project that was used for the architectural competition.” As consultants for the project, Davis’ team was responsible for concept design, acoustic consultant selection, theatre planning, and theatre equipment design and specification. He says, “The building has grown beyond its initial expectations into something truly unique and is able to support the highest level of programming and productions being undertaken. It is a credit to the contractors and teams involved, and we are sure, the Royal Opera House Muscat will remain a benchmark for other projects across the GCC and wider region.” PRO
Client: Royal Court Affairs, The Royal Estates – Muscat, Sultanate of Oman Consultant: Theatre Project Consultants, United Kingdom Architects: WATG and Partner LLC, Muscat, Sultanate of Oman; www.watg.com Main Contractor: Carillion Alawi LLC, Muscat, Sultanate of Oman; www.carillionplc.com S&C Contractor: Mustafa Sultan SECOM LLC, Muscat, Sultanate of Oman, www.mustafasultan.com with technological support from Consultancy on Media Systems (COMS) – www.coms.uk.com Stage engineering: SBS Germany Production lighting: Al Moayad & LSI Projects
AVTrends
Embrace the convergence of AV and IT
Aseem Gupta is the President of Arrive Systems, Inc. (www. arrivesys.com), a Green AV innovator and chief visionary of the Visionaire Group (www.visionaire.com)
The convergence of AV and IT has been under way for a decade and the AV industry needs to embrace the changes sooner rather than later, writes Aseem Gupta 16 | AVPro | December 2011
The convergence of AV and IT has been subtle but sure in the last 10 years. Disruptive changes are coming our way and we have the choice of standing in denial or embracing the change. There are many examples of leadership in the transition milestone from just AV to an integrated
communications technology arena. Here are some trends in the IT world that offer opportunities for AV: 1. Globalisation of bandwidth and network availability IT has had its own problems. Key vendors in the past used restrictive and blocking architecture in the IT world which
AVTrends
was bandwidth prohibitive due to technology and performance limitations. Each time a customer questioned this architecture – the response to them was – why do you need this bandwidth? This prohibition has given place to changes in the LAN architecture with Layer-3 routing capabilities which supports amongst other things multi-cast protocols. This is great news for AV over IP. The key industry trends to watch are: Three-tier architecture (Core distribution access) is giving place to a simplified network design with two tiers (Core access) with full layer three-routing protocols supported on all layers and a non-blocking performance. Cisco, Juniper, Brocade and HP have exhibited significantly
Pro-AV is getting there too late and VGA / S-Video / Composite video / RS-232 and more are past retirement. The sooner, the better higher performance at lower price points. The two-tier network is viable with almost 10 times greater performance. Cisco has recognised the viability of the two-tier campus LAN network in the most recent design recommendations. How does this affect AV? Digital signage, video conferencing, telepresence IPTV, video NOC’s, central monitoring,
In pro-AV, there is also the emergence of integrated hardware that manages AV, IT and power within a single and modular box and we have been streaming audio and video for many moons integrated apps and integration with BMS (Building Management System), CCTV and security systems – in all these areas, expect significant growth due to network and bandwidth availability and increased interoperability. The AV world just got flatter. 2. All resources in the cloud Why is this news? Not difficult to imagine AV resources that will reside within the cloud – devices that do not require archaic control codes. This means standards-based, self-healing systems riding past the HDCP / EDID complexities that we still wrestle with. The ubiquitous AV rack shrinks to nothing and a single cable (or wireless) connects source signals to displays and audio reinforcement. The signs are apparent with five-play HD Base-T development and AVB (Audio Video Bridging) becoming an IEEE (The Institute of Electrical and Electronics Engineers) standard. Watch out for displays and projectors that talk back to the cloud and have a single cable that provides full HD, power, network, control and connectivity between source and display devices. AV’s needs are no longer incremental to IT. There is already
overcapacity on the passive network. Consolidation of switching the architecture from three-tier to two-tier with 10 / 40 / 100 Gig networks becoming part of the upgrade path, leaves lots of room for AV bandwidth to flow alongside the data bandwidth. There is much room available to take up AV needs on existing LAN/WAN networks. 3. Consolidation and convergence at the hardware level Have we created a monolithic dinosaur out of habit and inflexibility in the AV industry with too many boxes to integrate? Take this – a small salubrious village in the south of France where a friend of mine has recently invested in a summer home – right in the midst of vineyards and forests; he has a single box provided by Orange which provides all of the telephone, internet and digital TV sourced wirelessly. It also has a built-in wireless access point that provides always-on wireless connectivity. In pro-AV, there is also the emergence of integrated hardware that manages AV, IT and power within a single and modular box and we have been streaming audio and video for many moons. December 2011 | AVPro | 17
AVTrends
4. Open standards-based implementation Proprietary systems and nonstandard connectivity means that a huge cost is being paid by the industry for achieving nothing (more logistics, more labour, duplication and of course more Capex and Opex). IT leads standards-based architecture and implementation; AV shuns it under the guise of quality implementation. It’s inevitable that we need to lose this immaturity and self-protection to truly embrace the open standards’ future. 5. Analogue – the sun has set? AV still struggles with legacy – an emotional “kling-on” syndrome rather than practical commonsense. IT, imaging and broadcast have moved on decades ago. Just look back at the disruption of the imaging business – I shudder at the thought of buying rolls and rolls of still film, then loading up the camera each time for 24/36 shots and then removing and replacing the cartridges – and finally the two trips to the photo-lab to see partial usable stills and some out of focus, out of depth or just badly lit pictures – not to mention productivity loss and high costs. Pro-AV is getting there too late and VGA / S-Video / Composite video / RS-232 and more are past retirement. The sooner, the better. TCP/IP is proven in terms of its interoperability and green credentials. 6. The tablet becomes the single User Interface (UI) 18 | AVPro | December 2011
Software will drive the AV business going forwards. While the network provides unification and standards for digital transport, software has the power of leveraging and rising to the change in needs of users Do you still have doubts about that? I just got back from my whistle-stop tour of the US – hurriedly exiting with Hurricane Irene at my heels. Every person I met – user / integrator / consultant on the trip – singularly spoke about the grief of low battery life of erstwhile control touchpanels and have embraced the iPad as a defacto replacement (and why forget similar devices such as the Android and Windows 8 tablets). The kids love them too. 7. The hardware needs to get really ”stupid” Software will drive the AV business
going forwards. While the network provides unification and standards for digital transport, software has the power of leveraging and rising to the change in needs of users. Look at the testing apps and so many unique test tools that are published on the iPad with more coming – and they cost nothing – a buck or little more. The last time I bought legacy audio test tools – it was a $3K check with no upgrade versions available. Complexity of hardware is inflexible – IT hardware is modular – replaceable and upgradable. That is the way to go for AV. PRO
Studio Monitor KH 120
AD
The first member of the Neumann KH Line
KH 120
Distributed in the Middle East by: Sennheiser Middle East Office 550, Building 5E/B, Dubai Airport Free Zone, Dubai, U.A.E PO Box 371004 Tel: +971 4299 4004 eMail: export@sennheiser.co.uk www.sennheiser-middleeast.com
Studio Monitor Systems
www.neumann.com December 2011 | AVPro | 19
AVCaseStudy
Connecting the convention centre at Riyadh’s Princess Noura university After landmark installations in the Bolshoi theatre and the opera house in London, the convention centre at Riyadhbased Princess Noura Bint Abdel Rahman University for Women, offered the team at RTSTelex one of the biggest challenges in the region 20 | AVPro | December 2011
Describing it as both a landmark project and one that called for complex solutions, Ammar Fawzy, regional sales manager, MEA for RTS-Telex, said, “We were asked to provide the intercom system for the convention centre on campus. In addition to small seminar rooms, the convention centre houses a 2,800-seater theatre, one of the largest in the region, a 1,400-seater theatre and a Black Box theatre – a small theatre used for rehearsals, fashion shows and so on. The client wanted one system to run the three different
theatres at the same time, so they have the ability to conduct events simultaneously. They wanted to have the option of using the system as one big entity across the three theatres or separately, as the need arose. In addition, they wanted a solution that could give them a 4-wire system, 2-wire system and a wireless system. We worked closely with CAP France Bat, a Riyadh– based electro mechanical company that was involved in planning and installing the RTS intercom system.” The venues: The intercom system was installed
AVCaseStudy
at the 2,800-seater theatre, 1,400-seater theatre, Black Box theatre, seminar rooms, green and dressing rooms, VIP lounge, support corridors, loading docks and other offices. In terms of the scale of the project and the systems deployed, Fawzy estimates that this particular project is the largest theatrebased installation of an intercom system in the region. He says, “The three theatres were equipped with one big ADAM system (224 ports), wireless RadioCom and key panels from the KP32 CLD and KP16 CLD panels from RTS. The wireless system was a big part of the installation. With this set-up, the stage manager in question can control events at the multiple venues and communicate with staff in a seamless internal network. In addition with IP and analogue telephone support, they have the option of connecting to the outside world.” The challenge was to bring all the venues under one single network umbrella, affirmed Fawzy. Underscoring the uniqueness of this particular
Princess Noura Bint Abdul Rahman University is the world’s largest women’s university built at an estimated cost of $11.5 billion and is expected to accommodate over 26,000 students. The entire university project includes an administration building, a central library, conference centres, buildings for 15 academic faculties, several laboratories, a 700bed hospital equipped with state-ofthe-art facilities, housing for university staff, mosques, a kindergarten school, and exclusive amusement centres for families and students.
Ammar Fawzy, regional sales manager, MEA for RTS-Telex
installation, Fawzy says, “We have the biggest intercom matrix with 272 ports within one frame that can be divided, using software, for different venues. The other part of the system is that it is used as a paging system – allowing the stage manager to communicate with staff in lobbies, corridors, green rooms, VIP locations and so on, so we have installed wall-mounted units and wireless systems.” With the seminar rooms, Fawzy says, “We have four wireless systems for the seminar rooms – 57 wall-mounted panels, 14 rack-mounted panels (three of the panels are special function panels that can be used to route audio sources to different areas [PAP32]). Seminar rooms are equipped with wall plates which allow the user to wire their system into wall-panel. In addition a wireless system can also be used.” The need for simultaneous events called for some innovative solutions. Fawzy says, “Our system allows for the routing, for instance, of the audio of the performance in theatre one to the
lobby. Another significant feature is the multi-directional keys on the panels that can adjust the audio level without extra hardware – we have four controls on one key – you can talk, listen and control audio. Additionally with colour coding done sector-wise, the user is able to direct communication more effectively in typically, dimlylit backstage areas.” Commenting on the significance of the project for Fawzy’s team, he says, “For our team, it was exciting being part of the installation in one of the biggest theatres in the region. We are also excited to be in education, since it gets students familiar with our systems. In fact, we have a special pricing for universities. It is also a prestigious project following our work at the Bolshoi theatre.” PRO
Kit list 4 x BTR800, 16 X TR 825, 5 X DKP 16 CLD, 2 EKP 32 CLD, 14 X KP 32 CLD, 3 X PAP32 6 X Analogue telephone lines 57 x wall mounted panels 16 x wired belt packs 115 x headsets with Mic 6 x Headsets with push to talk button 224 x ADAM
Client: Ministry of Education in Saudi Arabia, Princess Noura Bint Abdel Rahman University for Women, Riyadh Distributor: RTS/Bosch Middle East – www.rtsintercoms.com AV integrator: CAP France BAT – www.capfrancebat.yolasite.com
December 2011 | AVPro | 21
AVCaseStudy
Digital buzz at Al Ain’s Wadi Adventure Al Ain-based water park, Wadi Adventure, is the first of its kind offering surfing and white-water rafting and is due to open in December 2011. Shine Joseph of Elvis Technology LLC., walks us through the AV and digital signage solutions
22 | AVPro | December 2011
The project: US-based Select Contracts provided the turnkey solutions for Wadi Adventure. John Fisher, operations director, Select Contracts says, “We awarded Elvis Technology the contract to install the entire audio and visual package at Wadi Adventure. This is a theme park featuring action sports such as surfing, kayaking and rafting. The facility also has a meeting and conference facility as well as restaurants.” Shine Joseph, technical sales, manager Elvis Technology LLC., believes the company was awarded the tender because, “of the range of solutions we offered, the cost-effectiveness and our ability to complete the
project within the stipulated period of 30 days.” With an approximate contract value of half a million dollars, Shine commented on the tender saying: “The client had a basic idea as to what they needed. So we developed around that idea. Ours was a design-and-build contract. Basically they were looking for background music, digital signage solutions and AV integration for their restaurants, changing/ assembly rooms, conference rooms and other administrative buildings. We designed and installed AV solutions for those specific requirements.” The challenge “The challenge,” says Shine, “was
AVCaseStudy
About Wadi Adventure Wadi Adventure in Al Ain is a sprawling man-made water sports park. Catering to kayakers, white water rafters and surfers, it’s due to open in December 2011 and is, according to John Fisher of Select Contracts, the company that built the facility, “the first of its kind in the Middle East and the first of its kind in the world offering surfing and whitewater activities”. Featuring a surf pool capable of making 3.3-metre waves, snaking kayaking runs with a combined length of 1,133 metres and a swimming pool and man-made beach, the park is situated near the foot of Jebel Hafeet.
the size of the theme park that is spread over a huge area at the foot of Jebel Hafeet. Within the park, they have multiple buildings separated by three to six metres. Each building is two-storey in height and we needed to install a network system connecting all these buildings without any loss of signal or data. They also needed a central control system located in the administrative building to monitor and control the three systems – background music, digital signage and AV technology in the conference/meeting rooms. Also, since we entered the
contract after the construction and interiors had been done, we had to coordinate with the IT team and the MEP contractors in terms of conduits, power point locations and other related issues. “ The digital signage solution Regarding digital signage, Shine says the client had plans to promote their products and to generate revenue. He says, “We offered our expertise in terms of the location and positioning of the solutions to ensure maximum visibility. Also one of the reasons we were awarded the contract was the fact that we demonstrated as to how we can conserve bandwidth with our digital signage solutions. For instance, if we are transmitting video files, our system allows for scheduled streaming of content, say, during off peak hours. Also we can individually schedule each screen, so that the 26 screens currently installed do not access the server at the same time.” Integrated solutions From the central control centre, the operator can access each individual digital signage equipment as well as the other AV systems installed. Commenting on integration with other systems, Shine say, “We had to integrate our background
music system with the PA system so they have the option to play the same music on the PA system. In addition, we have installed long-throw speakers outside to supplement the PA system. While we have installed 26 screens, the current server can service up to 50 screens and with a simple upgrade, we can go beyond 50 screens.” Perhaps the best testimonial can come from the client. Fisher says, “I found Elvis to be professional, dedicated and [they] completed the installation on time. The installation team was equally professional.“ PRO
Overview of brands and equipment TOA (speakers,amplifiers, etc), Biamp (digital signal processors, etc), Samsung (display monitors), AV (racks), Amplifier, AMX (touch panels, processors, etc), Extron (amplifiers, switchers, scalers, etc), Audio Technica (microphones, etc), Sanyo (projectors), Dalite (screens), Denon (CD changer), Imerge (channel server), Extron/Belden (cables/accessories) and Elvis (ceilingmounted projector kits, etc)
Client: Wadi Adventure Contractor: Select Contracts AV integrator: Elvis Technology LLC – www.elvistechnology.com
December 2011 | AVPro | 23
AVLegacy
Immersive shopping experience at Kuwait’s 360 Mall Despite the recession, the year 2010-2011 gave us some stellar examples of AV installations. We look at a Kuwait-based mall where AV creates an outstanding experience for shoppers
The 360 Mall’s Family Entertainment Center complex in Kuwait features an all-around immersive mall experience that offers top-of-theline rides, the latest video games and skill tests for the entire family. Electrosonic designed, supplied, installed and programmed extensive LED lighting, digital signage, video projection, special effects, audio and show control — drawing on Christie projection — for what has become a go-to destination. The overall concept was created by Tamdeen Entertainment Company 24 | AVPro | December 2011
and designed by Concept i Design. The mood is set for fun in Infunity where 67 Studio Due LED fixtures wash the games area and generate excitement with colour changes. Columns of Lagotronics LED strip lights at the entrance also rapidly change colour as guests arrive. Twelve NEC LCD displays are scattered throughout the area to deliver advertising and mall information. An entire wall of 18 displays, comprised of a 103-inch Panasonic plasma screen surrounded by smaller NEC LCD
AVLegacy
displays, form an art installation in the middle of Infunity’s large atrium. Infunity also features what is believed to be the largest LED wall in Kuwait — a 10mm, 7.68 x 4.8 meter LED video wall. Electrosonic constructed two custom low-resolution LED video walls featuring over 5,000 Artistic License LED “pucks” attached to Plexiglas panels. Their abstract, colour-changing imagery amps up the energy behind two rides. Helping to add ‘fun’ into the ‘Infunity Zone’, with its assortment of rides, is a Christie DS+750, 7500 ANSI lumens single-chip DLP SXGA+ projector. Working in combination with GestureTek gesture-controlled tracking technology, this projects vertically down onto the floor to enable children to interact with the content of popping balloons and swimming fish. Elsewhere, the Freeze Club (with its North Pole motif) offers a unique venue for Kuwaiti teens with arcades, video games and simulators. An interactive video wall at the entrance features two flexible Christie DHD700 single-chip DLP HD projectors — again working with GestureTek cameras and tracking systems, and outputting 6500 ANSI lumens — allowing young guests to interact with the content, while low-lying fog is generated underneath the video wall itself. Extremely popular in visitor attractions, the DHD700 contains a unique, user-changeable, twincolour wheel system (to offer high brightness and rich-colour options) so that the presentation can be optimised according to which mode is preferred. There is also a choice of six motorised HD lens. Electrosonic has also injected
Infunity [at the 360 mall in Kuwait] also features what is believed to be the largest LED wall in Kuwait — a 10mm, 7.68 x 4.8 meter LED video wall
the Freeze Club with 15 LCD digital signage systems to display advertising and information, while a lo-res wall, boasting over 2,000 metres of LEDs, wraps around the entire room and displays fire, rain, graphics and abstract patterns. A laser system, installed by Electrosonic, recreates the Aurora Borealis on the domed ceiling and is enhanced by smoke effects. The complex also incorporates a 20-lane Bowl Room (plus separate VIP lanes), which includes 3,500 individual strands
of colour-changing fibre in a nine-chandelier array, while the overall installation incorporates an advanced audio solution, with central and local control racks, while centrally-located Medialon servers control digital signage throughout the complex. Electrosonic’s scope of work in the complex spanned a total of 18 months. Local labour and support was provided by aDawliah. PRO www.electrosonic.com www.christiedigital.com December 2011 | AVPro | 25
AVLegacy
Heritage meets technology at Abu Dhabi’s Sorbonne university High-tech audio visual systems for Paris Sorbonne University on Abu Dhabi’s Reem island
26 | AVPro | December 2011
Genesis Integration under contract with Case Technology design implemented the latest in HDMI video-over-UTP in this multi language teaching institute. The project started with a requirement for the latest and highest in specifications’ requirement from the client for this UAE edition of the famous French-teaching institute. The French-speaking higher education institution has the goal to attract the best students from the UAE, and all over the Middle East. At an early stage, the Genesis Integration design team recognised the requirement to put the latest in future proof high definition multimedia interface (HDMI) on traditional converged network
infrastructure. This would ensure the highest quality video for the teachers’ display devices and a standard that would not be obsolete in the coming two years. To fulfill this requirement, Crestron’s DigitalMediaTM Solution was chosen for its integrated solution that manages, controls and distributes all analogue and uncompressed HD digital content over twisted pair or fibre. The other major part of the Sorbonne requirement was translation, due to its curriculum in French. Genesis chose Danish Interpretation Systems (DIS) to build a solution based on a high quality wireless infrared “Simultaneous Interpretation System”.
AVLegacy
Kit list 52 x MPC-M10 Media Presentation Controller 2 x MPC-M20 Media Presentation Controller 69 x DM-RMC-100 DM Room Controller 4 x DM-MD8x8 DM 8x8 Matrix Switcher 6 x DMC-CATO Quad SM Output Card 9 x DMC-CAT DM Input Card 7 x DMC-DVI DVI/RGB Input Card 1 x DMCO-22 DM Output Card, 4 CAT w/2 HDMI 58 x DM-TX-300N DM HDMI transmitter
Interactive screens and boards were to be used as teaching aids and care was to be taken to ensure that a standing teacher, in mid lecture, would not have to return to her desk for interacting with her computer Classroom systems’ features: Each classroom had to output a quality video display independent of distance from the teachers’ desk to the display or projector. Interactive screens and boards were to be used as teaching aids and care was to be taken to ensure that a standing teacher, in mid lecture would not have to return to her desk for interacting with her computer. Larger classrooms required audio reinforcement, and video conferencing possibilities via a video conferencing gateway, to facilitate quality connection to lecturers abroad. Language classrooms were to have a translator’s booth and
beginner language students were to learn to wear wireless headsets. Music rooms required multiple inputs for various musical instruments and microphones. High grade Yamaha mixing equipment was to be used to record musical compositions. Music rooms were to include interactive displays. The building’s main “Robert Sorbon” lecture theatre is a larger space that required quality sound reinforcement as well as videoconference facilities and multiple large displays for displaying presentations, applications and even paper notes at the front of the theatre. An important feature in
this room was to be the interactive pen display for annotation on presentation material, because today’s audiences are accustomed to a different, more interactive kind of media usage and consumption. This lecture theatre was to be a three-language space, serving approximately 150 people. “This education project had all the hallmarks of a tough project, with very serious deadlines. It is not often that we have the chance to bring best-in-class technology teaching aids to help such a celebrated teaching institution as Paris Sorbonne University (PSU). We are proud to have played a such a role to help PSU bring its heritage to its UAE-based school graduates,” said Tony Abou Jawad, Genesis Integration director. PRO www.crestron.com www.genesis-si.com December 2011 | AVPro | 27
AVAcademy
Getting to know your client’s objectives and interests AVPro has partnered with InfoComm International, to feature a series of seminars by industry experts. In the first of our series, AV experts advise sales personnel on how to create the ideal environment for pitching a sale
All good sales reps know how to link their ideas to the client’s environment and express them in ways the client can relate to. It isn’t difficult to do, but it takes effort and practice. Here’s how to do it: 1. Make a list of typical titles of prospects you call on. If necessary, ask your manager or other sales reps “Who makes decisions to buy our products or services in our clients’ companies?” People such as facilities managers, IT directors, marketing executives, and meeting planners, among others, might be among them, depending on what you sell. 2. Identify some broad responsibilities and/or concerns 28 | AVPro | December 2011
a person in that job probably has. A facilities manager, for example, wants the building to be well maintained, well utilised, efficient and up-to-date, safe and secure, attractive, properly equipped, easy-to-use, cost effective, etc. If you can list a dozen or so concerns like this for each type of person you call on, you’ll have an understanding of what they care about and work on all day. 3. Use this general information to get the individual you actually meet with to tell you more about specifics: how important these concerns are, or if there are some you weren’t aware of. (Clients will open up more to someone who already
AVAcademy
A seminar at the InfoComm Academy held during InfoComm MEA in Dubai (9-13 Oct 2011)
knows something about their world than they will with people who are clueless.) 4. Most importantly, make sure to connect all your ideas and recommendations to one or more of these concerns. Rather than saying “the control system is custom programmed so everything works from the keypad” it’s better to say “because some presenters who use this room won’t have much AV experience; all the control functions have user-friendly language on the keypad menu so you won’t get many calls about how this stuff works”.
The best selling happens in a free exchange of information between the client and the provider. When you create a good dialogue, both of you can better understand the client’s goals, which should also be among your goals How to identify client needs Knowing there are many ways clients can use AV and many possible applications, how can you find out what this client needs so you can recommend the best of many possible choices in each specific circumstance? Why not just ask? Some know exactly what they wish
to accomplish and exactly what they want to buy. Many (probably most) will need your help to determine that. The best selling happens in a free exchange of information between the client and the provider. When you create a good dialogue, both of you can better understand the client’s goals, December 2011 | AVPro | 29
AVAcademy
which should also be among your goals. A good dialogue is also friendlier and less threatening. If you want the client to give a full, informative response (or just get them talking) ask open questions which are hard to answer with a word or two. Here are a few examples: • How do people here make presentations now? • What kinds of meetings are held in this facility? • How would you describe the current effectiveness of your training? • What would you like to see done differently or better? Answers to questions like these tell you how your client thinks, how much they know and what they consider important. If you need factual or specific information, ask closed questions, such as: • How many people will attend the general session? • Are there any windows or columns in that room? • When do you expect construction to start? When it’s time to bring the client to your point of view, or persuade them that one of your ideas will work well, ask directive questions. These are questions which suggest their own answer are usually the ones you want to hear. Examples include: • Can you see the added value of a maintenance agreement to protect your equipment investment? • Wouldn’t it be great if everyone knew how to take full advantage of this room? 30 | AVPro | December 2011
If you only master one skill in AV sales, make it effective listening! The best sales reps are always good listeners • Would you get more use out of the plasma screen or the projector and installed frontprojection screen? Questions foster a dialogue, gather important information, get the client involved, persuade more softly than statements. Use them often, use them intelligently. Effective listening If you only master one skill in AV sales, make it effective listening! The best sales reps are always good listeners. Seems obvious, but it isn’t. Many sales reps ask great questions, but don’t listen to the answers and [don’t] use the information they received. Some leave a meeting without good notes and can’t remember what was said. These mistakes can be very costly and are completely avoidable! If you listen really effectively the client will almost always tell you what you have to do or say to get the order! Don’t let the stress of an important client meeting or conversation keep you from good listening. Discipline yourself in every client exchange to: • Keep quiet. You can’t talk and listen at the same time! • Take good notes. Keep them in your client record with dates, names, and other facts. • Clarify what you don’t understand. Ask the client to
elaborate so you don’t draw incorrect conclusions from what was said. • Summarise key points at the end of the conversation, both yours and the client’s. • Don’t leave a meeting or conversation unsure of what was discussed or agreed. • Avoid interrupting the client when he or she is speaking. Listen and make notes. You’ll get your chance to respond! • Avoid distractions. Try to find a quiet, non-distracting place for your conversation whenever possible. • Concentrate on the subject. Try to keep one subject on the table at a time. • Avoid arguing or confronting. You can always come back to points of disagreement. As you listen, try to maintain a cordial tone. • Delay your response. In fact, pause for a few moments before you respond at all to what was said. Often the client will continue and you will learn even more. Poor listening leads to incomplete or incorrect information. That causes confusion or the need to do things twice. If you have good information, your colleagues can help you better and your clients will have more confidence in you. PRO www.infocomm.org
December 2011 | AVPro | 31
AVLive
Creating metal magic Helping Metallica ‘thrash’ down memory lane at Yas Arena, Abu Dhabi, with For Whom the Bell Tolls, the Memory Remains, One, Sad but True, Master of Puppets...was some serious hardware in AV technology creating an intense and visually stimulating concert experience 32 | AVPro | December 2011
Behind the scenes
The Metallica show drew audiences of more than 20,000. Metallica travelled with their own engineer. I would have to say that this show out of all the shows was right up there. They (Metallica) are an incredibly professional touring organisation.The show was polished and perfected to the letter. Lee Charteris, operations director, Flash Entertainment
www.thinkflash.ae
AVLive
Showcasing the sound “ The equipment used was an L’acoustic V-Dosc system. The system consisted of the following: Main system – 72x Lacoustic V-Dosc, 52 x Lacoustic SB218, 18 x Lacoustiic DV Dosc. It was the largest system that Delta had installed for a concert at Yas Arena. As part of our pre-production,
Creating the visuals
“For Metallica, we supplied two, side (IMAG) screens of 9.14m x 5.34m (48.8m2) and a massive upstage centre screen of 22.4m x 8.32m (186.4m2). We used our Lighthouse R7 ER screens for the IMAG side screens and our new Mirage 20mm mesh screen for upstage centre, all of which were suspended from the stage roof. Five Sony widescreen SDI D55 cameras, and two Robo Cams were used to relay the images to the screens, two with box lenses in order to get all the close-ups,
we worked with Metallica’s production sound engineers to ensure that they were happy with the overall system design. We have worked at the Yas Arena many times and find it to be an excellent venue in terms of its acoustics.” Andrew Jackson, director, Delta sound LLC
www.deltasound.co.uk
one in the pit and one with a wide-angle on stage, and the robo cams were placed on stage where a cameraman would be an obstruction. All cameras were mixed through CT’s recently upgraded digital Grass Valley 2ME mixer. Metallica’s production team supplied their own media server and received CT’s mix feeds which were then fed into their system to add effects, that was then was sent to the screens.” Damien McGurn, general manager of Creative Technology-Emirates LLC
www.ctdubai.com
December 2011 | AVPro | 33
AVSound
Untreated reflections
Treated reflections
Improving intelligibility in the multi-function room From identifying the problem to selecting the right material, audio designers are well equipped to solving 80% of the acoustic problems, writes Peter Janis of Primacoustic
Peter Janis is the president of Primacoustic (a division of Radial Engineering ltd.) and has been involved with designing and supplying acoustic materials for over 20 years.
34 | AVPro | December 2011
For many audio professionals, installing a sound system is as easy as looking at the space, determining where the optimal position for loudspeakers will be, choosing the right dispersion angle and then hanging the boxes. Ask the same pro about acoustics – he will immediately draw a blank face and divert the question to a specialised acoustician. But just as there are venues where exhaustive studies may be needed such as designing
a multi-delay clustered sound system in an arena, the science of acoustics spans from basic to complex. We leave the concert halls to acousticians. What we are talking about are regular multi-function rooms. In most cases the audio designer is very well equipped to solving 80% of the problems that exist and basic solutions are actually quite simple and effective. Identifying the problem It is easy to identify the problem.
AVSound
Untreated reflections
If you are in a restaurant and have to yell across the table, the room is over excited. If you are in a house of worship and you cannot distinctly hear each word, the reverberation decay time (RT) is too long. If you are at the receiving end of a video conference and cannot make out the conversation, the room needs acoustic treatment. Clap your hands once... if you hear a series of distinct echoes that last over a couple of seconds, you have a problem. And increasing the size of the PA will not make the problem go away. In fact the more informed commercial integrators have come to the conclusion that unless the acoustics in the room have been resolved, they will often refuse to do the job as they already know the client will not be satisfied. Start by picking the easy fruit
acoustics, the same applies. There is very little you can do with bass, but you can easily control mid and high frequencies. In order to achieve reasonably good intelligibility (our ability to comprehend what is being said), reducing the reverb decay
In order to achieve reasonably good intelligibility (our ability to comprehend what is being said), reducing the reverb decay time (RT) below one second, is required When you select a loudspeaker, a major deciding factor is the mid and high frequency horn’s dispersion angle; not the bass. Bass is omni-directional, particularly below 300Hz. All of the ‘information’ is in fact in the mids and highs, therefore controlling these is paramount to achieving good sound. With
time (RT) below one second, is required. This is primarily done using absorptive materials. As a rule of thumb, applying 20% to 30% wall coverage will result in vastly improved acoustics. Panel placement is done by applying basic vector analysis and common sense. Mid and high frequencies are very directional. December 2011 | AVPro | 35
AVSound
Fiberglass vs foam
Therefore hard walls on the sides and the back of the room are the primary surfaces that need to be treated. When sound echoes off a nearby wall, it arrives a few milliseconds after the original sound. This makes it difficult for our brains to interpret what is being said. By reducing the amplitude of the reflected sound, you immediately improve intelligibility. The more coverage you apply, the shorter the decay time. Common sense will tell you that you cannot put panels over windows or doors... Selecting the right material for the job When designing a PA system, the quality of the speaker will determine the dynamic range, distortion and clarity. You can ‘view’ the frequency response by looking at a graph. With acoustics it is the same. The graph is known as the absorption 36 | AVPro | December 2011
When you select a loudspeaker, a major deciding factor is the mid and high frequency horn’s dispersion angle; not the bass. Bass is omni-directional, particularly below 300Hz coefficient. A value of 1.00 is 100% at a given frequency. The higher the density and thicker the absorptive panel, the more bass you will absorb. For the most part, high density 6lb glass wool is the preferred choice. 1” thick (2.5cm) is usually selected for voice while thicker 2” (5cm) thick panels will absorb more bass and therefore preferred when music playback is involved. One should stay away from foam type panels for two reasons. Firstly, low density foam (usually about 1lb) is not effective in the mid range and therefore will cause the room to sound muddy. Further, glass
wool is a material that is widely used in commercial construction and therefore will pass fire testing. One should check to make sure that class-A or class-1 designation (or equivalent) has been independently tested to ensure safe deployment in public places or commercial buildings to meet local building codes. Turning a bad room into a functional one is not difficult. And after you get a couple under your belt, you will quickly discover that fixing the room acoustics will lead to a better overall experience for everyone. PRO www.radialeng.com
December 2011 | AVPro | 37
AVEvents
First InfoComm MEA event creates positive buzz With a visitor figure reportedly exceeding 12,000 by the end of the five-day show, the inaugural InfoComm MEA (IFMEA) held alongside Gitex Technology Week from 9-13 October 2011, was lauded by regional stakeholders in the AV industry. More than 70 pro AV manufacturers and suppliers from 16 countries participated in
InfoComm MEA 2011. IFMEA will return with a bigger show next year in a shorter, three-day version within a dedicated area alongside Gitex. A reported 90% of this year’s exhibitors have rebooked their space for the 2012 event, scheduled from 14-16 October 2012. Companies such as Extron, Crestron, Mitsubishi,
Sharp, Jupiter, Samsung, Venuetech, Wolfvision, Hitachi, NEC, AMX and Arrive System, among others, have re-booked their booth space; while Sony and Vtron who missed this year’s show have also reserved a booth for the 2012 event. For more images and comments, visit our website at www.broadcastprome.com
Richard Tan, GM of InfoCommAsia: “We are heartened that the pro AV industry has shown resilience and kept its focus on growing the industry and markets.”
Exhibitors created the ‘wow’ factor for visitors Alistair Duthie of Mitsubishi Electric Europe: “There’s been good traffic flow and quality visitors who are clear about the products and services they are looking for.”
Rohit Lohia of Arrive System: “This has been an exceptionally busy InfoComm – our stand has generated a lot of buzz.”
38 | AVPro | December 2011
Gautam Chakrabarty of Sharp ME: “The addition of Infocomm to GITEX has paid dividends, with an increased interest in our new products and solutions from AV industry professionals.”
Brady O. Bruce of Jupiter Systems. “We have met with top-notch integrators, as well as key figures in government and the private sector, working on specific and substantial projects.”
AVEvents
Dynamic events to highlight industry trends at ISE 2012 Initiating a new addition to its line-up of pre-show activities, Integrated Systems Europe (ISE) will feature as keynote speaker on Monday 30 January 2012, Gerhard Schulz, senior VP Central Europe, Ingram Micro. Schulz will unveil his vision for how the electronic systems integration community can respond to the challenges posed by the transition from analogue to digital. In his ‘Blueprint for Business Growth in the Digital Age’, Schulz will demonstrate how Ingram Micro, the world’s largest technology distributor, has broadened its offering to become not just a supplier of products but a valued partner to manufacturers, integrators and resellers throughout the world. “The convergence between AV and IT is not an event on our horizon, but a contemporary reality that will be in evidence on almost every exhibitor stand at ISE 2012,” comments Mike Blackman, managing director, Integrated Systems Events. ISE 2012 to host inaugural Dynamic Events conference Underlining its commitment to providing new forms of market intelligence and thought leadership in fields connected to its hugely successful tradeshow, Integrated Systems Europe is to host the inaugural Dynamic Events conference in Amsterdam on Monday 30 January. Dynamic Events is a new conference dedicated to the
Europe’s largest tradeshow for the professional AV and electronic systems industry is expected to draw over 750 exhibitors and more than 35,000 attendees to its Amsterdam RAI location use of lighting, sound, video and staging technologies in large-scale entertainment and sporting environments. The 2012 edition will focus on international ceremonies which receive a global televised audience and which, because of their scale, their need for creative innovation and their mission-critical nature, pose particular challenges to the event community. An outline programme for Dynamic Events 2012 is available now. The day will begin with a keynote speech from Ric Birch, CEO of global ceremonies production company Spectak, with a series of subsequent panel discussions focusing on video and projection, audio, and lighting
design. Confirmed panellists for these discussions include Gary Hardesty, chief designer and project manager for audio systems at the Beijing Olympic opening and closing ceremonies; Ross Ashton, the man responsible for pitch projection at the closing ceremony of the South Africa World Cup; and Durham Marenghi, lighting designer for the Beijing Olympic handover ceremony. PRO
Event details Integrated Systems Europe 2012 Dates: 31 Jan 2012 – 2 Feb 2012 Venue: Amsterdam RAI, NL Website: www.iseeurope.org
December 2011 | AVPro | 39
AVGuest
“Steady growth in digitalisation in hospitals” The hospital display sector is fast growing as all countries in the region upgrade their healthcare infrastructure, says Ian Gobey, general manager, Middle East, for NEC Display Solutions Would you agree that the operating room (OR) is the growth sector within hospitals as far as AV is concerned? Yes it is a growth sector within the hospital sector. In the Middle East, however, this information is still relatively unclear but the hospital display sector is definitely fast-growing as all the countries in the region upgrade their infrastructure. The Saudi Arabian government announced that its population is projected to increase to 27.6 million people by 2013, and has proposed to restructure its existing 218 government hospitals into private enterprises. What are hospitals looking for in the OR? How has AV evolved in this area over the years? With sophisticated procedures like endoscopy gaining popularity in the ORs, surgeons need to have vital information including video imaging to help make important life-changing decisions. With the expansion of the use of digital aids in the hospitals, clarity of display is quite important. How can AV technology help in reducing infection and 40 | AVPro | December 2011
camera and display is useful to help in teaching and transmitting information and promoting immersive learning. These are not common or as popular as yet. In situations like the OR, it is also useful for equipment to be available in a fan-less design and with a hygienic coating to reduce the risk of infection. Our system integrators usually work with the project designers to ensure that the right kind of equipment is supplied – one that works well with existing or planned infrastructure.
“The Saudi Arabian government...has proposed to restructure its existing 218 government hospitals into private enterprises” Ian Gobey, general manager, Middle East, for NEC Display Solutions
in transmitting information quickly as well aid the instructional environment within hospitals? As a display company, we feel that a screen with multi-video source and video switcher is probably one of the best technologies to provide access to necessary information quickly. 3D surgical
How advanced is the MENA region in terms of AV solutions in the hospital sector? This region is still nascent in terms of technology, but with the governments investing in the local infrastructure in the healthcare sector, we foresee a slow but steady growth in digitalisation in hospitals. PRO
HS - 600 -
Light weight Hand Carry Studio
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SE - 2800
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HDR -50 0 -
19” rackmount HD/SD Broadcast Recorder
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