CEDIA Communicates Magazine - Quarter 1 2020 - EMEA by CEDIA

EMEA | QUARTER 1 2020

MEET THE 2020 CEDIA BOARD INSIDE A CEDIA AWARD WINNING CINEMA ALL YOU NEED TO KNOW ABOUT ISE 2020

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CONTENTS

at ISE 18 CEDIA What to expect at the show this year

Road 30 Coral A CEDIA award-winning home cinema

it in Writing 34 Get The importance of documentation

Awards 42 CEDIA How to market your award win

CEDIA 10 IAnAM interview with Richard Colman

Audio 40 Immersive A look at Dolby Atmos Music

Board 14 CEDIA Meet the new CEDIA Board of Directors

Your Profit 50 Increase What's hiding in your profit column?

Exhibitors 20 ISE Product launches at the 2020 show

On! 52 Game Opportunities that gaming offers integrators CEDIA COMMUNICATES

A NEW LOOK Welcome! You’ve likely noticed that CEDIA Communicates seems a bit different this issue. We’ve given the publication something of a facelift — after all, while the world rings in 2020, CEDIA has begun its fourth decade of existence. We thought it was a perfect time for a new look. What hasn’t changed? The quality of the articles inside, and the incredible amount of information that you’ll find useful in your business. The notion of a new look extends well beyond Communicates as we begin 2020. You’ve heard quite a bit about the strategic plan that CEDIA’s implementing, I’m sure. To that end, all of our digital touchpoints are getting a makeover, too.

CONTACT 8475 Nightfall Lane, Fishers, Indianapolis, Indiana, 46037, USA Email: info@cedia.org Telephone: +1 800.669.5329 Unit 2, Phoenix Park, St Neots Cambridgeshire, PE19 8EP, UK Email: info@cedia.co.uk Telephone: +44 (0)1480 213744 www.cedia.net

SOCIAL

FRONT COVER BNC Technology 16 Skeen Boulevard, Bedfordview, Johannesburg, 20070 Gauteng, South Africa

Stay tuned for updates as we prepare to roll out the new CEDIA website. Actually, it’s becoming much more than a “website,” really — it’s a way to access all of your resources as a valued member. From a revamped educational platform to a place where you can find our latest research, TCD updates, white papers, podcasts, and everything else, the new CEDIA.net will have it all covered. There are micro-sites linked to that location, too: Have you seen our new Awards site? If you haven’t, I urge you to take a peek at cediaawards.org. And as 2020 progresses, you can stay up to date on everything we’re doing at cediastrategy.com. Of course, feel free to stop by and say hello at the CEDIA booth at ISE — I’d be happy to give you an update in person. (You’ll find more on what’s happening at the show in the pages that follow.) Thanks for reading — and, as always, thanks for being part of CEDIA.

COPYRIGHT All material in Communicates is the copyright of CEDIA and any reproduction of said material would require written permission from the publisher. Although every effort is made to ensure the accuracy of content published, CEDIA cannot accept responsibility for any factual errors that may occur. CEDIA cannot accept responsibility for the veracity of claims made by contributors.

CEDIA COMMUNICATES

Tabatha O’Connor CEDIA Global President and CEO

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NEWS IN BRIEF Jenn McGuire to Lead CEDIA Global Member Services Department CEDIA has named Jenn McGuire as Global Member Services Manager. The promotion elevates Jenn to the head of the global organisation's membership department. She will remain based in the CEDIA EMEA office in the United Kingdom. "Jenn has been with the organisation for four-and-a-half years and brings a wealth of experience, knowledge, and excitement to the Global Member Services Manager position," says CEDIA Managing Director of EMEA, Matt Nimmons. "As the lead in the launch of our successful Member of Excellence programme, Jenn's focus on providing the highest level of service to our members was on display. She has a keen grasp of the global reach of our organisation and brings great energy to the massive opportunities available to connect with members and industry contributors. We're thrilled to have Jenn continue to serve CEDIA in this leadership role." Jenn joined CEDIA in 2015, initially focussing on outreach in the EMEA office. In her new role, Jenn's responsibilities include managing the global membership team and all of its initiatives.

Michael Sherman Named 2019 CEDIA Young Professional of the Year CEDIA has announced Michael Sherman as the recipient of the 2019 CEDIA Young Professional of the Year award. Michael is the owner and director of Henri, a CEDIA Member of Excellence company based in France. The honour recognises Michael as an emerging leader who is making an impact on the home technology integration industry. The award is designed to elevate and celebrate the innovation and entrepreneurial spirit of industry professionals under the age of 40. “This honour highlights Michael’s exceptional dedication to his craft and to the entire industry,” says CEDIA Global President and Chief Executive Officer, Tabatha O'Connor. “Through his long-time CEDIA membership and contributions to highprofile roles like the EMEA Board of Directors and the Membership Advisory Council, Michael personifies the spirit of the award. The future of our global industry is brighter with Michael a part of it.” Michael joined Henri — a company founded by his grandfather in 1961 —more than a decade ago. The integration company has grown over the years to include offices in two cities, Paris and Cannes, and 40 employees. Henri has been a CEDIA member since 1999. Michael was recently named Entrepreneur of the Year in the greater Paris area by the France Chamber of Artisans. Throughout his career and involvement with CEDIA, Michael has championed the expansion of the association’s global presence. He has also served as a judge for the CEDIA Awards selection process.

CEDIA COMMUNICATES

UK Tech Summits CEDIA has announced details of its UK Tech Summits programme, with three events taking place in 2020. These free, must-attend events will combine educational sessions, practical business development, and networking, bringing together professionals from across the industry. Tech Summits 2020: • London: Business Design Centre – 31st March • Edinburgh: GTG Training Centre – 2nd June • Leeds: Leeds United FC – 15th October These events will include training sessions, presented by trade supplier members. Visitors will also have the opportunity to network with manufacturers and distributors in the exhibition zone. Further details will be announced shortly. cedia.net/techsummits

1,000 EMEA Members

Road2London2020 Stuart Burgess, Managing Director of Just Add Popcorn, has set himself a challenge — run seven races in six months to raise money for Children with Cancer UK. Titled Road2London2020, this challenge sees Stuart take part in a series of half and full marathons around Sussex, before taking part in the London Marathon in April 2020. “Sitting watching the London Marathon on the TV in 2019, I decided that I’d like to give that a go in 2020, and I wanted to do it to raise as much money for a cancer charity in the memory of my cousin, Laura, who sadly passed away in 2011, aged 23. Laura was an awesome person and in the limited time she was on this planet, touched many people’s lives with her kind nature and love for animals. I reached out to Children with Cancer UK and they fortunately gave me a place in the London Marathon for 2020. However, as anyone who knows me knows that whilst running a marathon is a challenge, I could not just simply do the one run. I decided I wanted to create a plan that will challenge me and keep me focussed, which is how I have ended up tasking myself to run seven races in six months — although it might be eight if I raise more than £6,000 one week before the London Marathon as I will then do the Brighton Marathon. I am four races in and it is going well, but there is still a long way to go with regards to reaching my target of £6,000. Thanks to everyone who has donated so far — it is very much appreciated.” Running schedule as follows: · 9th November 2019 - Bexhill Poppy Half Marathon (Completed) · 23rd November 2019 - Rye Winter Chase Marathon (Completed) · 8th December 2019 - Goodwood Half Marathon (Completed) · 25th January 2020 - Lee Valley Half Marathon (Completed) · 23rd February 2020 - Brighton Half Marathon · 29th March 2020 - Hastings Half Marathon · 19th April 2020 - Brighton Marathon (if I raise more than £6K one week before this date) · 26th April 2020 - London Marathon

CEDIA is excited that it has reached (and surpassed) the milestone of 1,000 members in the EMEA region. Over the last year, the association has seen a number of different company types become members — electricians, retailers, aerial installers, new and established integration businesses, and industry related professionals. “I am a new entrant to the home technology industry having made the move from an electrical background,” commented Louise Tarling – Louise Tarling Electrical. “I joined CEDIA for the training and networking opportunities. I’m really pleased with how my knowledge has increased, the new skills that I have gained, and how much my business has progressed in my first year of CEDIA membership. CEDIA has given me the confidence to expand and invest.” cedia.net/cedia-membership

To donate, visit uk.virginmoneygiving.com/road2london2020

CEDIA COMMUNICATES

CEDIA's Strategic Initiatives

In February of 2018, CEDIA rolled out the strategic plan that prioritised the work of the association over the following three years. The plan aims for significant advances and leadership in three key areas: education; increasing professionalism through standards, guidelines, and best practices; and deeper engagement and partnership with the design and build community. Here are some highlights of the progress weâ&#x20AC;&#x2122;ve made in 2019.

EDUCATION AND CERTIFICATION People trained in-person to-date: 11,927 in 14 countries

2,269 online classes from 26 countries Total Certifications Held: 1,251 Certifications Exams Taken: 312 6

CEDIA COMMUNICATES

NEW Certifications Earned: 218

WORKFORCE DEVELOPMENT

INDUSTRY PROFESSIONALISM

CEDIA spearheaded a SMART HOME TECHNICIAN apprenticeship programme

Podcast: 52,000+ unique downloads in 2019

Framework approved for delivery

Up to Â£9000 funding per apprentice Now raising awareness to colleges to prepare for delivery

Five new white papers in 2019

ANSI: Pursuing ANSI accreditation to become an independent Standards Development Organization, to be completed in 2020

DESIGN AND BUILD PROS OUTREACH $835,696 Earned Media Value Media Impressions: 64.7 million Design and build pros reached by Outreach Instructors: 2,637 NEW CEDIA Outreach Instructors: 119 CEDIA COMMUNICATES

GLOBAL CONNECTION

Members in 79 countries

Awards Stats: 23 countries 223 entries 143 entrants

MEMBER BENEFITS YEAR-ROUND NETWORK OPPORTUNITIES From CEDIA Expo to ISE and the 22 regional Tech Summits coming in 2020, CEDIA connects you to thought leaders and industry peers.

PROPRIETARY RESEARCH Members have access to CEDIA's research, including the annual Size and Scope report, free of charge.

For more details on our strategies please visit our all-new website at cediastrategy.com

CEDIA COMMUNICATES

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Richard Colman Luxe Smart Homes

I AM 10

CEDIA COMMUNICATES

Tell us about how you got to where you are now?

I entered the industry with some experience on building sites through managing projects and renovations, knowledge of working with other trades, and familiarity of how things should look in the end. But the technical side was where I was struggling at the beginning. I visited the Homebuilding & Renovating Show and listened to a CEDIA member talking about smart wiring. I joined CEDIA as an individual member in 2017 — I think I was the first person to join in that way. I completed as much training as I could at the beginning to get me up to speed. After a bit of work experience, I formed Luxe Smart Homes in 2017 and I was then able to join as a Home Technology Professional member. And this year, I became an Advanced Member. It’s been a very steep learning curve, but I can honestly say that all the education I did has paid off.

So, it’s fair to say that education has played a big role over the last few years?

Absolutely — both CEDIA training and thirdparty courses. But what I also take away from education sessions is the contacts that I make. At a recent course, I was next to a guy who has been installing cinemas for 20-30 years. He was toe-to-toe with the trainer and my mindset was: “This is where I want to get to.” We swapped numbers as I said to him that if I had any cinema projects, I’d look to bring him

in to support me on the install. This is how you can get more out of training.

What have been your priorities over the last two years? I’m coming into my third year now as a CEDIA member. The first year was all about education and the second year was about completing the CEDIA Outreach Instructor (COI) course. With some CPD experience under my belt, I’ve decided to reach out wider than just architects, interior designers, and property developers. I now also focus on builders and electrical contractors. There are some big local electrical contractors who need to have a specialist for what I do.

With architects, you could be looking at a twoor three-year journey before a job comes out of it, and it can be difficult to keep that contact going for so long. I previously did a LinkedIn campaign to build my connections with architects, but nothing came from it. A year later, I got a message from one of them saying, “I’ve got this project and it’s really large, it’s 15 acres, and the clients want some tech.” So, it is important to connect with this audience, but you also need to think about linking up with professionals who will have immediate projects for you to work on, not ones much further down the line.

What has surprised you about this industry?

I thought that a lot of IoT devices would be the products for the technology integrator. I now know that this isn’t the case — we don’t install

CEDIA CEDIA COMMUNICATES

How do you think your clients would describe you?

Reliable, approachable, genuine, and has integrity. I always deliver on time, to budget, and in the agreed timeframe. I’ve never worked with a client who’s not been happy with what I’ve achieved for them. Even with the difficult ones, I’ve kept going until they’re happy. Going the extra mile for clients pays off the long run. I’ve experienced it.

What would you say is your unique selling proposition?

It’s the closeness in the service that I offer, and the high level of work that I do. I am selective as to who I work for. I want to maintain my USP, so I tend to not travel further afield for work. I’ve learnt to find the clients who I want to work with.

that type of product. However, they do whet the appetite of the public. You get technology enthusiasts who want to go up to that next of working with a professional for an integrated solution, and these are the ones who have the purchasing power to do so. I’ve heard people talk about the do-it-for-me market and have seen companies that just go down that model. I don’t think it’s sustainable, as you’ll have a huge base of customers who could potentially call you up because something’s not working. It might be for something as frustrating as their phone being on silent and they could not hear the doorbell ring.

Why is CEDIA membership important to you?

At every stage, I’ve been progressing forward, and that is what’s driving me as I can see the hard work is paying off.

How do you balance the installation work with running the business?

I bring in subcontractors to help me do what I would say is the heavy lifting, while I do all the design, programming, and maintenance work. This model works well for me. I’ve found that there are experienced professionals with the capacity to take on extra work between projects, so I tap into a healthy talent pool when required. I’ve found a trusted group of subcontractors through Instagram and through meeting people at various training courses.

CEDIA COMMUNICATES

What’s been your highlight over the last three years? I’ll be honest, I’m living the highlight. I’m not looking back at anything that I’ve done thinking, this isn’t right, or this isn’t how I wanted it to be. At every stage, I’ve been progressing forward, and that is what’s driving me as I can see the hard work is paying off. Because I’ve worked in the banking industry in the past, I’m hardwired to a 60-hour week and I enjoy working those hours. But it is important to have a work-life balance.

I’ve had some coaching along the way, and that’s all been really positive. The metrics that I’ve seen of where I’m going, what I’ve been doing, and the leads that I’m getting, it’s all going in the right direction — I’ve already completed 32 projects. Hopefully it’ll continue and in a couple years’ time, I’ll be telling you more of the same, but bigger.

How do you demo to your clients?

I use the AWE show apartment in Epsom to demonstrate a cinema setup. I am a Control4 dealer, so when I want to demo their systems, I bring clients to my own home or to previous projects.

If you can say that you are a part of a professional body and certified by the global trade association rather than just someone who knows “stuff,” other professionals — designers, architects, builders — are more likely to have a conversation with you, pick up the phone to you, or read your email.

What would you have said to yourself when you started that you now know?

luxesmarthomes luxesmarthomes.co.uk

That’s a good question. I would’ve said throw yourself into this industry even earlier than I did, as when you do, you either sink or swim, and I was always going to start swimming.

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EXECUTIVE COMMITTEE

MEET the

BOARD

Rob Sutherland Chairperson Inspired Dwellings, Ltd. London, England

David Weinstein Chairperson-Elect (Appointed) Lutron Electronics Co., Inc. Coopersburg, PA, USA

As Managing Director and Co-Founder of Inspired Dwellings, Rob Sutherland has built his company and reputation through the smooth and transparent delivery of projects. With more than 20 years’ experience managing in the private sector and a comprehensive background in corporate IT, Rob has personal experience project managing extensive global infrastructure projects for large corporations (BP, BT, and M&S).

David Weinstein is Lutron’s Vice President of Residential Sales, responsible for leading sales across the company’s consumer-facing channels. His work with Lutron has included roles as Senior Sales Manager, Sales Director, and Sales Vice President. Prior to Lutron, he was employed at Yusen Associates, where he rose from salesperson to president.

John Buchanan Treasurer (Appointed) Meridian Audio Limited Huntingdon, Cambridgeshire, UK

David Humphries Immediate Past Chairman Atlantic Integrated Rockleigh, NJ, USA

Appointed CEO of Meridian Audio in 2014, John Buchanan is an honours graduate of the University of Strathclyde and has 20-plus years of international business experience working with market-leading professional audio and consumer electronics companies. John is married with two daughters. His interests away from work include rugby union, cycling, and golf.

Dave Humphries founded Atlantic Integrated in May 2003. His prior experience was with Lutron Electronics over a 15-year career. Dave has served as CEDIA Chairman-Elect and Board Treasurer, is the past president of IPRO, and is a veteran of the United States Air Force.

After this year’s global elections, here’s your newlook CEDIA Board for 2020-2021.

CEDIA COMMUNICATES

THE CEDIA BOARD

Melanie Malcolm Secretary Bespoke Home Cinemas Leeds, Yorkshire, UK Melanie Malcolm will finish out her current, appointed term on the CEDIA Board of Directors through the end of the year before beginning her elected director term. In 2016, Melanie was elected to the CEDIA EMEA Board, and she helped with CEDIA's global alignment process. An active volunteer, she has served in roles including Strategy Advisory Council (SAC) chair for global accessibility, chair of the Smart Home Apprenticeship Trailblazer Committee in the UK, and CEDIA Awards judge for the EMEA region.

Tabatha O'Connor Ex-Officio CEDIA Indianapolis, USA Tabatha O'Connor serves as an exofficio, voting member of the CEDIA Board by virtue of her position as Global President and CEO of CEDIA.

Peter Aylett Archimedia Dubai, UAE

Jamie Briesemeister Integration Controls St. Louis, Missouri, USA

Peter Aylett has been in the industry for 28 years and currently serves as President and CTO of Archimedia, which has been honoured with five CEDIA Awards over the past four years. Peter has been teaching on behalf of CEDIA for 19 years and served as the director of professional development in the CEDIA EMEA office from 2005 until 2011 when he joined Archimedia. Peter was the recipient of CEDIA’s 2014 “Training Volunteer of the Year” award and was the 2015 EMEA “Special Recognition” award recipient. He is CEDIA ESC-D and ESC-N, ISF-, and HAA-certified.

An avid speaker, Jamie Briesemeister often participates in panel discussions, presenting informative sessions, and offering Continuing Education Units to architects and designers. She serves as an advocate for collaboration in the design/build process and has written for Connected Design and Residential Tech Today. Jamie is a CEDIA Outreach Instructor (COI), volunteer, member of the Industry Relations Advisory Council, and previous chair of the Professional Development Advisory Council.

Alex Capecelatro (Appointed) Josh.ai Denver, Colorado, USA

Michael Cogbill ETC West Palm Beach, FL, USA

Alex Capecelatro is Founder and CEO of Josh.ai, a voice-controlled home automation system with a focus on artificial intelligence. Alex started his career as a research scientist for NASA, the Naval Research Lab, and later Sandia National Laboratory. He then ventured into consumer technology, first with electric car manufacturer, Fisker Automotive, and then through founding two social software products "At the Pool" and "Yeti" with members in more than 120 countries.

Michael Cogbill is recognised internationally as an authority in the field of home automation and integrated home systems. His professional career spans over 40 years as an engineer, manager, and entrepreneur. Currently, he serves as VP of engineering at ETC, a leading technology integrator in South Florida. Michael has been with ETC since 2006. Throughout his varied engineering career, he has worked in defense and aerospace systems, founded two companies, and has always been a passionate advocate of CEDIA. CEDIA COMMUNICATES

THE CEDIA BOARD CONTINUED

MEET BOARD the

CEDIA COMMUNICATES

Albert Mizrahi SmartLab Naucalpan, Mexico Albert Mizrahi started his career in the industry as Director for Control4 Mexico. During his time with Control4, he opened the first Control4 experience centre in Mexico, and the centre has since been replicated worldwide. Six years ago, Albert opened Smart Lab, an integration company that specialises in residential, commercial, and hospitality projects. His work has won multiple accolades including CEDIA Awards. A year ago, Albert opened his own distribution company. He is a Dealerscope 40 under 40 honouree and has won the Control4 international distributor of the year award five times.

Bill Skaer Bill Skaer and Associates LLC Mesquite, Texas, USA. Bill Skaer, a former U.S. Air Force management analyst, has served as a CEDIA volunteer and is a seven-term previous board member. In 2006, he received the CEDIA Lifetime Achievement Award. Bill has also been named CEDIA Volunteer of the Year, CEDIA Fellow, and spent nearly two decades as CEDIA Ethics Committee chairman. He co-founded Eric Grundelman's Cool AV, an electronic systems contracting company, and is a CEDIA Founding Member. In 2014, Bill sold his interest in the company, pursuing a career in consulting and manufacturing, as he founded his own technology integration company.

Joe Whitaker Thoughtful Integrations Clayton, MO, USA

Amanda Wildman TruMedia Ada, Michigan, USA

Joe Whitaker has over 20 years of experience in home systems installation and design and is an award-winning product designer and inventor. Joe is an active contributor for industry press and sits on many product award judging panels. He is currently Principal of the integration firms, The Thoughtful Home (Residential) and The Thoughtful Restaurant (Hospitality), operating in St. Louis, MO, and Dallas, TX.

The former chair of the CEDIA Professional Development Advisory Council, Amanda Wildman is also a member of the CEDIA Workforce Development Working Group. She has served as a member of the Business Working Group and has assessed, assisted, and taught courses at CEDIA Expo. Amanda earnt her CEDIA Outreach Instructor (COI) certification in 2014. She is on the board of the Home Builders Association of Greater Grand Rapids and has been secretary and associate member vice president. The Calvin College graduate founded a Finished Trades Group in her city that develops relationships among local trade contractors and builders, designers, and architects.

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CEDIA AT ISE 2020 CEDIA has created an actionpacked ISE programme that will allow visitors to learn, discover, and be inspired. Here’s a brief rundown of what you can expect at the show this year.

Cybersecurity Workshop The CEDIA education programme will kick off with a Cybersecurity Workshop, which will provide an in-depth look at the concepts of network security and privacy. Taking place on Monday 10th February, Jeff Sonnleitner, a professional network and security instructor with over 35 years’ experience, will deliver content to help integrators understand how hackers think and the tools they use, as well as how to protect against these threats and create cybersecurity policies for your business.

CEDIA Education At the heart of CEDIA is its commitment to provide individuals with high-quality education and training at every level. In the fast-developing world of technology, professionals must constantly update their skills — whether it is learning about the future of video resolutions, dealing with direct LEDs, or understanding how to design AVoIP networks. CEDIA’s education programme at ISE, which this year is powered by KNX, will help delegates achieve this. CEDIA will be hosting around 40 courses over four days at ISE. These sessions put great emphasis on business and technical training, and with a group of global industry experts presenting these courses, attendees will walk away with insights, advice, and increased knowledge on important industry topics. CEDIA’s All Access Training Pass gives attendees unlimited entry to CEDIA educations sessions during the show (excluding Monday’s Cybersecurity Workshop). Available at €325 for members, and €400 for non-members.

CEDIA COMMUNICATES

CEDIA will be hosting around 40 courses over the four days at ISE.

CEDIA Talks The popular CEDIA Talks will provide short, insight-packed sessions to introduce attendees to key topics in the industry. Hosted on the CEDIA booth, expect to find out what developments are making headway in the industry, both now and in the years ahead, and discover the answers to the all-important questions vital to your business.

Main Stage CEDIA will also be running presentations and panel discussions on the ISE Main Stage throughout the show, focussing on subjects such as 5G and Edge Computing, Human Centric Design, and Wellness and Biophillia. These sessions are completely free to attend with no booking required, giving attendees the flexibility to join at any time.

Design & Build Conference ISE_Show iseurope.org

New for ISE 2020 is the CEDIA Design and Build Conference, which is sponsored

by Control4. The event will include CPD accredited talks, a panel discussion, and a guided tour of ISE 2020, helping design build professionals to understand how the latest technology can be seamlessly integrated and concealed into the home to add more to the client's experience, without compromising on design.

AV Career Day At ISE this year, AVIXA, CEDIA, and ISE are teaming up to provide young people with a gateway to the AV industry. The AV Career Day, which takes place on Thursday 13 February, is designed to inform, excite, and inspire young people and educators, and to promote greater awareness of AV careers. It also aims to build bridges between schools and industry companies seeking qualified talent. CEDIA will be bringing a number of students from the University of Liverpool to the show. You can find out more about CEDIA, the education programme, and membership benefits by talking to one of the team on stand 1-E20. CEDIA COMMUNICATES

Members on Show at ISE 2020 2N (5-S135) 2N recently became an official Crestron Integration partner. With easy integration of 2N IP video door stations in Crestron smart home system, 2N make entry access more secure and worry-free. After having implemented Crestron Rava® SIP protocol, all 2N IP intercoms integrate intuitively with Crestron TSW-X60 Series touchscreens to provide a premium video intercom solution that also seamlessly integrates with any electronic door locks. Subsequently, residents can answer a video call on their indoor Crestron panel and remotely open a door by one simple click on the screen. Crestron touchscreens deployed with the Crestron Pyng® OS 2 operating system will instantly recognise 2N IP video intercom with firmware 2.25, so they can be added to the Crestron smart home system without the need for complex programming. A custom programming option is also available for deployment of more advanced functionality. 2n.cz

Amina Technologies (1-N15) At this year’s ISE, Amina Technologies will be showcasing yet another advancement in DML Invisible sound technology. Unlike any conventional speakers, Amina Technologies has honed its craft in loudspeakers to produce clear and room filling sound that is akin to a musical instrument. The Edge-i upgrade delivers an innovative new excelsior driver, generating smoother low frequency extension, increased power handing, and an astounding sensitivity of 90dB @ 1 watt/1 metre including finish. The result is a dynamic, engaging listening experience that is designed to suit those looking for room filling quality and an uninterrupted interior. aminasound.com

Barco (Room E107) Bragi Cinemascope produces a stunning, wide and extremely consistent colour gamut and a rich, vibrant colour rendition. Low noise, with up to 50,000-hour life expectancy, 9

CEDIA COMMUNICATES

Images clockwise from top left: 2N, Amina Technologies, Barco, Crestron, & Control4

lens options, and close to unlimited installation flexibility. Bragi CS delivers the ultimate and by far the best in image quality for smaller dedicated home cinema rooms Barco has ever seen, built, or experienced before. In short, it is the best picture quality ever shown at this level. Visit Barco at ISE in sound room E107 to experience Bragi Cinemascope. barcoresidential.com

Control4 (10-N130) Debuting internationally for the first time at ISE 2020, the Neeo Remote from Control4 is a sleek, intuitive touchscreen remote that delivers highly refined control of home entertainment experiences through the powerful Control4 Smart Home OS 3 platform. Neeo is a revolutionary product that brings elegance and simplicity to household entertainment, while also providing a premium interface. By leveraging the power of OS 3, customers

can easily arrange their “Favorites”, so they have fast access to the things their family uses most. control4.com

Crestron (2-C20) Responding to market demand for standards-based AV-over-IP solutions, Crestron worked with Intel to create the plug-and-play DM-NVX-D80IoAV network decoder. The Open Pluggable Specification (OPS) based device instantly transforms displays from the world’s largest manufacturers into native DM NVX™ AV-over-IP endpoints, enabling delivery of flawless 4K video and audio across any size network. The D80 plugs into the OPS port and is powered by the display. With its ability to integrate with the Crestron XiO Cloud™ service, the DM-NVXD80-IoAV enables system managers to control each display from one centralised location. crestron.com

D-Tools, Inc. (1-N80) D-Tools’ robust on-premises software solution, System Integrator (SI), is designed to cater to the specific needs of system design and installation firms. SI allows companies to stay within a single software environment and streamline project workflows, from sales and budgeting, through to design, installation, and on-going service, leading to improved operational efficiencies and increased profitability. The latest update to System Integrator (version v13) now provides valuable productivity enhancements, including service plan sales and management, supplier pricing, payment processing, and more, to help further streamline business processes for system integrators worldwide. d-tools.com

Draper (Room F001) How does ALR technology work, and when is an ambient light rejecting screen appropriate? During ISE 2020, Draper Group will be making several presentations on ALR and other projection topics, plus providing training on Draper solutions. The company will also be presenting solutions from DVIGear and Connectrac, for whom Draper Group is UK distributor. draperinc.co.uk

Elac (5-V120) The Elac Discovery server solves one of the biggest hurdles in computer audio: the computer. It offers the power of a music server without the need for a laptop or desktop computer. Enjoy local and streaming music, rich multi-dimensional metadata and multi-room audio — with support for multiple synchronised zones. All with the Roon Essentials interface that anyone can master in a few minutes. elac.com

Faradite (9-A157) At ISE 2020, Faradite will be showcasing its complete range of smart home accessories, including the discreet Motion Sensor 360 range and the beautiful range of TAP switch plates. Visitors will be amongst the very first to see the brandnew IP rated motion sensor — ideal for wet rooms, pool areas, gardens, and other environments. The Faradite team will be on hand to answer any questions and discuss the benefits of installing Faradite products in future projects. faradite.com

Images clockwise from top: D-Tools, Faradite, & Draper

Future Automation (5-R80) Future Automation is exhibiting the world’s fastest display and speaker lifting system for the first time at ISE 2020. Capable of moving up to 25 m/s, these mechanisms are designed to reveal an 82" display in under 10 seconds and professional-grade speakers in under 2 seconds. This never before seen speed and precision was achieved through years of research and development utilising the latest servo-driven technology which drives these mechanisms. The weather-sealed enclosures protect these lifts from the elements making them ideally suited for yacht decks or by a pool to create an immersive outdoor cinema in an instant.

Image right: Elac

futureautomation.co.uk

Gallo Acoustics (5-R127) The new outdoor series from Gallo Acoustics will be on display at ISE 2020. Having been asked by clients for many years to create outdoor speakers, Gallo Acoustics is delighted that the wait is finally over. Using marine-grade stainless steel, and rated to IP66 levels, the new Micro & A’Diva outdoor series will launch in Q1 2020. Pricing starts at £199 (RRP). galloacoustics.com

Images above: Future Automation & Gallo Acoustics

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Members on Show at ISE 2020

Image top left: G2 Digital Video. Image top right: Leon

G2 Digital Video (15-S282) G2 Digital Video will be demonstrating why Power over Ethernet is the perfect solution for difficult PC installations and how, thanks to its bespoke device, you can harness its potential within the Intel-based 1U NUC, Fanless NUC, and Bantam PCs. Visitors will also get the chance to see how G2 Digital Video has made water-cooling epic in a rack mount computer. By reengineering cooling components to fit inside a 2U PC, G2 Digital Video has enabled support for AMD’s awesome Ryzen Threadripper 3970X CPU. Book a meeting with the team to see these solutions in action at ISE 2020. g2digital.co.uk/ise-2020

Leon Speakers (1-N80) Art and audio in one, Leon’s Ente SoundTile may look like a piece of art, but behind the grill are two channels of reference-grade audio by Leon and power by the SONOS AMP®. The perfect way to add a discreet zone of audio to any Sonos home, this plug-andplay solution brings enhanced sound and style to Sonos. Each 36" by 36" tile is handcrafted out of Baltic Birch and finished in either matte black or matte white with exposed front edges. Within the frame are two of Leon’s referencegrade speakers from their Ultima line and a SONOS AMP. A perforated metal grille with screen printed artwork is then magnetically attached, completely concealing the technology behind it. The unit mounts flush to the wall using an integrated French Cleat mount. leonspeakers.com

Lilin (9-E100) Images above: Lilin, Lithe Audio, & Lutron

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Lilin is celebrating its 40th year in business in this year, starting at ISE

2020, where the company will be showcasing new products, including a 4K turret camera and 120FPS bullet cameras. Lilin will also be offering demonstrations of its new AI products, with both ANPR and Object Detection engines available to view. meritlilin.com

Lithe Audio (10-N158) Demonstrating its latest range of wireless bluetooth and Wi-Fi ceiling speakers, Lithe Audio will showcase the latest innovations in wireless ceiling speaker technology at ISE 2020. With built-in amplifiers, this allows drawing power via a lighting circuit or PoE (Pro Version). The speakers can be installed at anytime, anywhere, revolutionising the need for the traditional amplifier and arduous cable chasing. Designed in the UK, Lithe Audio's speakers allow you to connect via Control 4, Apple AirPlay, DLNA, UPnP, ethernet, WiSA, and Bluetooth v5.0, which boasts a range of up to 30 metres. litheaudio.com

Lutron (5-R50) At ISE 2020, Lutron will continue to expand its luxury residential lighting product category. The Palladiom keypad and thermostat range will see a new Antique Brass finish added to the portfolio as standard. Lutron will also be adding a new raw brass faceplate kit for Palladiom keypads to allow the integrator to offer bespoke finishes to specifiers and end users. Automated blind solutions will have many new additions. The company has improved its most popular drive, Roller 64, by making it even quieter, added additional finishes for Palladiom blinds, and a new custom painted Fascia option for Triathlon battery rollers. lutron.com/europe

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Members on Show at ISE 2020

Morel (5-U135) Few wireless speakers resonate with music lovers like the Morel Högtalare. Morel engineered the cabinet to perfectly complement its powerful 6" woofer and two high-resolution tweeters to deliver sound effortlessly, so music is dynamic and lifelike with rich, natural bass. It’s the BT speaker designed to satisfy the audiophile in all of us. The simple yet modern design of Morel’s Högtalare gives it the proper proportions to integrate seamlessly into any living space atop a shelf or mounted to a wall. The Högtalare also fits perfectly into any IKEA Kallax shelving unit — the only true hi-fidelity speaker of its kind. morelhifi.com

MuxLab (1-N110) MuxLab’s HDMI 2.0 over IP PoE Extender (model 500779) is a unique solution that can be configured to operate as both a transmitter and receiver, delivering HDMI up to 4K (3840x2160) at 60Hz (4:4:4) via a 1Gbps Ethernet Switch. 4K content can be delivered in one-to-one, one-tomany, and many-to-many configurations when riding on the IP-based network. Sources and displays can connect to the transmitter and receiver from up to 100m away for added flexibility. One directional IR port and an RS232 port allow for the remote control of end devices. Plus, two-channel audio can be inserted and extracted separately. muxlab.com

Meridian (Room E107) Meridian is proud to support Barco Residential in Room E107, where its very latest Architectural Loudspeakers will be on demonstration for the first

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Images from top left clockwise: Morel, Meridian, OneAV, MuxLab, & Nexus21

time in Amsterdam. The 9.4 Reference Theatre will feature the very latest Meridian loudspeakers and subwoofers — the DSP750 and the DSW.2. As the highest performing architectural loudspeaker yet, the DSP750 in-wall digital active loudspeaker demonstrates complete audio immersion, providing exquisite power and bass for the ultimate listening experience. The nine loudspeakers will be partnered with four DSW.2 active subwoofers. With a long throw 12" downward firing woofer, the DSW.2 creates deep, tight, room filling bass. The room will also feature Meridian’s Reference 861v8 processor with Meridian Room Correction and the Meridian UHD722 HDMI processor. Meridian products can also be seen on the AV EMEA stand (1-Q115)) and LG (12-K90). meridian-audio.com/en/ise-2020

Nexus 21 (1-N80) Nexus 21’s new Apex motorised TV wall mount will be on show at ISE. Nexus 21 calls on integrators and professionals to forget everything they know about motorised wall mounts as it has engineered the Apex to create a purpose-built system that solves any potential challenges an integrator might

face. Apex includes a host of industryleading features that are sure to delight both the integrator and end-user. It’s the first motorised wall mount ever created that fits completely inside the wall and it has an ultra-thin installation profile of just ¾". It has been designed so that it can move in multiple directions and to pre-set locations — always with a smooth, quiet motion. And, Apex is the very first mount of its type to include IP control and feedback, allowing for complete versatility of operation. tvlift.com

OneAV (1-N134) OneAV is the only UK CI distributor with a dedicated booth at ISE in 2020, showcasing key brands and new products from Just Add Power, HDANYWHERE, Hero Labs, Puretools, Purelink, IPAV, Panconnect, Phillips, and HDFury. Visitors can also look forward to a OneAV brand tour where guests can visit other key suppliers such as Focal, Cel-Fi, and Bluesound on their stands for a personal demo and overview. Visit them all and you’ll go into a draw to win OAV points to be redeemed against future purchases! oneav.co.uk

Origin Acoustics (5-U60) The Origin Acoustics Bollard is a single unit that houses both a subwoofer and a mid/high frequency satellite in the same enclosure. The speaker is designed to allow the subwoofer section to be buried in the ground, leaving only the pillar section exposed. The sound from both the sub and satellite emanate from the slots in the upper portion of the pillar section creating a uniform, full frequency sonic experience. originacoustics.com

power ecosystem including JANUS — a dual-sided product with both UTP and Terminal blocks. JANUS is designed to supply power and control to SI’s lowvoltage motorised screens, up to 8 in a single unit, over any kind of structured wiring imaginable. Occupying only one half-rack size, JANUS takes only ¼th the space of traditional low-voltage power solutions. Multiple JANUS units can be easily linked together over its BUS line to expand the system out to any project size from large to small, with cable runs of up to 45 metres. screeninnovations.com

Procella Audio, Kaleidescape, and Trinnov (1-N100) Experience immersive audio at the highest level yet at ISE. Procella Audio, Kaleidescape, and Trinnov Audio are partnering on stand 1-N100, where visitors will find a purpose-built custom 15-seat Dolby Atmos theatre equipped with a 15.3.10 channel Procella Audio speaker system. The world-class P815 full-range speaker and V21 bass engine subwoofer highlight the speaker array, driven by the incomparable Trinnov Altitude32 processor and Kaleidescape Strato. procella.audio kaleidescape.com trinnovaudio.com

QMotion (2-C50) QMotion UK will be showing CuTrac, its new, virtually noiseless automated curtain track solution on the Legrand Booth. On display with native Control4 and Vantage integration, CuTrac is available with a choice of power supply and control options, fascia widths, and finishes for ultimate flexibility. The Blindspace range of blind concealment products, used to hide blind and curtain track hardware and create a clean interior finish, will also be on show. Other innovations at ISE include the easily upgradeable QBasic+ system and motorised, simple to control Roman and Roller Blind solutions.

Stealth Acoustics (5-R96) Stealth Acoustics will be providing ISE visitors with a European debut of its new 8" 3-way high performance StingRay outdoor speaker — the StingRay 83. The StingRay 83 raises the bar for outdoor audio quality in luxury residential, commercial, and marine applications by producing a deep, warm, and natural bass response down to 40Hz, with a smooth midrange and solid upper frequency. It features a 30mm midrange device, a 25mm tweeter, and an 8" high-power cone woofer in combination with Stealth’s Fidelity Glass Advanced™ flat front radiating surface to give ultra-wide dispersion within a hermetically-sealed enclosure. Designed with outdoor theatre audio in mind, and the impressive peak power handling of over 300 watt allows the device to become much more than simply a background music speaker. stealthacoustics.com

qmotionshades.co.uk

Screen Innovations (1-N80) Along with an expanded offering of low-voltage motorised screens, Screen Innovations (SI) announces the addition of an entire low-voltage control and

Images from top to bottom: Origin Acoustics, Procella Audio, QMotion, Screen Innovations, & Stealth Acoustics

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Members on Show at ISE 2020

StormAudio (5-V85) StormAudio comes back to ISE with its new product line. This “MK2” update includes 24-channels decoding (up to 13.1.10 Dolby Atmos), DTS:X Pro, IMAX Enhanced, HDMI eARC card, Dirac Live with its new Bass Control module, and StormAudio’s New Expert Bass Management with flexible bass routing. StormAudio remains faithful to its commitment to modularity and flexibility with a 16 channel product that can be upgraded to 24 or 32 XLR analogue outputs or 32 Digital AES outputs. StormAudio’s proprietary web interface enables integrators to do a full setup and calibration in a couple of hours. stormaudio.com

Torus Power (1-Q115) Torus Power’s new AVR ELITE is the ultimate power control system for high-performance audio-video systems. The AVR ELITE isolates connected equipment from the electrical grid ensuring clean power delivery to sensitive electronic components. High Current capability provides performance improvements that can be seen and heard in all AV systems. Advanced Automatic Voltage Regulation protects against voltage fluctuations, and Series Mode Surge Suppression protects expensive equipment from power line damage. toruspower.com

URC (1-N15) At ISE 2020, URC will be showing new additions to the URC Total Control line up. These updates include the TRC1480 with Built-in Alexa (now with support for German), high-performance in-ceiling speakers that are four times more efficient to install, MX HomePro and Complete Control remotes, and seamless two-way integration with Home Connect appliances for automated

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morning routines. For example, coffee, brewed to the customer’s satisfaction by Home Connect appliances, can be ready upon the wake-up alarm going off, thanks to seamless integration of URC’s smart automation technology with Home Connect. Home Connect enabled appliances are available from Bosch, Siemens, Thermador, Gagganeau, and Neff. universalremote.com

Wall-Smart (5-R95) Wall-Smart will be announcing brand new solutions for drywall, concrete, and solid surfaces at ISE 2020. Among them will be Wall-Smart wall mounts for SnapAV+Control4 Araknis Access Points, Samsung new Tablet, new iPads, Savant Thermostat, VIMAR receptacles, ABB touch controls, and Josh Micro. Wall-Smart will also be showcasing the latest flush solutions for the newest control devices from the leading brands in the smart building industry, such as Crestron, Lutron, URC, and many others. wall-smart.com

Wisdom Audio (5-T110) Wisdom Audio will demonstrate its new SA-8 and SA-8 DSP multi-channel power amplifiers for attendees of ISE 2020. Designed and built in the USA, the SA-8 and SA-8 DSP are compact 2U amplifiers that deliver 8-channels of high-performance amplification at 200 watts RMS per channel into 8 Ohms and 400 watts per channel into 4 Ohms, all channels driven. Additionally, the channels can be bridged for even higher performance, delivering up to 600 watts into a 4 Ohm load. The SA-8 DSP model adds a DSP board enabling all 8 channels to provide the necessary digital active crossover and digital EQ profiles for all Wisdom Audio loudspeakers. wisdomaudio.com

Images clockwise from top left: StormAudio, Torus Power, URC, Wall-Smart, & Wisdom Audio

Calling Technology Integrators: Now Accepting Entries for 2020 CEDIA Awards

he entry system is now open for the 2020 CEDIA Awards programme. The awards, which spotlight the finest work the industry has to offer, are considered the premier prize for projects crafted by residential technology integrators. This year, CEDIA is launching a new awards platform that streamlines the entry process. This new system walks entrants through each step of the submission, and project details can be entered in stages or all at once. Project categories include: Integrated Home; Media Room; Home Cinema; Showroom; Auto, Marine, or Aircraft; and Multiple Dwelling Unit Design. CEDIA members can submit projects in multiple categories, and judges will determine cost categories based on all completed entries. Entries will be categorised based on their region: Americas, Asia Pacific, or EMEA. New for 2020, CEDIA is launching a new category for projects produced for less than $25,000 or the equivalent in your local currency. Senior Vice President of Industry Engagement, Giles Sutton said, "Our new category highlighting projects under $25,000 has been developed through suggestions from our dedicated volunteers and we think it will boost inclusiveness and showcase the full scope of what CEDIA members can accomplish." Finalists and winners will receive: A CEDIA-created, individualised case study to use for their business marketing purposes Recognition in a globally-issued press release Projects will be highlighted on the new CEDIA Awards website (cediaawards.org), the flagship CEDIA website (cedia.net), and CEDIA social media channels Authorisation to use CEDIA Awards Finalist and Winner logos CEDIA Finder Service Profile recognition

Winners will also receive: Winner trophy Feature in CEDIA E-Newsletter Projects actively pitched to major media outlets by the CEDIA public relations team Printed copies of their case study Entries will close on Monday 20th April, with finalists due to be announced the week of 29th June. To qualify for the 2020 programme, projects need to have been completed between March 2018 and March 2020. To apply for the 2020 CEDIA Awards, integrators should have documentation and project information on hand.

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Get ready, Trade Supplier Members CEDIA will be accepting award entries for the 2020 Best New Hardware and Best New Software categories from Monday 10th February. Recognising the best products in the home technology industry, the Best New Hardware and Best New Software categories are open to products that have been released and shipping between 30th September 2018 and 30th September 2019. Products that have been entered in previous years cannot be entered into this category again, unless a new version of the product has been released. The entry fee for both of these categories is $300 per entry, and this rate covers entry into both the Americas and EMEA awards. Trade Suppliers have until Monday 11th May to submit their entries. A judging panel will evaluate all entries before inviting the finalists to present and demonstrate their products to the panel at CEDIAâ&#x20AC;&#x2122;s office in St Neots, UK. More information on the programme, the entry process, and its benefits is available at cedia.net/awards.

OneAV helps new-school technology installers to do their thing! A supplier of the latest AV and smart home lifestyle technology products to trade professionals, installers, technicians, and resellers.

CEDIA AWARD WINNER

CORAL ROAD

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An innovative home cinema that has been designed with all the family in mind

dedicated cinema space in a family’s dream home in South Africa earnt BNC Technology the award for Best Media Room Level I at the 2019 EMEA CEDIA Awards. The luxurious room, which was intended for the client’s whole family to use and enjoy, was inspired by a geometric panel design. One of the key challenges was the location of the room, which was in a basement that is very close to the water table underneath the property. A concealed pump was put in place to drain excess water should the level rise above normal, but, for extra piece of mind, BNC Technology installed sensors which would both send a notification to the client’s smartphone should the water level become unusually high and shut off the power to selected components. Due to budgetary constraints, the home cinema could not be reference level — performance criteria of 99dB was established and taken into consideration when specifying the amplifiers to run the audio system. With a speaker sensitivity of 89dB, the setup would require 180W of power per channel to achieve the desired performance. Other factors taken into consideration included the specified speakers’ power-handling abilities — with peak power handling of 300W, the model of amplifiers’ BNC Technology selected had a rating of 200W per channel. This allowed the system to be effortlessly powered, with 10% headroom in the power amplifiers’ output ability. Coral Road was the first project in which BNC Technology had to implement a dedicated EQ unit as a permanent part of the setup. This added to the technical complexity of planning the cinema, but ensured that perfect sound was delivered. The home cinema room was designed to look minimalist and contemporary — all the walls were CEDIA COMMUNICATES

CONTACT

An inspired geometric panel design developed by BNC Technology.

BNC Technology 16 Skeen Boulevard, Bedfordview, Johannesburg, 20070 Gauteng, South Africa

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+27 11 023 7662 bnctechnology.co.za bnctechnolgy CEDIA Member Since 2011

upholstered in acoustically transparent fabric, meaning the audio technology could be hidden away, without its performance being compromised. A 145" acoustically transparent screen was installed, concealing the left, right, and centre channel speakers, as well as a motorised lift to hide the projector when not in use. With the house being made of concrete, sound isolation was an important consideration â&#x20AC;&#x201D; BNC Technology chose a double-door cinema room entry solution. A window on the outside of the house was covered with acoustic panelling on the inside and a dark tint on the exterior. Wood finishes and a bespoke sofa, with soft cushions and fine fabric throws, help to create a warm, inviting atmosphere and add a touch of luxury. On the first night that the client and his family used the cinema room, it was turned into a venue for a sleepover â&#x20AC;&#x201D; very apt for a dream home!

A refreshments bar was installed at the back of the room.

EQUIPMENT LIST Apple Auralex Acoustics Control4 Denon Domotz DrayTek Epson Furnman Isover Jamo Luxul Romom Rotel Samsung SVS Yamaha

A motorised lift was installed to conceal the projector when not in use. The front stage consists of an acoustically transparent screen with speakers hidden behind.

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GET IT IN WRITING When it comes to agreements, a handshake isn't enough. I’ve been thinking about the topic of trust for years, ever since a client said to me, “Trust is a luxury I could never afford in business.” In other words, “No, I don’t trust you.” This particular conversation was about a light fitting that I’d charged him £X for on a London project and £Y for on a French project (for the same thing, £X was correct and £Y was overcharged). That was the catalyst for a 50% settlement of a sizeable combined final account across five properties for this one client. A take it or leave it deal. So, we lost the client’s trust — and enough money to hurt. This error in my paperwork wasn’t intentional, it was a genuine oversight, but as this client pointed out, “It’s amazing that mistakes on invoices are never in favour of the client.” I had no rebuttal. We had the trust and then it was gone — or maybe it was never there to begin with. Either way, poor documentation shot me in the foot. I suppose the lesson here is that I relied on trust to shore up my shortfalls. The final account was made up mostly of changes that we hadn’t processed in real time (or hadn’t produced documentation for). So maybe I was hoping that the trust I thought was there would carry favour at the end of the day. I’ve since learnt that’s not how it works, and I’d be lying if I said this kind of thing didn’t happen more than once. That was ten years ago and the conclusion that I’ve reached is that you don’t need trust

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in business. You shouldn’t ask for it or expect it, not when you’ve got your business hat on. Trust should have no place where money is changing hands. I’ve now erased trust from my business vocabulary, and I’ve replaced it with documentation. Davy Currie My clients no longer have to trust that I’m Managing Director going to do a, b, and c. It’s all written down. of Infracore Every detail of my service is specified up front: performance specifications, technical specifications, functional specifications, scope of work, service level agreements with T&C’s, health and safety, and insurance coverage. Although you also need to replace trust with belief, this, however, is a byproduct of good documentation and collateral — certifications, I’ve now erased trust awards, press, references (don’t wait to be asked for them!), case from my business studies, your mission statement, vocabulary, and your “Why,” and testimonials I’ve replaced it with from clients, suppliers, documentation. subcontractors, staff, peers, and your competitors (you’d be surprised). Have all of these arrows in your quiver. The result: Your clients (particularly new clients) don’t need to trust you. They just need to believe you. Good documentation feeds that belief. Belief and documentation will win the day infracoreuk.co.uk over trust every time.

Your clients (particularly new clients) donâ&#x20AC;&#x2122;t need to trust you. They just need to believe you. Good documentation feeds that belief.

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NEW HIRE TRAINING, ALL THE TIME CEDIA's New Hire Training Track gets your new techs up to speed

Samantha Ventura CEDIA Vice President of Education and Training

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CEDIA has once again recognised how significant this training is for the business owner seeking a comprehensive package

few years back, CEDIA recognised the need to develop a thoughtful, comprehensive, new-to-the-industry track of learning that would be helpful for the business owners looking to have their less-seasoned technicians learn the fundamentals of the industry. We realised at the time the best way to deliver this training would be online, offered in a series of courses that would cover all the essential components needed to make a seamless transition into the world of residential technology. Now, three years later, CEDIA has once again recognised how significant this training is for the business owner seeking a comprehensive package of learning offered in a one-stop-shop for their newer employees. We have taken the existing New Hire Track and completely redesigned the look and feel of the classes, broken them down to be more detailed and specific, and placed them into our brand-new learning management system (LMS). In order to follow a “best practices” approach for developing this track, our Director of Technical Training, Steve Rissi, and our Director of Curriculum, Derick Abshire, have sought out the expertise, knowledge, and guidance from our subject matter experts (SMEs) every step of the way, ensuring we have covered all aspects of each topic correctly. In addition, we have thoughtfully created an individual participant guide for every corresponding class, with our intent being that upon completion of the entire New Hire Track, a technician might feel more confident and prepared on the job. The learning is robust, engaging, and packed full of the key components needed for someone wanting to expand their knowledge base of the industry. Yet this time around,

we made sure to modernise how the learning can be accessed by our learners: from the comforts of their home, a job site, or even if they find an extra hour here or there, logging in from their phone. The updated New Hire Track has taken the existing one, broken it into 27 hours (classes) of learning, thoughtfully laying out the various parts of each topic and allowing the training to move seamlessly from one area to the next. The new tracks are offered in a compact, easy-to-follow format. We infused a wide variety of activities into the online learning, including quizzes, knowledge checks, and interactive experiences, striving to reach all types of learners, from various backgrounds, across the globe. This year, we are launching this newer, comprehensive, engaging New Hire Track, and soon thereafter, we will localise the content and offer the same track to our learners in the EMEA region. Additionally, for those wishing to learn enough online to confidently

take the ESC exam after, CEDIA has for the first time developed an additional 12 classes to support the variety of topics required to pass that certification test. This is a new approach to offering our education solely online, without compromising the quality we know our learners expect. CEDIA’s commitment to education has not wavered, and in the coming years, we will continue to support other educational interests of those in our industry, with an updated business track already in development for 2020. Whether you are a business owner looking to support your staff or an individual wanting to jump into this industry, we are certain you will find the New Hire Track to be an essential part of the onboarding experience. We love what we do, and we truly believe that the education of those within this industry is the cornerstone of what keeps the standards of knowledge and best practices high, which in turn supports the overall growth and success for everyone in the industry.

Topics covered in the New Hire Training Track •

Jobsite Basics

•

Introduction to Audio

•

Introduction to Video

•

Introduction to Home Cinema

•

Introduction to IT/Networking

•

Introduction to Systems Control

•

Introduction to Wiring/Cabling

•

Introduction to Cable Connectors, Termination, and Testing

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CHALLENGE & SOLUTION

TO THE RESCUE

A Ken Erdmann The Erdmann Group

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s an electrician and systems integrator over the last 40 plus years, I have seen some radical changes in technology and the systems that we install and integrate. While most reading this are intimately familiar with the changes that have had such a huge impact on our industry when it comes to the integrated custom entertainment and communication systems that we install, I’ll bet there is one area that you all may not be as familiar with. I am referring to the lighting technology used to make our food and home environment cleaner and safer. Using ultra-violet light to kill germs, mould, and bacteria has been part of the food service, processing, and handling industry for many years. I’ve worked for a number of smaller industrial and commercial clients doing electrical work, and one of those was a soft drink bottling

plant. This company used huge amounts of liquid sugar and corn sweeteners that were stored in large stainless-steel tanks. In order to ensure purity of the product, we installed high-output UV lighting systems in the tanks, since these lights killed any bacteria and prevented the growth of mould. In some cases, UV lights were also used to disinfect tools and mixers to ensure nothing could contaminate any part of the system. The use of UV lighting ensured a pure system without using harsh or toxic chemicals.

From Hospital to Home

Medical services also use UV lighting sources to ensure that implements are as sterile as possible. In a few of our customers’ homes, we’ve used UV light installed in the fresh air ducts to kill mould and bacteria and to control allergens. While limited in use, they were effective in homes for people with

compromised immune systems. These UV light sources came with a number of cautions and safety warnings. These were wide-spectrum, high light output UV sources that could cause vision problems when viewed directly. Over time with exposure, they can increase the risk of skin-related problems. Today, research is being done using LED lamps and luminaires to target specific bacteria, moulds, and allergens. The University of Strathclyde in Glasgow, Scotland, discovered that a specific blue-light wavelength of proper intensity could deactivate methicillinresistant Staphylococcus aureus (MRSA) and other strains of bacteria. They found that using LED blue-light sources between 400 to 420 nanometres was effective in killing not only MSRA, but other strains of bacteria. In fact, 405 nanometres was the best for the elimination of MRSA. This ground-breaking research could save hundreds if not thousands of lives every year. Hospitals spend huge amounts of money and allocate massive resources in the effort to keep MRSA from infecting their patients.

In a few of our customersâ&#x20AC;&#x2122; homes, weâ&#x20AC;&#x2122;ve used UV light installed in the fresh air ducts to kill mould and bacteria and to control allergens.

More Than MRSA

The University of Strathclyde has continued their research using blue spectrum LED lighting against other bacteria including listeria and E. coli. The University has licensed their patents to a number of companies who are manufacturing lamps and luminaires that are being used in hospitals and other locations to control bacteria and other unwanted contaminants. Additionally, researchers are exploring the use of blue spectrum and UV light in wound treatment and care. For those of us in the residential world, this research becomes important because companies like Neu-Tech Energy Solutions and Kenall are making lamps that are direct replacements for standard LED lamps using off-the-shelf luminaries. These companies are providing lamps for residential applications that require mould remediation and anti-bacterial uses. You could, for example, use a lamp that combines white lights combined with the blue lights to kill mould in a shower. If customers are aging or have compromised immune systems due to illness, injury, or chronic health problems, the installation of the proper combination of blue and white light sources could have a dramatic impact on the quality of life.

If customers are aging or have compromised immune systems due to illness, injury, or chronic health problems, the installation of the proper combination of blue and white light sources could have a dramatic impact on the quality of life. CEDIA COMMUNICATES

Can lightning strike twice? Steve May considers the launch of Dolby Atmos Music and asks, have we heard it all before?

Steve May UK technology journalist @SteveMay_UK

CEDIA COMMUNICATES

With immersive audio now dominating the movie scene, from sound mixing to cinema design, Dolby has once again turned its attention back to audio, launching Dolby Atmos Music — but will this new immersive variant chart or tank? In many ways, Dolby Atmos Music is a tip of the hat to the technology giant’s music heritage. OG AV pros will remember first encountering Dolby as an audio-only noise reduction technology. But Atmos Music is rather more sophisticated than Dolby A, B, or C. Adopting object-based content creation allows artists to strive for an entirely new

listening experience, one seemingly ripe for technology integrators to exploit. But there are caveats — and surround sound audio isn’t exactly new. Super Audio CD and DVD-A didn’t just offer an early taste for highresolution audio on physical media, they also supported multichannel mixes. The SACD 5.1 release of Pink Floyd’s Dark Side of the Moon album remains to this day a powerful example of just how ahead of its time that Sony/ Philips disc format was, while Rush’s 2112, in multichannel DVD-Audio, still remains the next best thing to seeing the Canadian rockers live.

While immersive audio for music remains a work in progress, High-Res Audio has very much broken through. It’s now a tangible benefit, widely understood by consumers.

But sadly, neither format took off. Dolby Atmos Music is taking a different approach. For one thing, it’s not dependent on any physical disc format. Sure, there are Dolby Atmos Music releases on Blu-ray, but they’re far from mainstream purchases. What actually makes this new Atmos iteration interesting are the partnerships Dolby has struck with streaming giants Amazon Music and Tidal. Title availability may be limited, but with both Universal and Warner onboard, the catalogue should improve rapidly. Atmos is available as part of Amazon Music HD and on Tidal’s premium HiFi tier. But, frustratingly, the opportunities both offer, are limited. While Amazon’s Fire TV streamers (from the Fire TV Cube down) have an Amazon Music HD app, its device is limited to 24-bit stereo. You can’t output Atmos music from a Fire TV device over HDMI into a fully-fledged home theatre system. Indeed, currently the only way to experience it is with the Amazon Echo Studio, a relatively inexpensive smart speaker, albeit it one with a trio of midrange drivers, one of which is up-firing, a downward-firing bass woofer and tiny tweeter! As a single device, the Echo Studio is undoubtedly interesting, but it hardly opens the door to new business. Fellow Dolby Atmos Music supporter Tidal doesn’t even have the benefit of a media player platform. So just how are

users expected to enjoy this new era of immersive audio? On headphones, it seems. But we have good news! A Dolby insider has confided to us that it is looking to unlock Dolby Atmos Music playback from Fire TV gizmos via a firmware update. So, it might be worth designing listening rooms with Atmos in mind, sooner rather than later. Of course, Dolby Atmos Music isn’t the only immersive music gig in town. Sony has a rival technology, known as 360 Reality Audio, which does much the same thing. Also available through Amazon Music, as well as Deezer, it’s similarly a headphone proposition, with decoding provided by a smartphone app. Thankfully, Sony hints at wider future use. Perhaps we’ll have 360 Reality Audio support on the upcoming PS5 games console? Now that sounds like a plan to us. While immersive audio for music remains a work in progress, High-Res Audio has very much broken through. It’s now a tangible benefit, widely understood by consumers. Qobuz, Deezer, Tidal, and Apple Music (under the Apple Digital Masters banner) have led the way, and the arrival of Amazon into the HD audio space is only going to accelerate customer demand. This translates to a solid opportunity to up-sell audio systems, and the spaces they live in. That’s sweet music to everybody’s ears. CEDIA COMMUNICATES

THE CEDIA AWARDS: WINNING & MARKETING Ed Wenck Content Marketing Manager, CEDIA

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For Nic Black, Managing Director of The Pyramid Group in the UK, winning a CEDIA Award means quite a bit more than a pretty piece of hardware — for Nic and his firm, it means more highend business. “When we won our first Home Cinema Level II Award, which was in 2016, that project was something that we marketed quite heavily as a result,” Nic remembers. “And within five weeks of that project being awarded, we had a conversation with a gentleman from Ireland. I enquired how he heard of us,

and he said, ‘Well, simply, I wanted a cinema; the best I could get.’ “He went to the CEDIA website,” says Nic. “He saw that we had just been awarded for Level II. So, he said, “Well, you’re clearly the best in the industry this year, so that’s why I’m phoning you.”

Awards = Credibility

For Jason Barth, a Founder of The Premier Group in the United States, his company’s two wins in the category of Best Integrated Home Level IV have provided a wealth of marketing

opportunities. When CEDIA’s Director of Public Relations and Industry Relations, Olivia Sellke, fielded a call from the Wall Street Journal (a reporter was interested in doing a story on high-end media rooms for the Journal’s “Mansions” section), The Premier Group was one of the firms that wound up making the final cut after Olivia had made a number of introductions to Award winners and finalists. This was the first of two stories picked up by the WSJ in 2019 and after working with CEDIA, six members were featured overall. “CEDIA Awards project winners and Members of Excellence are always our first go-to for any media opportunities — the submission process provides the key details that help us create a compelling hook for a story pitch and give us a great repository for when a member of the press has a request,” Winning a CEDIA Award provides a specific says Olivia. wealth of marketing opportunities. That bit of press in the WSJ stands out for Jason for a number of reasons. First and foremost, as he says, “My stepdad reads the Wall Street Journal cover to cover every day, and I did not tell him that we were making the journal. I think it was about 10 past 7 in the morning the day that issue came out, and my phone’s already ringing. It’s my mom, and she’s like, ‘Oh my God, you’re in the Wall Street Journal!’” Parental pride aside, that project has been a great resource for The Premier Group, and not just as a marketing tool for clients: “I met with a homeowner and her interior designer (who’d flown in from Minnesota), and the client and the designer were sitting at a table when I walked into the house. This house is in drywall and finish trim, and the client turns, looks at me, and says, ‘Hey, I heard you guys just won another award.’” As Jason further notes, that kind of credibility from the homeowner puts design and build pros right at ease.

The Entry

Of course, a firm can’t win if they don’t enter. Nic’s firm has tallied three first-place wins and a “Highly Commended” trophy, and he’s got the process down to a science. After CEDIA COMMUNICATES

CEDIA's new design forward website (cediaawards.org) showcases all award winners and finalists’ projects as well as the year’s Best New Product and Product Hall of Fame winners.

CEDIA COMMUNICATES

gathering all the technical data and choosing the perfect photos, Nic then becomes something akin to the managing editor of the entry. “I would vet, write, and direct other team members. So, for example, if there’s a portion to do with lighting, then one of my colleagues who’s in charge of the technical lighting design within the organisation would typically put together that information. It’s authored by those who are kind of specialists. “Similarly, my colleague, Simon, who’s our audio guru, of course will have done all of the calculations, the speaker placements, angles, everything. It obviously stands to reason that he’s going to knit together the pre-project technical design and bring together the actual calibration results and summarise that.” And to wrap up the process, Nic fills in the rest of the blanks: “So I become more of an editor at the end. I’ll write quite a bit of it in terms of the construction, the physical, the design, the concepts, the client input.”

Defying Darkness

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One big highlight here: the 168-inch LED panelized display.

This Experience Centre is a Control4 Certified Showroom.

Big Screens & Man Caves

his Experience Centre is a Control4 Certified Showroom, with displays that include: • A living room with a Vutec ScreenArt System and a 55" Sony OLED TV, • A conference area with a Seura Smart Mirror — and total voice control of the entire showroom, • And a hospitality area with a Nexus21 motorised lift that brings a 40" Sony 4K TV up from under the counter-top. There’s also a “man cave,” which features a Screen Innovations 120" Zero G motorised screen and Sony 4K projector. That screen rises to reveal several Sony TVs. Sound in the “man cave” is delivered via an Origin Acoustics Dolby Atmos System using 10", three-way in-ceiling pivoting speakers. Outdoor solutions are represented with a 55" Sunbrite waterproof TV (with an active water feature) and an Origin Acoustics outdoor speaker system. Speaking of water, there’s a DAM-it Automated Valve system CEDIA COMMUNICATES

to demo smart plumbing shutoff functions. There are also Lutron QS motorised shades throughout the showroom, an eight-camera Luma surveillance system, and a Pakedge BakPak network system. One thing that truly impressed the CEDIA judging panel, however, was the installation of the 168" LED panelised display. One judge said: “This is the first time I’ve seen it in a showroom. It really pushes the boundaries, and it tells me they’re willing to address the audio challenges that come with this kind of display.” Big screens are often acoustically transparent, so that speakers delivering dialogue can be placed behind the image. Careful speaker placement and calibration are in order for a screen like this to give the proper illusion of sound coming from an actor’s mouth. This feature also includes a Vutec ScreenArt panel that lowers to cover up the panels when the system is off.

CONTACT

It tells me they’re willing to address the audio challenges that come with this kind of display.

Atlanta Audio & Automation 631 Miami Circle Atlanta GA 30324 USA

CEDIA COMMUNICATES

+1.770.977.9110 atlantaaudio.com atlantaaudio CEDIA Member Since 2007

Experience Centre: 2500 Old Milton Pkwy. Suite 120, Alpharetta GA 30009 USA

+1.770.217.3386

EQUIPMENT LIST Control4 DAM-it Kaleidescape Luma Lutron Middle Atlantic Nexus21 Pakedge Origin Acoustics Seura Sony Sunbrite Vutec ScreenArt

INDUSTRY PARTNERS Jo Rabaut ASID, IBD, IIDA,NCIDQ Role: Interior Designer Deana Gunter Role: Builder

There’s a conference area with a Seura Smart Mirror — and total voice control of the entire showroom.

Automation solutions are only a touch away.

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Whatâ&#x20AC;&#x2122;s hiding in your profit column? Owning an integration business can be lucrative, but could your profit figure be masking some major room for improvement in the performance and finances of your business? What if an average-to-good profit could be turned into an amazing profit?

How to break down your profit number? Most integrators we talk to have at least two or three different segments of the business that can easily be identified. These could be broken down by geographical areas, residential vs. commercial, and so on. Once you have identified the segments of your business, you then need to ensure the regular financial reports that you look at to drive your business decisions are broken down into those segments.

How do you do this? Your financial reports will only be useful to you once the data behind the reports is accurate and segmented properly. This is a three-step process: 1) First, you need to break down the account codes or categories in your accounting software to accurately reflect the different segments of your business, 2) Then, ensure that your regular bookkeeping records your income and expenses as per these categories, and, 3) Configure your financial reports to be meaningful to you.

Data + Structure = Information Information + Knowledge = Intelligence Intelligence + Experience = Insight Without this insight, you may look at your overall profit for the year and think you are doing great. But what if one segment of the business is very profitable and masking the other underperforming segments? How much better could you have done knowing this information and taking action to address this? Luke Desmond Crisp Accountancy

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crispaccountancy.co.uk

@Crisp_Acc

GAME ON! There’s money in E-sports — for players and integrators

Ian Bryant CEDIA Vice President of Technology Application and Workforce Initiatives

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A teenager won $4.3 million (out of a $43 million prize pool) at the 2019 Fortnite World Cup. The champ took home the top prize out of 1,381 players, after 40 million players participated in qualifying events across the globe. Fortnite has over 200 million players worldwide according to the game’s creator, Epic, but Fortnite doesn’t even award the largest pay-out. League of Legends and Counter-Strike Award pools have been in the $60 million range, and Data 2 is at $172 million, according to esportsearnings.com. E-sports prize money pay-outs have surpassed Wimbledon, The Indy 500, and The Masters.

Gaming has achieved a popularity that the creators of Pong could have only dreamt of. No less than 64% of households own a device that they use to play video games. Of those 41% are PCs, and 36% are dedicated gaming consoles. No less than 56% of the most frequent gamers play multiplayer games, and of those, 42% play with friends and 19% with family. Consumers spent $36 billion on gaming in 2017, $4.7B of that going to hardware and $2.2B to accessories. The number one influential factor for video game purchases is the quality of the graphics. From serious gamers trying to grab the e-sports spotlight or casual gamers having fun with friends and family, all of this gaming is building the demand for a space in the home to play.

People are even creating their own multiplayer gaming rooms for parties and friendly competitions.

To get the full experience of high-quality gaming, gamers need a high-performance console or PC, coupled with a super-fast, high-quality display and a pair of highdefinition headphones or even immersive sound. People are even creating their own multiplayer gaming rooms for parties and friendly competitions. It doesn’t take long when scrolling through a site like houzz.com to find thousands of game room examples that are professionally installed and set up by integrators. What else do you need to include in a rock-solid game room in the home? For the best experience, you need: • A robust, enterprise-grade network with a high-speed Internet connection and solid wireless throughout • Fast, large, and high resolution displays capable of 4K resolution with a minimum 144Hz refresh rate, and • Immersive sound, either in the room or on your head, so you can hear every pin drop in the game. The business opportunities for a game room in the home have never been better — and with the technology experience our industry professionals have, we can create some adrenaline-pumping solutions.   CEDIA COMMUNICATES

Highlights from our conversation with ETC Simplify’s Michael Cogbill

THE CEDIA PODCAST:

Cameras in Focus

Ed Wenck Content Marketing Manager, CEDIA

CEDIA COMMUNICATES

hen it comes to surveillance and security — as with any other custom integration — the discovery process is key. Michael Cogbill, CEDIA Board Member and VP of engineering for ETC Simplify (Palm Beach, FL), is well-versed in these systems, from cameras to lenses to recorders to storage devices, and he joined CEDIA’s Walt Zerbe and I on a recent podcast for a deep dive into all of these systems. Michael stresses the critical nature of those initial discussions: “It’s interesting because we get these clients, and they come in and they start asking, ‘Well,

what kind of cameras are you going to put in?’” Michael’s response is consistent. “Whoa, wait a minute. If you had cameras, what would you do with them?” “Here’s this starting point: What do you want to see? What is it that you think you want to see when you’re looking at your camera? Where do you want to put the emphasis? Are you wanting 100% coverage so you can see every inch of your property? Or do you just want to see the kids in the pool, and maybe see who’s coming up the driveway? Those are a lot different than if you’re doing a fairly high-security application.”

Better Than the Human Eye

Michael has a ton of examples to draw from — even marine applications. “One of our clients had a really large yacht. It was berthed over in Perth, and he was taking it west across some very bad territory that had known pirates roaming those waters. In addition to having security, he wanted to have some visibility and particularly at night,” Michael remembers. The client had already determined he’d need cameras with infrared capabilities. Michael had a better solution: “I told this gentleman, ‘You have to understand that you’re out in the middle of the dark ocean, you’re not going to see that well. You’re only going to see a limited distance.’” Other factors — fog, for example — made the infrared solutions less than ideal. “I convinced him to install what are called thermal cameras.” The client was impressed by the resolution they afforded — even at distances that could alert the crew to approaching danger in plenty of time. “We had these cameras that could see 1,500 to 2,000 feet out in total darkness,” notes Michael.

Pixels Per Foot, or PPF

For more common, land-based applications with traditional cameras, one of the many factors to consider is pixels per foot: That number has a pretty profound effect on resolution. Michael explains: “If I take a picture of you from ten feet away with a 1080p camera, I’m going to get a pretty good image. If you are away from that camera — say 100 feet — fewer pixels are dedicated to your face. It’s going to be harder to figure out who’s in the shot.” That issue becomes compounded when the camera’s field of view is widened. Michael notes that he has a baseline for PPF. “I try to design at 50 pixels per foot at my worst-case distance,” he explains. “At 25 pixels per foot, I’m probably not going to be able to see who it is. At 50 PPF, you can recognise someone. Say your client has a really deep backyard and a two-megapixel camera, and you open it up with 100-degree field of view, you’re going to miss some stuff.” There’s much more info in the full podcast, but the bottom line here is that firms like Michael’s are seeing growth in the segment. Consumer awareness as a result of devices like DIY video doorbells are leading to interest in better products, says Michael. “I’m using more professional-grade products that integrate well with our control systems.” “The whole integration game has changed with how we do this.”

“I try to design at 50 pixels per foot at my worst-case distance.” Michael Cogbill

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THE LAST 5% WISDOM FROM OUR MEMBERS (AND SOME OTHERS, TOO) “The toughest part of a job? Sometimes it’s the last 5%.” – Anon.

Article 6525 in the NEC 2020 code deals with using your Tesla to power your house during an outage. Some smart entrepreneurs have figured out how to use that battery on four wheels as a backup system. Ken Erdmann (Erdmann Electric) on the new tech addressed in the 2020 National Electrical Code from the CEDIA podcast “What You Need to Know About the NEC 2020” (Episode 146, No. 1942)

Just as the internet phenomenon, IoT will touch every aspect of our lives in less than a decade, with these sensors having a front row seat for the phenomenon. Are you ready for it? Christiaan Beukes (Sphere Custom) in his CEDIA Talk “Mass Sensorization” at Expo 2019 in Denver

We’ve heard from people that they turn off the learning feature of their smart thermostat because the device can “learn” things that they don’t want it to. Reinforcement learning is an amazing aspect of AI that enables certain applications that would otherwise be impossible, but it’s not the right fit for every problem. Alex Capecelatro (Josh.ai) on artificial intelligence from the CEDIA podcast “AI Update from the Z-Wave Fall Summit” (Episode 145, No. 1941)

Instead of dedicating an entire channel to a transmission, you only use the amount of channel you need for the amount of data you’re sending. In other words, it’s much more efficient. Nathan Holmes (Access Networks) in his CEDIA Talk “Wi-Fi 6” at Expo 2019 in Denver

The concept is “technical debt” — when a new product comes along, you need to learn all about it. Do you ever build the time it takes to learn about that product into the price of your service? Eddie Shapiro (SmartTouchUSA) on a course at CEDIA Expo 2019 taught by Ray Holland (Jobe Systems) called “Customer Service — Are You really Making Money?”

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