ProSource Insider Spring 2018 by ProSource

Spring 2018

The Nashville Summit Report

Dealer Award Winners Page 16

The State of Cyber Security Page 20

Power PRO Meetings from San Antonio Page 32

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FROM THE

PROSOURCE

By David J. Workman CEO/President ProSource

TECHNOLOGY INSIDER GROUP Managing Director CAROL CAMPBELL (323) 309-7673 • carol@TechnologyInsiderGroup.com

EDITORIAL Editor-in-Chief MAUREEN JENSON (310) 806-1507 • Mjenson86@gmail.com Managing Editor DOUGLAS WEINSTEIN (714) 865-5106 • doug@TechnologyInsiderGroup.com

CREATIVE

CEO CAT TOOMEY (317) 514-5546 • cattoomey22@gmail.com

Directing Our Future Being the largest specialty and consumer-electronics merchandising group in the United States doesn’t guarantee success. Our team approach and hard work is what guarantees success as we merge the unique voices within our diverse group, sharing and collaborating for the good of all members. As new technologies and new business opportunities emerge, those members positioned to be early adopters share their core knowledge and expertise and thus we all become more proficient. We all take part in new opportunities and that is powerful and also predictable. It is why I believe we are directing our future.

Graphic Design • LEIGH MILLER

PROSOURCE™ 109 River Oaks Drive, Suite 100 Southlake, TX 76092 CEO/President DAVE WORKMAN (817) 428-5212 • Dave.Workman@Prosourceinfo.com Vice President, Finance & Operations JESSICA PASKON (817) 431-2240 • Jessica.Paskon@Prosourceinfo.com Director of Membership SHERRY DANTONIO (562) 810-1706 • Sherry.Dantonio@Prosourceinfo.com Vice President, Business Development ANDY OROZCO (954) 562-3312 • Andy.Orozco@Prosourceinfo.com Director of Field Management TIM BASHFORD (513) 319-8228 • Tim.Bashford@Prosourceinfo.com

Published by:

Success also means responsibility. We assume that mantle of responsibility in many ways. We establish levels of education and competency as our responsibility to the marketplace as we establish core ethics that cuts to the heart of what it means to be an entrepreneur. Our responsibility transcends into being good community partners. In this issue, you will read about our members and vendors coming together to raise over $70,000 for the Make-A-Wish charity organization. On behalf of my team, let me say that we couldn’t be prouder. Congratulations.

“ProSource is the wind beneath our wings.” — Kathrin Brewer, President & CEO, Make-A-Wish® Central & South Texas

Our editorial team has put together another great issue and there’s plenty of news to share with the group: –Breaking news –Summit recaps –Info on Cyber Security –15 minutes with AVB and so much more! In closing, let me again say that the diversity within our group is quite unique. The brick-and-mortar learns from the e-commerce, who in turn learns from the integrator, who in turn learns from the brick-and-mortar. We share a commonality, which is that each member is focused on being the very best at what they do. They are unique. And they share. Who wouldn’t want to be in a group like that and have the opportunity to learn from the best of the best? That diversity is predictable and it truly means we are in control of directing our future. SPRING|2018

A New Benchmark for OLED. Sony’s new A8F BRAVIA OLED 4K HDR TV sets a new benchmark for home entertainment, combining exclusive image processing with unprecedented OLED contrast and sleek design. Our proprietary X1 Extreme processor upscales virtually any content to near-4K HDR 1 quality, unlocking stunning contrast and absolute blacks. And an enhanced design with Sony’s unique Acoustic Surface technology makes it easy to mount the A8F close to the wall, with no visible speakers. Contact your local Manufacturer’s Representative to learn more about the revolutionary new A8F BRAVIA OLED TV, and to learn more about the award-winning Sony CIS program for custom integrators. For more details, visit sonypremiumhome.com

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Use of this TV requires consent to Google Terms of Use and Privacy Policy. 1 3,840 x 2,160 pixels. 2 Requires HDR compatible content from supported streaming services, such as Netflix, Ultra and Amazon Video. 3Dolby Vision™ will be made available via a future firmware update. 4Broadband speed of at least 2.5 Mbps recommended for SD services, 10 Mbps for HD streaming or 4K downloads, 20 Mbps for 4K Ultra HD streaming. Wireless connectivity requires 802.11 home network (802.11n recommended). Network services, content, and the operating system and software of this product may be subject to individual terms and conditions and changed, interrupted or discontinued at any time and may require fees, registration and credit card information. ©2018 Sony Electronics Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Motionflow, TRILUMINOS, X-tended Dynamic Range and the Sony logo are trademarks of Sony Corporation. All other trademarks are trademarks of their respective owners. Features and specifications are subject to change without notice. Screen images simulated.

Spring 2018

DEPARTMENTS 3F ROM THE PROSOURCE by Dave Workman 6 NEWS Welcome New Members; ProSource raises $71,500 for Make-A-Wish, Welcome New Board Member Larry Abrams, Upcoming Events, Technology and Business Summit Events & Town Hall Meetings; Welcome New Vendors 14

30 H EARD ON THE STREET District Manager’s observations of what dealers are saying/doing across the country 36 P RODUCT SHOWCASE The latest offerings from our valued vendor partners 46 1 5 MINUTES WITH… AVB Marketing

FEATURES 15

14 S TATE OF THE UNION AND DEALER AWARDS Dave Workman reviews 2017 and dealers receive their awards for a job well done 18 T HE SUMMIT REPORT FROM NASHVILLE Update on security, roundtable problem solving, business initiatives 32 P OWER PRO MEETINGS FROM SAN ANTONIO Vendor of the Year Awards and meeting recap

8 SPRING|2018

NEWS

“The ProSource CI and Power membership rosters are a great reflection of the robust state of the industry. Each new and elevated member contributes to our organization’s strategy of building our business from the ground up,” says Sherry Dantonio, Director of Membership.

Welcome New Members! We’re proud to announce the following new Power members were added:

DC Home Systems, Portsmouth, NH Home Theater Technologies, Colleyville, TX Macauley Technologies, Austin, TX Smart Systems, The Colony, TX Starr Systems Design, Baltimore, MD Symspire, Nashville, TN

The following new CI members were added: AMS, Madison, WI Arracal, Lakeland, FL BCG Concepts, North Hollywood, CA Carolina Custom Sound, Advance, NC Connect Tek, Brentwood, CA Davis Audio & Video, Chicago, IL Habitech Systems, Ormond Beach, FL Hi-Tech Home, Clovis, CA HIVE, Tampa, FL Hiway Hifi, Ithaca, NY

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Hoppen Home Systems, Tampa, FL Innovative Technology Solutions, Key Largo, FL Integrated Home, Van Nuys, CA IR Tech, Sherman Oaks, CA Multimedia Solutions, Farmers Branch, TX Quicksilver Audio, Ltd., Kennewick, WA Refined Systems, Spring, TX SmartHouse Integration, Sarasota, FL

Approved by the ProSource Board of Directors, the following CI members were elevated to the Power membership program: Artisan Systems, Scottsdale, AZ Audio Interiors, Hauppauge, NY Audio Intersection, Canton, GA AVIO, Troy, MI Digital Interiors, Alpharetta, GA Imagine Audio Video, Franklin, TN Spectrum Technology Integrators, Deerfield Beach, FL

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NEWS PROSOURCE RAISES ASTONISHING

$71,500

FOR MAKE-A-WISH FOUNDATION Team-Building Event Demonstrates ‘Doing First Place – Guacamole – Leon Speakers – Team Leader: Noah Kaplan Well by Doing Good’ Philosophy An unprecedented $71,500 was raised by the organization at the team-building event on behalf of the Make-A-Wish Foundation during the ProSource Spring Meeting. The ProSource event pitted 20 teams against each other to see who could whip up the best guacamole and margaritas. The first, second, and third place winning teams earned a generous $7,000 donation in their names from ProSource to the Foundation. • First Place – Guacamole – Leon Speakers – Team Leader: Noah Kaplan • First Place – Margaritas – Paradigm – Team Leader: Joey Perfito • Second Place – Guacamole – KLH Audio – Team Leader: Dave Kelley • Second Place – Margaritas – Integra – Team Leader: Keith Haas • Third Place – Guacamole – Centricity – Team Leader: Michele Gloeckler • Third Place – Margaritas – MartinLogan – Team Leader: Peter Soderberg

Larry Abrams Appointed to ProSource Board ProSource recently announced the appointment of Larry Abrams, Technical Director of Audio Interiors Inc. to fill the board seat vacated by Ted Bremekamp, now Director of Operations at Parasol. Walt Stinson, President of ListenUp becomes the Vice Chairman and also assumes the responsibilities of Treasurer. Previous Treasurer, Andy Kersey, continues his service on the board. “It’s important that our board reflects the totality of our membership. We are excited to welcome Larry Abrams as a leader Larry Abrams Walt Stinson who has expanded his business into key ProSource initiatives, including custom lighting control, motorized shades, and smart home automation,” said Murray Huppin, Chairman of the Board. “We recognize the impact that Walt Stinson has made to the organization’s success and look forward to his continued contributions as Vice Chairman.”

UPCOMING EVENTS Women in Consumer Technology 10th Annual CEDIA Luncheon Tickets are now on sale

San Diego Convention Center Friday, Sep. 7, 2018 11:30 a.m. – 1:00 p.m. Program to be announced 8

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NEWS Conference: September 4-7 Expo: September 6-8 | San Diego Convention Center ProSource Industry Reception 6:30 pm Thursday, September 6 Hard Rock Hotel San Diego

Technology and Business Summit Events The Tech Summit events are brought to the AV Technology industry by a collaborative effort of multiple Independent Manufacturer Rep Firms in various territories. They are local, focused, education oriented events, highlighted with exhibits from some of the top manufacturers in the AV, Control & Technology industry. Intimate venues promote a one-on-one, interactive environment where integrators, manufacturers, reps, and industry associates can build business for everyone. For details, visit http://www.techsummitevents.com/

ProSource Announces Fall 2018 Town Hall Dinner Meetings Get connected on a local level at our Town Hall dinner meetings. Sponsored by ProSource Vendors, enjoy an open dialogue with other Members. Discuss key matters of business; group news, industry trends, issues, solutions and new ways to grow sales in a round table format.

Date

Day of Week

City

District Manager

Management Host

September 26, 2018

Wednesday

Orlando

Lani Godfrey

Andy Orozco

October 3, 2018

Wednesday

Dallas/Plano

Samantha Summerville

Dave Workman

October 16, 2018

Tuesday

Miami

Lani Godfrey

Dave Workman

October 17, 2018

Wednesday

Phoenix

Samantha Summerville

Tim Bashford

October 18, 2018

Thursday

Orange County

Rick Huggins

Tim Bashford

October 18, 2018

Thursday

Ft. Lauderdale

Lani Godfrey

Dave & Andy

October 23, 2018

Tuesday

Cincinnati

Nicole Riddle

Dave & Tim

October 24, 2018

Wednesday

Chicago

Nicole Riddle

Dave & Tim

October 25, 2018

Thursday

Minneapolis

Nicole Riddle

Dave & Tim

October 29, 2018

Monday

Boston

Bobby Dodge

Dave & Andy

October 30, 2018

Tuesday

Atlanta

Lani Godfrey

Tim Bashford

October 30, 2018

Tuesday

NY Metro

Bobby Dodge

Dave & Andy

November 1, 2108

Thursday

Charlotte

Lani Godfrey

Tim Bashford

November 1, 2018

Thursday

Philadelphia

Bobby Dodge

Dave & Andy

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NEWS

Welcome ProSource New Vendors “All new vendors are fully vetted by our committees to ensure that the general membership has the best opportunity to succeed with new products and services,” said Andy Orozco, ProSource Vice President of Business development. “ I’m very proud of the work our committee members have done in selecting new partners for ProSource. We are lucky to have such a wonderful group

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of dealers volunteering their time for the benefit of all group members. The combined years of experience are an incredible resource for us. “Please welcome the following new partners to the ProSource family. Each stood out as not only having great products but also a willingness to go above and beyond when it comes to dealer support.”

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ProSource SPRING SUMMIT: New Initiatives And Business Solutions Take Off! By Maureen Jenson

Dave cited the following positive ProSource News going from 2017 into 2018:

The ProSource Spring Summit in Nashville in March was an extremely buoyant and positive event as the custom integration industry’s largest buying group explained its focus for 2018.

• Record amounts of member rebates • M embership over 560 strong and growing. ProSource has an extreme vetting process and are very selective on membership • F ocus on strong new memberships on the west coast For category performance: • • • • •

Video overall TV up 14% Premium TV (over $1,500) up 34% Components up 23% Home speakers up 12% Custom installation up 13%

ProSource is anticipating “another great year” in the Premium TV category. Said Dave, “Big panels are critical to Dave Workman addressing attendees at the opening of ProSource Summit 2018 our position. A 75-inch TV is too large of a set for someone to put into the back of their F-150 and try Dave Workman, ProSource President and to truck it home and then maneuver it into CEO, cited 44 new members in 2017—with a place. According to our vendor partners, “We are willing, goal of 40 more in 2018. Said Dave Workman, there is a large amount of big panel capable and “Size in and of itself doesn’t matter. Size televisions at the premium segment, and alone is no insurance policy to success. excited to be that’s where you live.” What’s different about ProSource is we are Speaking of pushing into 2018, Dave focusing on new an aggregate of members who have built their went on to describe how today’s households lighting and businesses from the ground up. ProSource is have approximately 10 devices tied into the shading…there a reflection of its hardworking membership. network, and in a few years, that number “2017 was an amazing year. The will be 50. Representing the tremendous is unlimited economy is in great shape and we feel like opportunity in network security for the potential.” the consumer is ready to spend. The stock ProSource member for the foreseeable — Dave Workman, market is still doing well. Unemployment is future. ProSource very low and home prices are steadily rising. Another key growth initiative is the President And all of these indicators tell us that 2018 shading and lighting categories with the and CEO should be another very good year for the following members pushing forward: consumer and for your businesses.” Coastal Source, ColorBeam, Control4, QMotion, Screen Innovations, and Vantage.

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Chris Cruise of Crown Audio Video in Dallas, Texas fires questions during a roundtable discussion.

Said Dave, “We are willing, capable and excited to be focusing on new lighting and shading…there is unlimited potential.” Business solutions were paramount during the Nashville Summit. Recurring Monthly Revenue has been discussed for years, but now, it's clear that the industry is moving forward to solidify these recurring revenue streams. This also adds a foundation of “When we decide extended services that keep on a particular the ProSource dealer on the initiative managed mind of the homeowner. This chief ProSource services, we follow initiative, featuring new through on it.” vendors and programs, is set — Dave Workman, to improve productivity and ProSource President generate recurring revenue and CEO from managed services through partnerships with Parasol and OneVision Resources. Commented Dave, “ProSource added 13 new vendors in 2017, of which eight specialize in managed services and business productivity; a huge ongoing priority. Managed services are a real game changer and ProSource is two years ahead of any other group in this area. “When we decide on a particular initiative, such as managed services, we follow through on it. We have to make it work. I am very conscious of how we make this large

Hagai Feiner of Access Networks moderated a riveting panel on cyber security: (l-r) Heather “Mo” Williams, Ruckus Wireless; Mike Maniscalco, Pytheas; Kenny Kim, Snap AV; Sid Bose, attorney in Ice Miller

organization as intimate and effective as we possibly can. We're a team and that's our strength. Ultimately that is our greatest strength. “We are living in changing times with so much opportunity ahead. The ProSource role in the industry is to demystify technology and make it work for the consumer. ” PS

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ProSource recognized its

2018 DEALER OF THE YEAR AWARDS DURING THE SUMMIT:

ProSource PRO Member of the Year: World Wide Stereo; Stephanie Keough, Bob Cole, Karen Cole and Dave Workman, Jessica Paskon of PS

Eastern Member of the Year: Value Electronics; Wendy Zohn and Robert Zohn with Dave Workman and Robert Dodge of PS

Southeast Member of the Year: Executive Electronics of Southwest Florida, Inc.; Brandon Reiff, David Minerva, Megan Bredesen, Dave Workman; PS, Karley Smith and Lani Godfrey, PS

Western Member of the Year: Atlantic Home Entertainment & Stereo Tom and Monique Farinola With Dave Workman and Rick Huggins, PS

Midwest Member of the Year: Sundown One’s Alex Foster flanked by Dave Workman and Nicole Riddle, PS

South Central Member of the Year: AV Design Consultants; Paul Crawford and Chris Palmer with Dave Workman and Samantha Summerville of PS

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SUMMIT REPORT Keynote Andrew Davis: GETTING ATTENTION IS NOT ENOUGH By Maureen Jenson and Douglas Weinstein

Andrew Davis was the keynote speaker and immediately got to his main point: getting attention is not enough in today’s online marketing world. There is so much content being pushed out that most people suffer from information overload. We just can’t consume the amount of information available online. His advice is that specialty markets (and specialty marketers) should focus on quality over quantity. One of Mr. Davis’ main focus points had to do with The Marketing Funnel, which was invented in 1898. Simply put, it is based on three key elements companies should be focusing on as it pertains to customers: Purchase. Loyalty. Advocacy. The basic premise is that if you raise awareness in your market, some people will buy from you. If you treat them right, you build loyalty. And loyal customers become advocates of your brand. In other words, gain people’s interest, inform them, close them and nurture them. Based on The Marketing Funnel, Mr. Davis asked where consumer technology dealers fit in the way people are buying today. Are you the center of your product category? Are you the center of the universe? Or are you part of a larger universe? Mr. Davis equated Google with

HARMAN Luxury Audio Group’s Kevin Voecks with the Revel Performa F2288Be tower loudspeakers

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the Sun. And we are just in its orbit. And we all just need to get closer to the sun, informing customers why we are different and what makes us unique. Mr. Davis’ other key topic was what he called the Moment of Inspiration. Every purchase starts with a MOI. Let’s say you get a letter from Nissan letting you know your lease is up next month. You think, “Oh, I need to update my lease. Or maybe I should get a different car. Well, what kind of car should I look at? Nissan! If you were satisfied with your old car, that would be your initial consideration. Mr. Davis then circled back to The Marketing Funnel and pulled everything together. You need to build awareness of your products/services in your market. You need to inspire potential clients to have MOIs as it pertains to consumer technology and then send them on a journey of discovery. Create those moments of inspiration based on your passion, with regular engagement. In other words, if you do YouTube, do it on a schedule. Try to attach a person to your brands and exploit content holes with original content. And after purchase, treat your customers right so that they become advocates for your brand.

Naim and Focal’s John Bevier talks to dealer Lance Anderson of Admit One from Edina, MN

Sony’s Carlos Giraldo shows off the 4K HDR VPL-VW885ES laser home cinema projector

Sound United’s Jeffrey Cowan with the Definitive Technology BP9080 speaker

Nick Berry and Chris Lehnen, Origin Acoustics, talk to dealers Wes Palmer and Rich Holein of Sound Effects, Arizona

CE Daily journalist Rebecca Day and Eric Grundelman of Eric Grundelman’s Cool AV in Mesquite, TX

THE NEW LANDSCAPE OF CUSTOM AUDIO We’re proud to welcome Maine-based speaker manufacturer Terra to the Leon family. Their expansive palette of handcrafted speakers are the perfect complement to our existing portfolio of products, and bring brand new capabilities and expertise into our company. Learn more at www.leonspeakers.com/terra

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SUMMIT REPORT

SID BOSE

Network Security— Standards and Best Practices

The potential of liability was a motivating factor within the consumer technology industry in the establishment of basic standards and best practices regarding the security of residential IT networks. Implementing security standards is a way for any company to minimize liability. The largest trade organization and lobbying arm of the industry, CTA (Consumer Technology Association) was the first authoritative voice in publishing a set of standards and best practices for Integrators and Home Security installation firms. Recommended Best Practices for Securing Home Systems was originally published in 2015. We caught up with Siddharth “Sid” Bose, who participated in our Nashville Summit’s Information Security panel moderated by Hagei Feiner, with a few follow up questions. Sid is an attorney in Ice Miller’s Intellectual Property Group. His top two areas of focus are Intellectual Property and Data Security and Privacy.

Bonnie Perella, Milestone AV Technologies: Sanus, Chief, Da-Lite

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PS: What recommendations would you suggest for an integrator to adopt to minimize their liability when it comes to selling and securing residential network systems? SB: Integrators need to be aware of warranty and liability considerations. Integrators are considered to be in the “stream of commerce,” and customers often seek out integrators as their first line of support; integrators become the face of the engagement to customers. Integrators need to be cognizant of obligations they receive from upstream entities (i.e. manufacturers) and the obligations they offer to downstream entities (i.e. the customer). For example, an integrator installing manufacturer devices, should not offer any additional representations and/or warranties to its customers on the same devices, than offered by the manufacturer itself.

Sheri Griffin of Home Theater Design Group, Addison, TX and Andreas Guenther, Advanced Electronic Systems Integrator, Sarasota, FL

Access Networks Wireless is here.

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SUMMIT REPORT

Network Security — Standards and Best Practices Cont.

When an integrator makes additional representations and/ or warranties around manufacturer-provided devices, it may inevitably leave the integrator in the untenable position of being responsible to its customers to whom it has provided such additional warranties, but without the recourse of being able to hold the manufacturer accountable, because the manufacturer may have contractually disclaimed such warranties for the devices. Integrators do not want to be ‘left holding the bag’ when manufacturer originating products become a point of failure. To minimize risk in such cases, integrators should seek contractual indemnification from manufacturers if possiblethis can help minimize liability for integrators. Integrators should also consider a thorough vetting or evaluation of manufacturers and their devices. For example, integrators may consider requiring the manufacturer to certify in writing that devices: (i) do not contain components with known security vulnerabilities or defects; (ii) include components that can receive properly authenticated and trusted patches from vendors; and (iii) use industry-standard technology and components for communication, encryption, and interconnection with peripherals. Integrators may also require manufacturers to timely update, replace, or remove vulnerabilities in software and firmware components in a properly authenticated and secure manner. Taking such an intentional approach and proper diligence can help spot

problematic manufacturers or devices, and potentially minimize risk. Lastly, integrators should also consider proper insurance protections especially when coverages relate to cybersecurity and even privacy. This may help offset potential risk for integrators if devices go awry. PS: How do you see this issue evolving over the next five years? SB: Integrators may see a lot of change in this area particularly around privacy. As many are well aware, home systems are becoming increasingly prevalent and are finding inroads into very intimate parts of homeowners’ lives. While this creates many obvious privacy concerns, integrators should see this as an opportunity to help guide this sector on diligence, best practices, and ‘privacy-first’ thought leadership. The growth of home systems also creates the need for technology stewardship. As homes become increasingly “tech-heavy” the ancillary service to support needs to be in place as well. No different than needing a good mechanic for a car, or a good doctor for healthcare, smart homes and their homeowners need a foundation of technical support in order to fully benefit from such technology. Integrators are usually the closet to the homeowner and can have the biggest impact on homeowners’ success.

Integra’s Keith Haas with the Integra HDB-RX1 HDBaseT receiver Lawrence Davis and Barrie McCorkle of Portal talking to dealers

Tuula Becker, Home Visions Solutions, Atlanta GA with Tina and Chris Caston, Innovative Concepts Audio & Video Decatur, IN

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Ted Bremekamp of Parasol: Remote support for integrators, by integrators

SUMMIT REPORT

Network Security — Standards and Best Practices Cont.

Heather “Mo” Williams was also on the panel and here are her comments on using Twitter as an InfoSec resource: I follow more than 100 InfoSec people on Twitter with various specialties and focus. I recommend following a few reputable security companies like Symantec, Cybereason, Malwarebytes etc. and adding others that retweet or post interesting responses. As I follow Twitter accounts, I add them to the appropriate private list (I have lists for Wi-Fi, InfoSec, etc.) and then I have a column in TweetDeck for each of my lists. This lets me quickly scan the “Twitter news of the day”. When I first started as an InfoSec junkie, I needed to Google almost everything to figure out what people were talking about. InfoSec Resources • http://www.pewinternet.org/quiz/cybersecurity-knowledge/ - test your own knowledge about cybersecurity and learn more about how you stand relative to the US population • Homeland Security Cybersecurity https://www.dhs.gov/topic/cybersecurity • FBI Cyber Crime https://www.fbi.gov/investigate/cyber • FBI Internet Crime Compliant Center https://www.ic3.gov/default.aspx • Symantec Security Center https://www.symantec.com/security-center • McAfee Labs Threat Center https://www.mcafee.com/ca/threat-center.aspx • NIST 800-53: This is heavy reading on privacy and security controls. It’s a great playbook, but requires intense effort. Integrators should realize that the goals should focus on a risk based approach in implementing the right controls. • NIST 800-30: Again, heavy reading related to conducting audits and risk assessments. It’s really valuable for anyone that wants to come up with a game plan for cybersecurity risk assessment, and identifying appropriate controls. • STRATEGIC PRINCIPLES FOR SECURING THE INTERNET OF THINGS (IoT): Guidance from the Department of Homeland Security, that I think sums up the major issues we talked about today. • FTC Reports: The following are a lot lighter than the NIST guidance above. The first document is a good primer for security practices and what many consider as “low-hanging fruit.” The second document is more of thought-leadership/ policy oriented and helps connect the dots between IoT, privacy, security, regulatory compliance, and so on. It also gives you an idea of where the FTC comes out on security for connected devices. • https://www.ftc.gov/system/files/documents/plain-language/pdf0199-carefulconnections buildingsecurityinternetofthings.pdf • https://www.ftc.gov/system/files/documents/reports/federal-trade-commission-staff-report-november-2013-workshopentitled-internet-things-privacy/150127iotrpt.pdf • The Cybersecurity Legal Plot Thickens. Quick read again; focusing on issues for integrators.

Jay Miller and James Theobald of Acoustic Innovations discussed the company’s Wallscapes acoustic panels and the ProLounger

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Michele Gloeckler of Centricity who create customized programs across a wide range of products including service contracts, warranty and contact center solutions

Epson’s Charlie Boornazian with the Epson Home Cinema LS100 laser projector

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paradigm.com/newdealer SPRING|2018

SUMMIT REPORT Added Value: Roundtable Discussions Net Idea Sharing Roundtable discussions in Nashville engaged members by providing a valuable opportunity to share ideas and learn from their peers. Julie Jacobson of CE Pro discussed new revenue streams and how to capitalize on them. Marc Fisher of Origin Acoustics covered how to build, retain and reward a winning team in today’s competitive marketplace. Finally, Franco D’Ascanio of Coastal Source discussed three ways to uncomplicate your business for greater profitability. Said Franco D’Ascanio, “20 percent of your efforts net 80 percent of results. You have to ask yourself can you go back and sell 80 percent of your customers something else? They already trust you and have worked with you before.” Franco illustrated his 5 Step Process to uncomplicate your business:

CE Pro’s Julie Jacobson led a roundtable discussion on New Streams of Revenue

Trevor Gibson of Klipsch showed off the latest custom in-ceiling and outdoor speaker solutions

SPRING|2018

Coastal Source’s Franco D’Ascanio’s roundtable event was on Simplicity-3 Ways to Un-complicate Your Business for Greater Profitability, Free Time and Peace of Mind.

5-STEP PROCESS a. Have and use a structured platform b. Use a template – such as d-tools c. Upgrade your categories d. Integrate ad dollars e. Make follow ups essential For example keep all of your information on one software platform: — service — change orders — proposals Added Franco, “Little things can help to streamline your business. Downscaling can be a great idea, ask yourself how many brands are you selling? You don’t need 30 different brands of loudspeakers…just focus on a few. Other tips included: No more free in-home consultations. This weeds out the not serious clients. Events can be good, but they don’t work for everyone. Hi-end hobbyists want to come to events; it gives them a validation forum. A crowd favorite for working smarter was to “Get Someone Else To Do Your Job”. For example: Tie in other company services to sell your products, ie: Landscape designers/lawn service companies, builders, electricians, interior designers, pool companies, lighting, shades and more. It is very easy for these disciplines to mention in their own proposals your products and services.

Joe Perfito showed off the newest Tributaries HDMI cable

Herman Integration Services’ John Meyer and Chris Bianchet discussed being the resource for technicians and installers nationwide

Above all else: Set guidelines with your employees and stick to them. Marc Fisher of Origin Acoustics presented on owning and building your team and how to retain and reward a winning team. Said Marc, “Every single dealer I talk to says that hiring good people is the hardest part of their job.” Marc focused on the objectives of finding, hiring and keeping talent. The list of where to find good people included: Offer referral bonuses ($500 possibly) as an incentive. Check out the following: Indeed, Zip Recruiter, Glassdoor. com, HDMI Staffing (industry specific), Craigslist/Facebook, Neighborhood App, other hire sites. Don’t be shy to talk to ex Apple employees, Magnolia and others who are eager to stay in our industry. Musicians and studio techs can be overlooked, but they can bring so much of the entertainment experience to the table. Waiters, waitresses and bartenders tend to be sociable and can make great sales people. Electricians wanting a change...the possibilities are endless and strive to be noticed as the “Best Company to Work For”! The questions when you are hiring should include: Why are you passionate for AV? Tell me about the last time you created something? What motivates you? Ask them about former employers? How they handle irate clients? Shadow one of your installers/sales person for the day…how do they like it? Finally, how do you keep the best employees? The roundtables reveled that being real and developing a personto-person relationship were very important. Also to define

duties and responsibilities, be flexible with PTO/vacation/ schedule, have personal events and a “caring attitude, value education and be Marc Fisher, VP sales Origin Acoustics, led a roundtable on Owning and Building Your Team always improving and create a learning mentality.” Good benefits are still crucial: PTO/Health/401k/Dental/Vision, build team unity, stay involved, awards – recognition in front of the team/company is valuable and even hold an “Employee of the Month raffle”. The point is you can retain talent…but it will take work and creativity from the business owner. Julie Jacobson discussed new streams of revenue and how to capitalize on fresh opportunities to create a new flow of cash. Look to add to your business by exploring the great outdoors, partner with water feature installers and landscapers. Check out water conservation: monitoring water usage through technology. How about exterior motorized shades to hold in heat? Get into acoustical panels, they aren’t just for theaters, most rooms need acoustical help. Video conferencing; push forward with light commercial. Assisted living facilities, solar, panic rooms, boating enthusiasts, more IT, networking and security!!!

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SUMMIT REPORT ProSource 2018 Business Initiatives Lead the Way

It was very clear during the Nashville Summit that the group’s Lighting and Shading main business initiatives going forward were chosen with care “One of the largest opportunities for growth that our members and planning. can experience is shading and lighting.” Said ProSource Vice Stated Dave Workman, "I've always been particular about President of Business Development, Andy Orozco. “We initiatives, they are a funny thing because when you start one, have excellent core vendors in this category such as Legrand they don't go away. As we build this organization I've always with Vantage, Coastal Source, Control4 and Colorbeam. We thought, we are a very large group, that is our strength but it's are establishing a lighting committee to help educate and also our weakness. I am always very conscious of how we make work with our dealers on what a great profit center for their this very large organization as intimate and personalized as businesses this can be. The feedback from our members has we possibly can. We're fortunate because we are built upon a only been positive. Many have commented that is why they team of people, better than many organizations and our team enjoy the ProSource Summit so much; The opportunity to is ultimately our strength." come together and share knowledge in a casual face-to-face The groups’ main focuses are recurring monthly revenue environment is crucial. (RMR) through managed services, lighting and shading and “ So many dealers in the group are making a lot of money member engagement. in lighting and shading and want to Continued Dave, “We have to be share their experiences. We have in position so that whenever the next plans to leverage this space and big recession hits, the revenue stream round out the category by bringing in exists and continues. These are things more vendors like the fixture folks. we didn’t have in place in 2008 when the “Lighting is a forever project for last big recession happened. Nobody ProSource and we have talked to our thinks about these things when their partners and it’s a journey we are belly is full and life is good, but we have excited to be taking together.” to be prepared.” Member Engagement Goals Managed Services In addition to its one-on-one Dave mentioned new ProSource Andy Orozco and Dave Workman business reviews through district members OneVision and Parasol, “They managers, ProSource also has are structured slightly differently, they are not one size fits all established its first Working Group, where they take dealers and they compliment each other for managed services for our in non-competitive markets, assemble them together into members.” a group of 10 or 12 (in conjunction with Bravas) to share Indeed, commented OneVision’s Joey Kolchinsky, “This everything—even P&Ls—to establish better business was our first ProSource event and like everyone we spoke with, benchmarks. Once the first group is well established, another we had a very productive time at the summit in Nashville and one will be added, and so on. met with many high-quality integrators. The group is also increasing its number of Town Hall “Service initiatives by large industry groups like dinners to a total of 30 markets, as well as participating in 11 ProSource are a relatively recent development. Through Business and Technology Summits around the country. Said this transformation, the industry is starting to recognize the Dave Workman, “We will piggyback on regional events as benefits of scale. The collaboration between ProSource and a way to have smaller group meetings, and we’ll make sure companies like OneVision and Parasol will pay dividends for our district managers spend additional time in the field. Our the group’s members. Home Technology Professionals are engagement with [our members] has to be on [their] terms.” increasingly looking for solutions that focus on the service Wrapping up, Workman said that we are in one of the most problem in its entirety. The growing demand for 24/7 support dynamic periods for technology and that it’s up to ProSource is putting a massive strain on their teams, posing a significant members to be trusted resources for their clients. “We live threat to company morale. Meanwhile, solutions that with [technology] every day, and it’s confusing. Think about address employee burnout, limiting hours of availability or it from the consumer’s viewpoint. The role we play is to using an outside answering service for example, often come demystify the complex… to take what people want but don’t at the expense of the client experience. By using managed have a clue how to get into their homes. We do it one customer services, HTPs can focus on doing what they do best (selling, at a time. That’s our strength. That strength will never be designing, and installing systems) while also immediately matched by any large entity.” differentiating themselves by providing a world-class service experience.”

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HEARD ON THE STREET We checked in with our intrepid band of ProSource District Managers to find out what they’re hearing from members while they are in the field. Specifically, we wanted to know what members are talking about regarding lighting design, energy management and managed services.

Nicole Riddle – Midwest Region, Lani Godfrey – Southeast Region, Sherry Dantonio — Director of Membership, Tim Bashford – Director, Field Management, Jessica Paskon — Vice President, Finance & Operations, Robert Dodge – Northeast Region, Rick Huggins – West Coast Region Samantha Summerville – South Central Region.

Lani Godfry – Southeast There is certainly an air of cautious optimism and even a little humble intimidation in addressing the lighting category. The Coastal Source low voltage landscape lighting seems a little easier to grasp of the options available to members. Dealers with confidence in the category realize they need to become the authoritative voice for lighting on any given project and expose their client base regarding their design “And the services and offerings. Managed services comes down to a simple philosophy: Are we ready, weekend as a business, sales team, and company to present a unified front in calls always offering managed services And how do we differentiate ourselves from starts with, our competitors.

‘Sorry to bother you...’ and that's where the managed services comes in.”

Robert Dodge – Northeast As far as lighting, the LED revolution is in full swing. There are so many advantages, from energy savings to adjustable output. I am hearing that they are hard to dim and they don’t react the same as conventional lighting. That opens up new ways for integrators to work with electricians when it comes to low voltage pre-wire and install. Own the category and be the expert! Members tell me that they run RDSCs all the time – recurring daily service calls. And the weekend calls always starts with: “Sorry to bother you….” And that’s where managed services comes in. Members who are successful tell me it is just a matter of explaining the importance of the network and why that needs to be continually monitored and managed. No network = no internet. Clients understand that. In general, really big TVs – 75" and up – are very popular. Wireless music systems are universally requested. And people continue to request invisible speakers, even though they sound half as good and cost twice as much.

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Samantha Summerville – South Central Speaking of energy management, I’m hearing from members who are partnering with local solar power companies in addition to builders, architects and interior designers. They are expanding that network even further to include landscape architects, landscape maintenance companies, patio and pool companies, thus getting their foot in the door for more outdoor entertainment opportunities in lighting as well as audio/video. ProSource members are starting to really embrace the lighting and shade categories as a new source of revenue. Members are very interested in learning how to win over the low voltage lighting portion of a job or at least learn how to get their foot in the door first. Not all have a high voltage electrical division, so many are trying to partner with electricians and kick a percentage of the job to them for working together. Another way for the integrator to expand their business network is to offer “ProSource members are starting to education and training for the design/ build community. These trainings can really embrace the lighting and shade come directly from the manufacturer per categories as a new source of revenue.” certification by AIA (American Institute of Architects) or another design certified partner in the lighting channel. Being a member of many of the design/build groups, ASID, IFDA, IIDA, AIA, IDS to name a few, is also a great way to learn more about their network and business.

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Looking for a solution to: • Remove the burden of service? • Retain clients for life? • Increase your profitability?

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learn how 1.855.665.2130 | inquiries@onevisionresources.com SPRING|2018

SAN ANTONIO PROSOURCE HONORS ITS VENDORS OF THE YEAR

IN SAN ANTONIO! Manufacturers are acknowledged for their outstanding commitment to ProSource, to the channel and to individual members. Here’s a look at this year’s winners.

Audio Vendor of the Year: Electronics

Specialty Vendor of the Year: Accessories

Audio Vendor of the Year: Speakers

Specialty Vendor of the Year: Custom Installation

MARANTZ

PARADIGM

AUDIOQUEST

ORIGIN ACOUSTICS

Audio Vendor of the Year: Headphones

BOSE

Specialty Vendor of the Year: Technology

Audio Vendor of the Year: Digital Content Streaming Devices

New Vendor of the Year

TV Vendor of the Year

Projector Vendor of the Year

CONTROL 4

AUTONOMIC

SONY

Overall Vendor of the Year

SONY ELECTRONICS

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PORTAL

SONY

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ProSource Takes Over San Antonio! ProSource PRO and Power level dealers met in April for their annual Spring Meeting at the La Cantera Resort, San Antonio, TX. Events included the annual state of the union address, business roundtable meetings, audio demo suites and vendor awards. Social activities included an amazing Make-a-Wish guacamole and margarita making contest that netted an astounding $71,500, and a trip to the Enchanted Springs Ranch!

ProSource Board Members Walt Stinson and Murray Huppin flank CEO and President Dave Workman as they discuss RMR member services, lighting and shading and member engagement initiatives

Press Members Rebecca Day, Steve Smith and Carol Campbell with ProSource’s Sherry Dantonio

Dave Meekings and Scott Zitter from Expert Warehouse

Managed Services Panel Discussion: Mike Maniscalco, Pytheas; Joey Kolchinsky, OneVision Resources; Robert Haecker, TRIPhase Technologies; Greg Simmons, Parasol; Kenny Kim, OvrC; Evan Marty, Sr, VP, RMM Solutions, Control4

Make A Wish Contest Winners: First place Margarita Winners—Paradigm: Team Leader Joey Perfito

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Screen Innovations’ Ryan Gustafson and Mitch Witten, SVS speakers

DMs Samantha Summerville and Nicole Riddle, take no bull at the Enchanted Springs Ranch closing party.

Second Place Guacamole Winners—KLH Audio: Team Leader Dave Kelley

IT’S MORE THAN YOU CAN HANDLE – AND EVERYTHING YOU WANT AV8805 13.2 Channel Pre-Amplifier Supporting the latest in object based audio surround formats

because music matters

PRODUCT SHOWCASE THE LATEST FROM OUR VALUED PARTNERS D-Tools Mobile Quote 2.0 iPad App D-Tools’ Mobile Quote 2.0 iPad app makes it easy to walk prospective clients through available technology options while seamlessly generating a scope and budget. Obtain signed approval of a project scope and budget on the spot, and even collect a design retainer, in the very first client meeting. Eliminate the competition with Mobile Quote 2.0.

URC Total Control 2.0 Total Control 2.0 features premium user interfaces, custom graphics and quick programming. It is ideal for all of your residential and commercial installs. Ask about our NEW 10" touchscreens.

Future Automation PS-WB The PS-WB combines the PS articulated TV mount with the dedicated WB in-wall box. The recessed in-wall box will not only allow for a flush fit of your TV, but it will also allow for installation of the power supply and connection points to be discreetly concealed behind the display.

Anthem STR Integrated Amplifier More Power! More Control! More Connection Options! Anthem’s STR Integrated Amplifier is based on an entirely new technology platform for true benchmark performance in stereo amplification. Designed, engineered and Crafted in Canada, Anthem’s STR Integrated Amplifier combines the benefits of an advanced preamp with the power of a massive amplifier and processor.

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WIRELESS

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PRODUCT SHOWCASE THE LATEST FROM OUR VALUED PARTNERS Speco Cloud Introducing Speco Cloud, a channel partner program by Speco Technologies, designed to provide recurring revenue opportunities to security integrators. Speco Cloud offers safe and secure video storage in HD quality with access anytime, from anywhere. Speco’s cloud-enabled cameras come with a junction box and a 5-year warranty. Pictured: O4VLB5 bullet, O4VLD5 dome, O4B6M bullet.

Vanco International Vanco International’s Evolution EV4K2006 simplifies installations by allowing the extension of AV signals using a single Cat5e/6 cable. Featuring bi-directional IR, auto EDID/EQ, and bi-directional PoE, the EV4K2006 extends 4K ultra high definition video with HDR and audio signals, IR, and power for installations of any size and scale. Vanco’s HDSP4K12 and HDSP4K14 with HDCP 2.2, 4K/60Hz, and 4:4:4 chroma capability, allow installers to transmit audio and 4K video from any single source and split the signal into two HDMI outputs up to 4K2K (2160p) Ultra High Definition resolution, without any loss of quality or resolution. The Vanco International’s Evolution EVO-IP HDMI over IP system enables installers to manage, transmit and receive virtually lossless 4K@60Hz, 4:4:4, HDR, HDCP 2.2 video and audio signals. The EVO-IP also offers IR/RS232 control as a pointto-point, splitter, switch, matrix and/or video wall solution, for hundreds of devices over a local network.

Coastal Source 3-Way Ellipse Bollard Speaker The 3-Way Ellipse Bollard is an above ground bi-amplified full range speaker with an 8" Subwoofer. It is designed for use in direct burial applications where directional sound is desired, with a simplistic contemporary style. It has a large driver area compared to conventional outdoor speakers, offering higher performance, efficiency, and fidelity.

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AudioQuest SliP 14/2, 14/4, 16/2, and 16/4 are optimized in-wall speaker cables that are CL3/FT4 and Direct Burial rated. They are available in multiple gauge and conductor configurations and feature an usually slippery jacket for easy pulling. SemiSolid Concentric conductors within the bundle maintain their fixed relationships, significantly reducing distortion.

EM-ESL X

Motion SLM

Motion 60XT

Motion 40

Edge

Motion Vision X

Axis

Vanquish

PRODUCT SHOWCASE THE LATEST FROM OUR VALUED PARTNERS Terra Speakers LuminSound™ Series Greatly expanding their outdoor audio offerings, Leon Speakers recently acquired Terra Speakers, a Maine-based manufacturer of rugged, all-weather speakers built to endure even the harshest conditions. Shown here is their LuminSound™ Series which incorporates LED lighting and sound in one compact design. The LS Series is IP67 rated and available in 5 models.

SunBrite Signature TV Designed for permanent outdoor installation in partial-sun applications, the SunBrite 75˝ Signature TV features the time-tested weatherproofing, safety, and performance that custom integrators trust. It includes a commercial-grade, high-brightness 4K UHD screen with TruVision™ anti-glare technology, OptiView™ preconfigured settings for day and night viewing, and built-in HDBaseT.

Autonomic eSeries Music Streamers Autonomic eSeries music streamers deliver playback of high-resolution audio of both local files and popular online streaming services. When paired with an Autonomic amplifier, it supports audio-over-Ethernet using eAudioCast technology. Easily manage the Autonomic system with an existing control system, or utilize the TuneBridge app for an intuitive standalone solution. JVC LX-UH1 4K UHD DLP Projector The JVC LX-UH1 compact 4K UHD DLP projector employs TRP DMD technology to deliver 4K images, offers HDR support, 2,000 lumens and both horizontal and vertical lens shift offering extreme versatility for installation. Connect any 4K 60P source through the HDMI/HDCP 2.2 compatible input to enjoy the benefits HDR content.

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PRODUCT SHOWCASE THE LATEST FROM OUR VALUED PARTNERS Integra DRX-3.2 Receiver Integra debuts the 1st of their “.2 generation” receivers with the DRX-3.2. Laden with the features you have been asking for, the DRX-3.2 is capable of 7.2.2 or 5.2.4 Dolby Atmos / DTS-X configurations with its built in 9 discrete component amplifiers, plus it offers discrete Zone 2 HDMI output.

Klipsch Professional Series Landscape Demo Kits Klipsch Professional Series Landscape Demo kits are the key to closing more outdoor audio deals this year. Each kit includes satellite speakers, a subwoofer, quick-connect cables, stands, clamps and preconfigured KDA Series DSP amplifier to maximize performance. Set-up a jaw-dropping demo in less than 10 minutes.

ELAN Surveillance Line The new ELAN Surveillance line includes four dome cameras, four bullet and turret cameras, plus network video recorders. Camera recording and playback are managed natively within the ELAN app, with no need to open a separate application. By selecting a camera in the ELAN UI and tapping on the NVR button, the recorded stream is immediately available. Motion event tick marks enable quick navigation in the timeline view, and in the new event view, which makes it simple to toggle between motion events in an easy-to-read list.

Acoustic Innovations Starry Night Fiberoptic Ceilings Acoustic Innovations’ Starry Night Fiberoptic Ceilings. Individual LED engines are embedded into the back of each 1” thick acoustically absorptive panel. Daisy chain panels via CAT5 cable. Custom fabricated to fit any ceiling, easy to install onto existing drywall, RS232 command capable. Shooting stars and custom graphics available.

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The Ultimate Viewing Experience. Only from Epson.

Introducing The World’s First 4Ke 3LCD Projector with HDR Under $4,000. • Outstanding picture quality – proprietary 4K Enhancement* displays 4K UHD source • Brilliant colors – supports up to DCI color space • Inky blacks – HDR and up to 1 million:1 dynamic contrast ratio • Installation flexibility – wide lens shift range and lens memory • Easy calibration – ISF certified

epson.com/homeentertainment

EPSON is a registered trademark and EPSON Exceed Your Vision is a registered logomark of Seiko Epson Corporation. Copyright 2016 Epson America, Inc. *4K Enhancement Technology shifts each pixel diagonally by 0.5 pixels to double the resolution and surpass Full HD image quality. Resolution is 1920 x 1080 in 3D Mode.

Pro Cinema 6040UB

PRODUCT SHOWCASE THE LATEST FROM OUR VALUED PARTNERS Sony A8F BRAVIA OLED TV Sony’s new A8F BRAVIA OLED TV sets a new benchmark for home entertainment, combining exclusive image processing with unprecedented OLED contrast and sleek design. The proprietary X1 Extreme processor upscales content to near-4K HDR quality. Design enhancements make it easy to cleanly wall-mount the A8F, with no visible speakers.

Revel PerformaBe Loudspeaker Series Simply astounding. Introducing PerformaBe, a series born out of a desire to create a loudspeaker that redefines performance and expectation, and puts you in the middle of the music. Immerse yourself in rich sound, full of nuance and detail, from a loudspeaker specifically crafted for the ultimate listening experience. Discover Revel PerformaBe at revelspeakers.com.

Access Networks Core2 and Core3 Networking Systems Access Networks unveils next generation networking solutions. New Core2 and Core3 systems provide integrators with versatile enterprise-grade networking platforms featuring nearly limitless scalability and Live Monitoring services tailored for residential applications. Access Networks introduces a one-of-a-kind Access Point Enclosure, designed to conceal unsightly wireless access points in optimized locations throughout the home within ceilings or walls. (Niles Landscape Speakers, Niles Landscape Speakers are new for 2018. Available with 4 and 6˝, drivers, 110-degrees of sound dispersion and the flexibility of both 8 ohm or 70V/100V configuration. 10" and 12˝ in-ground subwoofers add the bottom end to bring the exceptional Niles indoor sound to outdoor spaces of any size. )

ProjX360 Software Platform With ProjX360 you can manage every aspect of your project from the sales process to creating proposals and management of the project through service all within one software platform. Our mobile friendly interface allows all your employees easy access to our cloud-based software from anywhere, anytime and on any device.

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Epson Pro Cinema 6040UB Projector Engineered for accurate, color-rich performance, the premium Pro Cinema 6040UB offers leading-edge projection technologies. Featuring Epson 4K Enhancement Technology, 2,500 lumens of equal color/white brightness, an expansive color gamut, and 1,000,000:1 contrast ratio, the projector delivers a groundbreaking combination of color, contrast and resolution for the ultimate entertainment experience.

CAROL CAMPBELL Managing Director

MIKE ANDERSON AVidea Group

JOE BARRETT Barrett’s Technology Solutions

STEPHANIE CASIMIRO Designer Marketing Solutions

BUZZ DELANO Delano Associates

DAWN DICKSON Solutions Vending International

VERONICA ESBONA InGear PR

DEENA GHAZARIAN TargetPath

STEVEN GREENBERG Innovation Insider

MAUREEN JENSON Editor-in-Chief

DOUGLAS WEINSTEIN Managing Editor ROBERT HEIBLIM BlueSalve

SHUBERT HO Salt & Iron

SAM HORN Author

JOE KANE JK Productions

ARE YOU READING FRANKLIN KARP Audio Video Systems

GEORGE MCKECHNIE Axiom Home Tech

MIKE MCMASTER Wilshire Media Systems

JAY MILLER Acoustic Innovations

THE INSIDER CONTRIBUTORS

LINDA PASSARO Next Phase Network

SUSAN PECHMAN The NPD Group

JOE PICCIRILLI RoseWater Energy

ANDREA REINER Innerspace Electronics

ROSS RUBIN Reticle Research

PAUL SABBAH Stamford International

MARILYN SANFORD LincEdge

LISA SCHROEDER Mother’s Bistro & Bar

THE INSIDER? YOU SHOULD BE!

Join the thought leaders throughout the Technology industry who share their expertise and experience in our weekly The Insider e-newsletter. Original content delivered to your inbox every Saturday, covering everything from social media to brand management to marketing strategies to customer relations to industry news and analysis to innovations and trending technology. We even have a recipe section for the foodies out there.

Concise. Informative. Actionable.

ANDREA SMITH Journalist

ANGELA SPEZIALE Repuvue

PAUL STARKEY Vital MGMT

KATEE VAN HORN Bar The Door

ED WENCK CEDIA

MIKE WOOD Noyd Communications

ANN ZELLER Zeworks

VANESSA ZITZMANN 21st Century Distributors

15 MINUTES

with JOHN WHITE Chief Marketing Officer | AVB Douglas Weinstein: Tell us about the AVB organization and what services you offer to the ProSource members. John White: We like to call ourselves industry disrupters: a skilled mix of digital strategists, content visionaries, forward-thinking creatives and website gurus. We are ruled by passion for our clients and the businesses that they run and we have some good old-fashioned heart. We have seen the growth of digital marketing first-hand and there is one thing we can say for certain to all small to medium sized businesses, ‘If independent dealers don’t keep up, they will get left behind’. With practically limitless data online, purchasing power is in the consumers’ hands more than ever before. Aligning with a partner to cross-collaborate over multiple channels through multiple mediums and drive traffic from clicks to bricks, is now even more imperative for the success of your business. Our team of 70+ marketing professionals are not order takers, we are wired to build creative campaigns, analyze our efforts and implement real-time campaign improvements based on insights learned from constant monitoring and benchmarking. Our expertise helps our independent dealers succeed with every opportunity that presents itself. We identify solutions that focus on out-smarting the competition as opposed to out-spending them, including unparalleled access and knowledge as a Google Channel Partner. DW: Why AVB Marketing? JW: Led by a team of industry experts, our not-for-profit structure ensures that our clients call the shots. We set our

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members apart from the pack and most importantly, we set our independent dealers apart from the competition. We pride ourselves on identifying and developing unique solutions for our members’ needs. As a full-service marketing agency, we keep all digital development under one roof, seamlessly integrating elements for a successful campaign. The result: a more engaging, more connected and a further reaching digital footprint. DW: What success stories with ProSource Members can you share with our readers? JW: One of our biggest success stories is the partnership and collaboration that we have with Tom Priola at Primetime Audio Video. We developed a best in class website solution that is geared and customized specifically for his business and have developed, launched and refined numerous digital marketing campaigns to boost his business. Tom was recently at our Sacramento offices for a focus group designed to develop and support continued education and discussion between ProSource members and AVB Marketing to ensure our products, services and tools are designed specifically for ProSource members’ needs and unique business models. Through this partnership we are fostering thought-sharing and quick advancement in our proprietary technology solutions for our members ensuring we are always growing, working for them and sticking to our mission: ‘It’s all about the members’.

Seamlessly stream high resolution music between any combination of Naim networked products including Mu-so, Uniti, and Classic series throughout multiple rooms in your home

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You make it happen. We’ve got your back. Samsung 5-Star Solutions is designed to help with the products, partnerships and programs you want and the resources and support you need when you’re installing innovations like QLED Ambient Mode.*

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©2018 Samsung Electronics America, Inc. Appearance of devices may vary. Screen images simulated. *Background feature accuracy may vary based on TV location, dependent on wall designs, patterns and/or colors. SmartThings app on a mobile device (Android, iOS) is required for some functionality. App features may be limited at launch; please continue to check for updates.

QLED TV Ambient Mode™ Makes shows vibrant, then transforms into a gallery and information hub