ProSource Insider Fall 2018 by ProSource

FALL 2018

INSIDE A ProSource First

The First Mark of Excellence Award goes to Klipsch!

Education Update:

Best Practices Conference in Las Vegas a Hit

Heard On The Street:

What Members are Saying

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 Graphic Design • MARIA SATCHELL

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

District Managers Robert Dodge – Northeast Region (714) 273-6276 • Robert.Dodge@Prosourceinfo.com Lani Godfrey – Southeast Region (704) 401-9015 • Lani.Godfrey@Prosourceinfo.com Rick Huggins – West Coast Region (619) 318-9842 • Rick.Huggins@Prosourceinfo.com Nicole Riddle – Midwest Region (612) 402-8020 • Nicole.Riddle@Prosourceinfo.com Samantha Summerville – South Central Region (480) 310-1796 • Samantha.Summerville@Prosourceinfo.com

Published by:

The New You I think we can all agree that we are no longer in the business of just selling products. With the advent of Amazon (among others), living off of product sales margins isn’t what it used to be. Many of our members have reinvented themselves and diversified their offerings to include service plans, lighting, shading and experiential showrooms. Our world of technology is exciting to consumers and we have to continue to demonstrate how we can positively impact lifestyles via our passion for, and expertise in, intelligent home technology design. World Wide Stereo in Philadelphia founder Bob Cole said, “Sometimes we fulfill products but what we sell are experiences. Salesmen and companies who don’t understand that do not survive. Even online, we’re trying to sell the experience.” So how do you create the new you? “Be prepared to Regardless of whether you have a lifestylethemed showroom, or operate on a reinvent yourself. Be by-appointment-only basis, how can you create prepared to go out on the experience that customers are interested in a limb occasionally, exploring? The answer is closer than you think! and be prepared to It’s called being a member of the largest buying do the things that you group in consumer technology - ProSource. feel strongly about.” It’s about reaching out to your fellow members — Hillman Curtis and asking them what’s working, how much time and money needs to be invested, and most importantly, what’s not working and has little ROI in the long run. David Pidgeon of Starpower in Dallas said, “Several years ago, we recognized we needed to better engage our clients within our showrooms. We attacked this from a lifestyle perspective, incorporating a new store design layout that would invite a client to envision how the products and services we sell could work in their homes. We developed interactive vignettes, reimagined automation controls into an interactive store experience that invites our clients to imagine what ‘could be’ and then engage them in designing a solution that fits needs they didn’t know they had.” The bottom line is that you needn’t fear change. Sit down and map out where you believe you can be the most relevant in your marketplace and to your customers. Define what solutions you can sell that provide a true value to your customers and differentiate you from the mass-merchants. Become the authoritative voice. Talk to your fellow members and get input on how to create that experience within the scope of your space. Become the new you.

Cover photo courtesy of John Staley Photography

FALL|2018

FALL 2018

DEPARTMENTS 3F ROM THE PROSOURCE by Dave Workman

Z9F

A9F

EWS Welcome New Members; 6N Upcoming Events; ProSource Women of the Year and Dealers Honored; Social Media Update; CE Pro 100 ProSource Members, Welcome New Vendors 22 H EARD ON THE STREET District Managers’ observations of what dealers are saying/doing across the country RODUCT SHOWCASE 34 P The latest offerings from our valued vendor partners

Meet the Masters The MASTER Series OLED and LED TVs are the best of Sony.

46 1 5 MINUTES WITH… Board Member Larry Abrams, Audio Interiors Inc. 24

FEATURES 16 C EDIA WRAP-UP: THE AWARDS, THE PEOPLE, THE PARTY!

Mastery of picture quality is achieved through peerless performance. Powered by Sony’s best-ever processor – the ultra-intelligent 4K HDR Picture Processor X1™ Ultimate – the MASTER Series TVs redefine what TVs are capable of. Proprietary technologies like Pixel Contrast Booster and Precision Full Array Local Dimming & Boosting bring incredible brightness, contrast, and colors to everything you watch. Introducing the MASTER Series: the best of Sony.

ROSOURCE EDUCATION: 24 P The Best Practices Conference in Las Vegas Exceeds Expectations: Attendees Speak Out!

Custom Integration brand of choice, again.

OMMITTEE REPORT: 28 C Lighting and Shading Update; ProSource Audio Committee Members Visit Key Vendors In Asia; RMR New Vendors, Parasol and OneVision Resources

©2018 Sony Electronics Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited. All other trademarks are trademarks of their respective owners. Screen images simulated.

FALL|2018

NEWS

“Our growth strategy is focused on attracting the very best quality operations into the organization,” said Sherry Dantonio, ProSource’s Director of Membership. “It is vital to our group’s philosophy that each member contributes to the overall success of the group.”

Welcome New Members! We’re proud to announce the following new Power members were added: Audio Dimensions, Oklahoma City, OK

Approved by the ProSource Board of Directors, the following CI member was elevated to the Power membership program:

Audio Video Innovations, McKinney, TX

E-Home, Ridgefield, NJ

Safe & Sound Inc., Chicopee, MA

Lewis Audio Video, Newburg, OR

EM-ESL X

Motion 60XT

Motion 40

The following CI members were added: Absolute AV Design, San Diego, CA

Lightworks, San Diego, CA

Avista, Columbia, SC

Remote Audio Video, Plainfield, IL

AVS Design Concepts, Inc., Knoxville, TN

Seagull Electronics, Inc., Jupiter, FL

Big Daddy's Stereo, Longview, TX

Sight & Sound Systems, Inc., Dulles, VA

Custom Theater and Audio, Murrells Inlet, SC

SmartHome Solutions, Kennebunk, ME

Distinctive Home Automation, New York, NY

Sound Sensations, Marietta, GA

Elite Audio, Lexington, SC

Sphere Home Technologies, Birmingham, AL

Elite Automation & Technology, Conroe, TX

Sterling Sound & Vision, Owings Mills, VA.

Greenline Home Solutions, Draper, UT

Tony’s Street Dreamz, Morgantown, WV

Jerry’s Audio Video, Phoenix, AZ

Ultimate Sound & Vision Corp., Miami, FL

FALL |2018

Motion SLM

Edge

Motion Vision X

Axis

Vanquish

NEWS The ProSource Summit March 1-4, 2019 Showfloor Open Sun March 3 & Mon March 4 Gaylord Opryland Resort & Convention Center 2800 Opryland Drive Nashville, TN 37214

The ProSource Spring Meeting April 29-May 3, 2019 La Cantera Resort & Spa 16641 La Cantera Parkway San Antonio, TX 78256

We’d like to also acknowledge two dealers who have been honored as

Dealers Year OF THE

First up is Ryan Heringer and the team at Sound Concepts of Jonesboro, AR for being named Paradigm Dealer of the Year. And Control4 presented their Dealer of the Year awards recently. The awards recognize Control4 Dealers in the Americas and Asia-Pacific for their commitment in providing superior smart

Mike Barber, and Keith Dowd, Paradigm, flank Ryan Heringer of Sound Concepts.

FALL |2018

home solutions to their customers, delivering exceptional customer service well beyond the installation, and for overall business growth and excellence. Control4 Certified Showroom Dealer, Abt Electronics in Glenview, Illinois, took the prestigious award of being named Control4 Dealer of the Year.

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L-R Bryce Judd, Greg Porthan, Martin Plaehn, David Koller, Lukasz Janowicz, Robert Smolen, Kevin Garretson. © 2018 Milestone AV Technologies. All Rights Reserved. SANUS and the SANUS Logo are registered trademarks of Milestone.

NEWS Powerful Women in Consumer Technology

THE DENON

We’d like to acknowledge two women who were recently honored by Dealerscope Magazine as the Most Powerful Women in Consumer Technology. Dealerscope’s MPWICT is a program designed to not only recognize but honor those women who are effective in their fields.

AVR-X8500H

The program honors individuals across the entire spectrum of the consumer technology industry including the retail segment, the manufacturing world, professional organizations and associations, marketing and PR, and the custom integration space. They are mentors to up-and-coming females in consumer technology and natural leaders among their peers and colleagues. Congratulations to Jessica Paskon of ProSource and Marie Devlin of Smart Systems.

The World’s First 13.2 Channel Receiver Jessica Paskon

Marie Devlin

VP, Finance & Operations ProSource

President and Co-owner Smart Systems

ProSource Social Media Update The ProSource profile has never been higher on social media. We set out to focus on our philosophy of “members first”, celebrating our members and their community activities, milestone celebrations, events and awards. Our content strategy takes full advantage of our vendor partners and their engagement with the members through industry events such as CEDIA and the Technology & Business Summits or vendor sponsored ProSource Town Hall dinners and product road shows. A robust digital footprint is a key element of member retention and supports the recruitment efforts for the organization.

Please send us your content to share with the ProSource family.

Make no mistake about it, social media is a team effort. Content is king and we have the distinct advantage of our team of District Managers, ProSource leadership and the industry press coverage of the group’s key initiatives contributing to our success. Our social media voice reflects the same spirit of collaboration between members and vendors that drives the organization.

➤ FOCAL: For the Love of Music Preview Night. Another legendary event at World Wide Stereo! Reach — 1,364 Engagement — 13%

FALL |2018

The Denon AVR-X8500H supports the latest surround formats, including IMAX® Enhanced — the most premium at-home entertainment experience. With a more than 100-year legacy of trusted sound, it’s time to enjoy world-class home-theater. Learn more at usa.denon.com

You can find us at:

Facebook: https://www.facebook.com/ProSourceInfo/ Instagram: https://www.instagram.com/prosourceinfo/ LinkedIn: http://bit.ly/ProSource_LinkedIn Twitter: https://twitter.com/ProSourceInfo In 2018 we structured our content around three weekly features: #MemberMonday #VendorPartnerWednesday #Why ProSource? Member and Vendor Testimonial Videos on Friday To measure success, we look at the reach and engagement of our posts. Here’s a recent report card for our go-to platforms, Facebook, Instagram, Twitter and LinkedIn.

Facebook Key Metrics: January – October, 2018 an average of 30.69 postings per month Reach and engagement examples:

➤ #MemberMonday Audio Video Intelligence Reach — 988 Engagement — 19% ➤ Great evening with our friends at the Miami Town Hall Dinner! Reach — 463 Engagement — 30%

Instagram

Twitter Dramatic increase in number of new followers and activity.

• 436 Followers • 316 Following • 136 Posts

• 159 Followers • 491 Following • 572 Tweets

Manufactured under license from IMAX Corporation. IMAX® is a registered trademark of IMAX Corporation in the United States and or other countries. All Rights Reserved. For DTS patents, see http://patents.dts.com. Manufactured under license from DTS, Inc. DTS, the Symbol, DTS and the Symbol together are registered trademarks or trademarks of DTS, Inc. in the United States and/or other countries © DTS, Inc. All Rights Reserved. Denon is a trademark or registered trademark of D&M Holdings, Inc.

NEWS

ABT ELECTRONICS ACADIAN HOME THEATER & AUTOMATION ACOUSTIC DESIGNS ALL SYSTEMS AUDIO & VIDEO AUDIO BREAKTHROUGHS AUDIO INTERIORS AUDIOTRONICS AUDIO VIDEO CONCEPTS & DESIGN AUDIO VIDEO CRAFTS AUDIO VIDEO INNOVATIONS AUDIO VIDEO INTELLIGENCE A/V DESIGN CONSULTANTS AVD, INC BCG CONCEPTS BEKINS BJORN’S AUDIO VIDEO CREATIVE SOUND & INTEGRATION

CROWN AUDIO VIDEO DENNIS SAGE HOME ENTERTAINMENT DESERT VALLEY AUDIO VIDEO DIGITAL INTERIORS E4 CONTROL SYSTEMS EAGLE SENTRY ELITE MEDIA SOLUTIONS ETC FIVE SMOOTH STONES AUDIO VIDEO FUSION AUDIO + VIDEO HABITECH SYSTEMS HI-FI SALES INNOVATIVE SIGHT & SOUND INTECH INTEGRATED ELECTRONICS LIBERTY BELL SMART HOME LIVEWIRE

service. solved.

LOGIC INTEGRATION MAXICON NEBRASKA FURNITURE MART PEAK AUDIO & VIDEO SES DESIGN GROUP SMART SYSTEMS SOUNDCHECK SOUND CONCEPTS SPECTRUM TECHNOLOGY INTEGRATORS STEREO EAST HOME THEATER SUNBELT TECHNOLOGY TECHNOLOGY INTERIORS THE PREMIER GROUP TRIPHASE TECHNOLOGIES WIPLIANCE WORLD WIDE STEREO

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

It’s possible with The service platform for your future.

learn how 1.855.665.2130 | inquiries@onevisionresources.com 12

FALL |2018

NEWS Welcome ProSource New Vendor

It used to be simple: An inexpensive wireless router would instantly outfit your home

with reasonably consistent Internet access. Today, the automated residence has rapidly evolved into a complex web of Internet-connected devices continuously communicating with each other.

Astell&Kern is a high-end luxury brand specializing in highresolution audio products and accessories. Astell&Kern’s goal is to provide customers with the ultimate digital music source that delivers Mastering Quality Sound or MQS, supporting hi-res digital audio up to 32-bit/384 kHz PCM and Quad-rate DSD. The brand's mission is to provide natural, original sound without distortion or compression so listeners can enjoy music the way the artist, producers and recording engineers intended it to be heard. Astell&Kern products offer the exact presence with every detail you couldn’t have noticed from other music systems, the way music is meant to be heard.

As we have become increasingly dependent on these devices as a part of our daily lifestyle, the demands on the home network have changed. A robust network offering uninterrupted

connection is no longer a luxury; it is a necessity.

Introducing Access Networks Wireless powered by Ruckus

New products to include: Wireless Controller

Access Points

• • • •

Includes 8 licenses & 4 years of Access Networks support Similar dealer cost to Ruckus ZD1200 Dealer protected margins Specifically created for the Residential market

1 outdoor and 3 indoor models Not available online Similar dealer cost to existing Ruckus models Standard, Unleashed and Cloud versions

The Premier Network Solution Provider in the Industry With Over A Decade of Custom Residential Network Experience, Partnering with Access Networks Makes Our Team Your Team.

FALL |2018

www.accessca.com

CEDIA WRAP-UP

FOR INTEGRATORS. BY INTEGRATORS.

S che du

CEDIA announced awards for installation projects and two ProSource members took home honors. Admit One of Edina, MN was awarded the Best Dressed Rack, Best Integrated Home – Level IV and Best Home Cinema – Level III. Congratulations to Lance Anderson and the entire team at Admit One.

And congratulations to Matt Devore and Jason Barth of The Premiere Group in Carmel, IN as the recipient of the CEDIA award for Best Integrated Home – Level IV category at CEDIA Expo 2018.

Celebrating at the presentation from left to right: Luke Cremer, Matt Devore, Tyler Jones, Jason Barth, Jamie Sangar, Ken Irvine and Eric Blackburn.

FALL |2018

e Tr ack in g

s Ta

Pro jec t Ma na ge me nt CR M s e l a S

Pr PO opo Cr sal ea & tio n

Celebrating at the CEDIA presentation from left to right: Mark Searles, Dan Playman and Lance Anderson.

T im

lin g

ProSource District Managers and executive staff were busy throughout CEDIA at their booth on the show floor.

& s k

r O k or W

rs e d

Fi CI Management Solution

www.projx360.com

844•688•5584

CEDIA WRAP-UP First ProSource

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

Mark of Excellence Award Goes to…KLIPSCH!

ProSource’s first Mark of Excellence Award was presented to audio manufacturer Klipsch during a ceremony at CEDIA Expo 2018 in San Diego. Held at the Klipsch booth, this award for Klipsch commemorates over 30 years of partnership between the two organizations. Said Paul Jacobs, President and CEO of Klipsch Group, Inc., “We are honored to be recognized in such a meaningful way by one of our most important global partners. The measure of a great business relationship is how you deal with adversity and share the wins. No one has exemplified this more than ProSource and Klipsch!” Said Dave Workman, CEO and President of ProSource, “This award was created to recognize over 30 years of uninterrupted partnership between ProSource and Klipsch, as well as their dominance with us in the audio category. We appreciate the collaboration that has existed between us over the years. Klipsch has been an exceptional partner and an essential contributor to the members' remarkable sales growth in the speaker category. We could not be prouder in recognizing Klipsch as the first recipient of this very special award.”

Use your naim app to control music everywhere in your home

The ProSource Party at CEDIA EXPO 2018!

Uniti Atom

Compact High-End All-in-One

ave Workman, ProSource; Kevin Duffy, Sound United; D Kevin Zarow, Sound United; Jessica Paskon, ProSource; Dave Keller, Legrand North America.

Krista Bergman-Haughey, AudioQuest is surrounded by (l-r): Tyson Rabani, Scott Carrara and Dan Lowitz of Quality Audio Video from Denver, CO.

Uniti Star

High-End All-in-One Play, rip, store and serve

Audiophile All-in-One

Uniti Core

HDD music server storage and ripper

Control 4™

www.naimaudio.com FALL |2018

Uniti Nova

Distributed by Audioplusser vices.com

Mu-so Qb

Multiroom all-in-one with speakers

CEDIA WRAP-UP

Allison Eaby, Phil Murray, Steve Weiner and Gordon Shackelford, Listen Up.

Tim Bigoness, D-Tools and Eric Schwartz, Catapult Communications.

Marilyn Sanford, LincEdge and Paul Starkey, VITAL Management.

Tim Rooney, All Around Technology and Fred Yando, Custom Business Solutions.

Patrick Mulligan, Pacific Audio and Communications; Jeremy Burkhardt Origin Acoustics, Joey Kolchinsky, OneVision Resources.

FALL |2018

HEARD ON THE STREET Town Hall Dinners:

What Members Are Saying! Sponsored by ProSource vendors, 15 ProSource Town Hall dinners took place this fall from cities coast-to-coast. The dinners allow members to enjoy an open dialogue in a round table format that encourages discussions centered on key matters of business, including group news, industry trends, issues, solutions and new ways to grow sales. Said Tim Bashford, Director of Field Management, "Our dedicated field support District Managers work one-on-one with members throughout the year. The Town Hall dinners are yet another layer of our world-class, peer-to-peer interaction through powerful events.” The Pompano Beach, Florida, Town Hall dinner had a surprise attendee as BrandsMartUSA EVP, Lary Sinewitz, provided insight into his 38 years of experience. Said Lani Godfrey, Southeast Region, “He specifically spoke to BrandsMartUSA supporting and attending our operations conferences going forward and he sees them as ‘eye opening’. This is in relation to where the group is heading and that he will endeavor to keep more BrandsMart employees attending and involved with future ProSource events. “For our Miami event, the reach of this dinner was impressive. We had two members from Naples make the drive to support us, and Samantha (Summerville, South Central Region) coordinated a member from Vail, CO who could attend the dinner. They were impressed to see the level of engagement and interactivity of those in the room. A regional rep, Wayne Augustine filled in for vendors that couldn’t be present and was amazed to find that all these, ‘competing’ members where so cooperative and supportive amongst each other. Miami really is a territory of cooperation and these folks realize their struggles are more internal than external

(process, inventory, job flow, consistent documentation and internal accountability to each other).” From both dinners and recent meetings, the conversations regarding the service verticals have been increasing. Lani expanded on what ProSource has done during 2018 (OneVision, Parasol, Coastal Source, Colorbeam, etc.) and how these road maps are taking the ProSource member deeper into lighting and the design elements that they need to be comfortable with when executing these customer solutions into their businesses. From the Orlando Town Hall dinner, Peter Shipp of Zio provided insight into their experience in the low and high voltage lighting market. They have had some high voltage contractors’ partner and excel with them and some have strong-armed their way right out of some projects. Peter’s team seeks to own and support as many facets of a respective project as possible while maintaining professional etiquette in sharing specific elements of the project. A common thread between ProSource members is a shift in their initial sales approach. At its core sales is a culture and account management is a partnership mindset, Wael & Nael Yacoub of Crowne Audio personify this. This partnership mindset is allowing more members and dealers to explain a service first and superior design delivery to their clients. This is allowing for them to be a complete technology provider and owning more verticals in the home. Heard was, “15 years ago we weren’t supposed to be selling networking, 10 years ago we weren’t selling shades as a major segment of our business, 5 years ago we weren’t supposed to be selling LED lighting and lighting fixtures. Selling service platforms is the next playing field. One of

Front Row: Andy Orozco, VP Business Development, Nicole Riddle – Midwest Region DM, Sherry Dantonio – Director of Membership, Jessica Paskon, VP Finance and Operations, Dave Workman, CEO and President. Back Row: Robert Dodge – Northeast Region DM, Samantha Summerville – South Central Region DM, Rick Huggins – West Coast Region DM, Lani Godfrey – Southeast Region DM, Tim Bashford – Director, Field Management.

FALL|2018

the most consistent topics of discussion with dealers is 24/7 support augmented by RMR, and monitoring plans, extended warranty solutions on projects in monthly and yearly time frames, offering financing and an established line of credit between the integrator and the end user.” From Samantha Summerville, hosting the Dallas dinner, said, “Lighting is a big interest, those into it already are excited that we are opening the offering with the group from control to actual fixture offerings. Those not currently doing lighting are curious how to start. Interesting to hear from those already involved what challenges and feedback for the newbies in the channel. “Discussed was how Amazon is affecting the builder market, more on the track home side, where Amazon is trying to get in with the builder before the home owner and offering them a smart device prior to the integration company getting in with their control, security and lighting options. This seems to be more relevant in the production builder market and not so much in the higher end custom home market. “Also, new project management software, scheduling software, ordering software: iPoint was one mentioned that a few in Arizona and Texas have brought on in the past year.”

A Los Angeles Town Hall dinner. L-R: Itai Rabinovitch, IR Tech; Alon Moscovitch, Shelley’s Stereo; Krista Bergman-Haughey, AudioQuest; Kevin Price, KP Audio & Video; Emil Estrada, KP Audio & Video.

Said Andy Orozco, Vice President, Business Development, "We appreciate our vendor partners for underwriting these events that advance communication and contribute to building and strengthening relationships within the group. I'd like to extend many thanks to our 2018 Town Hall dinner vendor partner sponsors: Control4, Harman, Integra, Klipsch, LG, MartinLogan, Nortek Security & Control, OneVision Resources, Origin Acoustics, Paradigm, Samsung, Screen Innovations, Sony, Sound United, SurgeX and URC."

ProSource Dealers Improving Their Own Business Cultures Eagle Sentry’s Greg Simmons hosts a taco truck the second Friday of every month for the team and this gives everyone a chance to mingle and enjoy some free food.

they created a culture where their installation teams can add complimentary sales while in the customers’ homes.

Geoff Covington with Audio Integrations in Las Vegas encourages his team to enjoy his cabin anytime he’s not going to be there.

Other ways ProSource dealers are making cultural differences include:

Tom Farinola of Atlantic Stereo hosts a Christmas Dinner for his team and will advance paychecks if someone is in need of money. Bryan Gorog at BCG Concepts hosts Dodgers outings, a Holiday Dinner, and provides a 3 percent sales commission to his Project Managers for any additional sales they make. Lary Sinewitz of BrandsMart has an open door, they take feedback from every associate employed and every member of senior management spends one day a week in the stores with their associates at all levels. Everyone sells,

First Priority Audio teammates can see their productivity in sales and installation in real time. With the support of iPoint, OneVision and QuickBooks they can quickly see where folks stand in relation to themselves and others charged with similar responsibilities.

n Encouraging the team to ask all customers for Yelp reviews to achieve prominence on Google searches. When the review comes in, the employee gets a point on the board and put in for a gift card for the month. n Quarterly fun days: close early on a Friday and go bowling or go-carting or some sort of fun group activity to keep the spirits up in the work place! n Offering a gym membership and an employee gym challenge that can be themed for a certain month or set a goal for attendance and get a gift card. Others have a gym in the office/warehouse or some fun games: foosball, shuffle board, darts, ping pong. These are a great way to blow off steam!

FALL|2018

EDUCATION SUMMIT RE

Continued Starkey, “Our VITAL SIGNS dashboard system was shared showing the best turnkey metrics in the CI business available to dealers using QuickBooks enterprise desktop software through the bi4ci (business intelligence for custom integrator) cloud-based service. The highlight of the day was the profit math or 60-30-10 approach of getting pre-labor margin to 60% of revenue keeping overall, compensation to 30% of sales and major operating expenses to 10% to achieve a 20% net operating profit. The session ended by challenging operators to set the bar high: ✔︎You Can Have 15-20% Revenue Growth ✔︎ You Can Exceed 20% in Net Profit Every Year ✔︎ You Can Accumulative $1M+ in Cash; takes time

ProSource Hosts Wildly Successful “Operations Best Practices” Conference in Las Vegas

100% attendee commitment to participate in future “Best Practices” Conferences! Continuing education and the enrichment of ProSource members’ business practices is of the utmost importance to the ProSource management team. In August, 88 ProSource Power and PRO members attended the ProSource 2018 Operations Best Practices Conference held in Las Vegas. The conference covered key performance indicators (KPIs) for enhanced business operations. ProSource President and CEO Dave Workman led the conference with the PRO Operations Best Practices overview focused on cost, margin, mix, and other KPIs used to monitor and track profitability. Other critical topics of interest included inventory management, freight costs, compensation plans and labor rates, finance, and trends in Paul Starkey employee retention. Suggestions on how to manage California Proposition 65 were introduced, and participants weighed in on their current software systems, social media strategies, and the management and monitoring of vendor trailing credit programs. Peer-to-peer discourse via member roundtable discussions followed the core agenda points. Steve Firszt

FALL|2018

The Power Best Practice session kicked off with cause and effect, studies in business performance, and the power of key metrics, all presented to the ProSource Power members by Paul Starkey and Steve Firszt, co-founders of VITAL MGMT. This was followed by the introduction of a process-driven workflow solution by iPoint that outlined the details of creating a productive business ecosystem. Commented VITAL MGMT’s Paul Starkey, “The focus was the tremendous upside to operational performance once you view what other companies are achieving.” Based on involvement with hundreds of CI companies, VITAL MGMT provided valuable insights into what's possible. The four main topics were: 1) Get The Counting Right 2) Measure & Use Feedback 3) Plan, Act & Review 4) Manage Labor Better

✔︎ You Can Achieve $10K+ in monthly Labor Productivity ✔︎ You Can Have Happy Clients Who Refer You to New Potential Customers

Said ProSource’s Dave Workman, “Our members have spoken. The message is loud and clear that our 2018 Operations Best Practices Conference was one of the most successful events that attendees have overwhelmingly rated as an excellent experience with 100% committing to participate in future meetings.”

Case studies from Texas, Tennessee and Florida were shared with attendees. The size of the companies ranged from eight employees to 30 employees; each used business metrics to assess their priorities and take action. Situation:

A $1.6M revenue company in 2016 coming off an almost break-even year. Margin and labor mix was low; a significant portion of business was pre-wire with production builders. Although the business has existed for almost 20 years, high profits were never achieved. Once the owners committed to count using the VITAL MGMT system, they were able to take actions. Immediately they shifted their sales focus and bid formulas to have a higher labor and consumable parts mix, getting to 30% labor and 6% in parts content. Within 17 months, the company added 15 points to their bottom line and grew sales volume to over $2M. Owner compensation was brought in line and the chaos formerly in the business was decreased. Said the owner, “I have been doing this for a long, long time, it took someone else to Continued page 26

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4K HDR matrix switchers with full audio matrix capabilities •

“The Vegas operations conference was the most relevant and applicable to my business from any show or training we have been a part of. The implemented adjustments in relation to billing rates, increased options pricing on production build projects, and streamlining our internal quoting process, have all positively impacted our bottom line.”

Case Studies Tell The Story!

•

4K/UHD capability @ 60 Hz with 4:4:4 chroma sampling, plus support for HDR formats Flexible, independent audio matrix switcher

2003-2018

YEARS OF INNOVATION

— David Troost, Synergy, FL FALL|2018

EDUCATION Case Studies

Continued from page 25

to show me how we could be better everyday. Our monthly profits are now sometimes higher than past full years.”

Situation:

A company at $2.2M in revenue in 2016 had been down 24% from the prior year, and was operating at barely break-even. The owner sought VITAL MGMT to help get it cleaned up. Typical of many CI companies, the labor mix and parts mix was below par at 22% labor mix and 0.3% parts mix. The billing rate in this secondary market was $75. By raising the hourly rate to $95/$125 install/programming and by altering the labor hours quoted in each project, the business was soon on its way to better profits. In less than 18 months the business added $500K of annual profits and grew its top line by 25%. Said the owner, “Many of the changes we made were subtle, yet all together they added up to make a huge difference. We needed someone to keep us accountable to the process change.”

Situation:

A company with $5.4M in revenue in 2016 making 14.6% profit could have easily rested on its laurels. However, the owner wanted to gauge his company performance against others in the same business. After reviewing the ready-made metrics (VITAL SIGNS bi4ci) they found they could do much better. Labor mix was lagging and they took actions to get the hours right in every project. They were able to increase labor productivity by $2,500 per tech per month and on 23 techs this was a huge improvement. Their trailing 12 months revenue increased over $1M with more than $500K in new operating profit added to their previous $1M profit level. Said the owner, “Knowing that there was significant headroom in our operations and being able to validate it against other well-run companies lead us to a new level in our business.” Knowing that the best companies operate above 20% net profit and some above 30% gave them the direction they needed to make changes.

For over 20 years JVC D-ILA projectors have thrilled large screen home theater enthusiasts by delivering high contrast, high resolution images with vivid color and best-in-class brightness.

THE SOUND STANDS OUT, THE SPEAKERS BLEND IN

Now, JVC introduces the world’s ﬁrst 8K e-shift home theater projector. 8K e-shift enhances 4K HDR content to achieve even higher resolution for a

greater sense of depth and a powerfully immersive viewing experience. Also new — a full line of 4K projectors that carries on the JVC reputation for superior optics and meticulous build quality, featuring native 4K D-ILA devices. It’s no wonder that JVC D-ILA projectors have been among the most highly acclaimed home theater projectors for over two decades. DLA-NX9

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COMMITTEE REPORT:

ProSource

“Let’s do more with less dealers. Try to get the right dealers on board.” — Mike Teolis, President of Colorbeam.

Jonathon Wesco | President | Allegro Home Entertainment | Granger, IN

Recently, the committee invited two guests to join them in conversation regarding lighting initiatives – ProSource vendor Colorbeam and and Legrand. Here is a recap of the conversation: Mike Teolis, President of Colorbeam.

We have undergone a complete rebranding of the company – colors, logo and website. We are also introducing a new generation of products and vision. New landscape products. New messaging as to how we re-image the company, with more upscale products; especially by designers. And tunable white products are big, so that will be a focus for us. Onboarding is a relatively easy process, as our rep firms do most of the vetting. Our on-going philosophy is, “Let’s do more with less dealers. Try to get the right dealers on board.” And finally, we have about a 4 – 5 week delivery timeframe like other high-end lighting companies, with our smaller, common products available to ship much, much faster.

FALL|2018

Dave Keller, Vice President Sales for Legrand Vantage and QMotion

Vantage sets the bar for luxury control systems. Whole-home lighting automation, including wireless lighting control. Vantage is a leader in luxury control systems, providing home owners with automated lighting systems that give them the ability to control and personalize their environment precisely and effortlessly. We offer certification programs through AIA, ASID and ALA and we can offer members our assistance in system design. QMotion shading solutions are engineered to bring unmatched innovation and elegance to any space. Our products are created to support smart space functionality without sacrificing elegant style or energy savings.

IT’S A GAME CHANGER Give your customers a season they’ll remember with SunBrite – the world’s best-selling outdoor TV. Designed to tackle any outdoor install, SunBrite TVs are fully weatherproof and feature a screen that’s up to three times brighter than a typical indoor TV. Choose between three distinct models, each speciﬁcally designed to ﬁt your application and budget.

COMMITTEE REPORT: ProSource Audio Committee Members Visit Key Vendors in Asia Strategic planning meetings were the focus of the recent trip to Asia to visit with key vendors. The strategic planning meetings with key audio partners included Harman, Sony, Sound United and Yamaha. The purpose of the trip was to represent the ProSource members’ input on product roadmap development, contributing to a shared vision of key strategies and identifying drivers for success. ProSource attendees included Dave Workman, President and CEO, and Scott Zitter, Purchasing Manager, Expert Warehouse. ProSource Audio Committee members included: • • • • • • • •

Joe Feregrino, Nebraska Furniture Mart Tim Freeman, Crutchfield Ryan Heringer, Sound Concepts Murray Huppin, Huppins/One Call Stephanie Keough, World Wide Stereo Tommy Kinstle, Crutchfield Aaron Sholtis, HIDEF Lifestyle Steve Weiner, ListenUp

Dave Workman, President and CEO of ProSource commented, “The Audio Committee’s annual visit to Asia is a tremendous opportunity for our members to directly influence product design through a collaboration with our vendor partners.

The input of the committee directly impacts the dynamic growth of the audio products category for the group.” “From a custom integrator’s perspective, it was impressive to learn how products are designed and built for the mass market vs the CI channel,” said committee member Ryan Heringer, President of Sound Concepts. “Our vendor partners really listened to our needs and are committed to bringing product models to market that help us grow our businesses.” “We highly value ProSource’s input on the direction of the audio business in North America,” remarked Kevin Zarow, Vice President and General Manager, Sound United. “Our relationship with the group is based upon great respect for the collaboration with mutually beneficial results.” “All of us at Harman were very excited to host the ProSource Audio Committee in our new, expanded Center of Excellence in Shenzhen. This was ProSource’s eighth visit but also the most productive to date, with deeper dives into planning on Portable Audio, Headphones and most notably, our Connected Home business where ProSource’s input and support is especially valuable,” said Johnny Williams, Vice President Sales, U.S. Consumer Audio.

“The Audio Committee’s annual visit to Asia is a tremendous opportunity for our members to directly influence product design through a collaboration with our vendor partners.” — Dave Workman, President and CEO of ProSource

FALL |2018

COMMITTEE REPORT: RMR New Vendors

Parasol and OneVision Resources Back in February, OneVision Resources and Parasol joined ProSource as two new vendors that support members’ adoption of an RMR service provider business model. Dave Workman said at that time, “ProSource members are enthusiastic about developing profitable RMR solutions that provide a much needed service to homeowners, while making their businesses more valuable. The available offerings from OneVision Resources and Parasol streamline the process for members to adopt a 24/7/365 service-oriented business model. Business models are constantly evolving, and we are keeping our ear to the ground for services and solutions that ensure our members remain competitive.” In the short seven months that have followed, both vendors have already proved themselves valuable to ProSource members and the response is mutual. Said Henry Clifford, co-founder of Parasol, “ProSource is family. Parasol was co-founded by three ProSource members so it feels natural and easy to roll out a program for the group. “We created Parasol for other integrators just like us and we’re blown away by the reception we’ve received. The excitement is electric and everyone from ProSource reps to new dealers has been quick to roll out the welcome mat and help us spread the word.” Concurred Joey Kolchinsky of OneVision Resources, “We have also been blown away by the ProSource experience. The DM structure with ProSource's only reps means that ProSource puts real time and resources into the alignment of its dealer

OneVision Resources client testimonial: We decided we wanted/needed the same level of professionalism in our service department that we have in our design and install department and we knew we could get there faster by partnering with OneVision. OneVision came to the table with the leadership, systems, processes, service, and marketing experience needed to help transform our service group and it’s working. They’ve been great to work with, really professional, open minded, creative, responsible, fun people. Since day one we've worked with them as if they are an extension of our internal team and together we are improving the service experience for our clients every day.” Todd Jarvis of Sterling Home Technologies in Boerne, Texas,

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“ProSource is family. Parasol was co-founded by three ProSource members so it feels natural and easy to roll out a program for the group.”

As Parasol only began taking on ProSource dealers in July, the three founders of Parasol themselves: Henry Clifford of Livewire (Richmond, Virginia), Greg Simmons of Eagle Sentry (Las Vegas, Nevada) and Ted Bremekamp, formerly of ETC and now Director of Operations for Parasol, explained their own case studies through Parasol implementation and summed up using the following metrics: n

80% one-touch incident resolution

5,654 headaches eliminated

1,549 dinners attended

6,736 recitals not missed

4,675,564 texts never received during dinner

56,875 happy kids

“… ProSource is like having a team of reps and the mentality of a buying group combined into one entity.” – Joey Kolchinsky, OneVision Resources

OneVision Resources client testimonial: “We use OneVision to complement our suite of RMR technology services. They work as an extension of ProConvergence to provide our clients with top notch Tier 1 support and de-escalation strategies. They have taken the daily basic support burden off our installers and company principals and set our clients' expectations for follow up and pricing. When researching support providers we found that OneVison had the best team, processes, and remote support solutions on the market.” Bob Bobo at ProConvergence in Flower Mound, Texas

– Henry Clifford, Parasol

base, a good thing for both dealers and vendors. The Town Hall dinners and road trips are irreplaceable; nowhere else am I able to get so much personal one-on-one access with warm introductions. ProSource is like having a team of reps and the mentality of a buying group combined into one entity.” Citing some of the high points over the last seven months, Parasol’s Henry Clifford said, “Because ProSource is homebase for us, we were hoping the group would be represented well in our initial group of dealers. We’re proud to announce that an overwhelming majority of our initial group of 50 dealers are ProSource members with many more to follow. “However, customer service can be tough to scale and we’ve taken our time to get Parasol operating smoothly before asking other integrators to join us. Our patience is paying off as we watch the business grow each week.” OneVisions Joey Kolchinsky said, “My road trips with Lani are easily the high points of my relationship with ProSource. I'm looking forward to doing the same with Rick, Sam, Bobby, and Nicole.”

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FALL|2018

PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

The Ultimate Viewing Experience. Only from Epson.

Klipsch Heritage Theater Bar and C-Series subwoofers offer customizable experiences. The Heritage Theater Bar passive LCR sound bar is customizable in length (49.5” - 80”), wood finish (six) options, and grille color (four). Customizable Klipsch C-Series subwoofers deliver enormous bass and automatically EQ for the room.

Samsung TV that seamlessly turns into a photo-like picture frame. The Frame transforms into a beautiful work of art when you’re not watching TV. Activate the built-in motion sensor so whenever you walk into the room, your TV displays one of your favorite selections.

Introducing four amazing new URC Total Control products. The TDC-9100 10" tabletop touchscreen controller and TKP-9600 10" in-wall touchscreen feature built-in AV intercom - plus live camera view for integrated door stations and surveillance cameras. The MRX-30 quad-core processor

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

and MRX-15 dual-core processor offer powerful advanced system control for residential and commercial applications.

FALL |2018

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

COMPLETE C O V E R A G E

Leon's New Horzion Ledge Soundbar Transforming the soundbar into a modern home furnishing, the new Horizon Ledge features reference-grade audio by Leon and power by the new Sonos® Amp. Available in two depths for versatile integration, Horizon Ledge elegantly integrates design with technology.

D-Tools Cloud An affordable, multi-OS, web-accessible, collaborative platform that intuitively guides users from managing sales prospects, through quoting, system design and procurement. This SaaS application features sales pipeline management, in-app collaboration, workflow guidance, browser-

based drawings, business analytics and interactive

multimedia proposals accessible from any web-

enabled Mac, PC or tablet.

Bring Sony quality into your customers’ home theaters with Sony's new ultrapremium 4K HDR laser projector. The VPL-VW995ES features a 2,200 lumen laser light source, our latest Advanced Reality Creation processing engine and Sony’s legendary ARC-F lens. 18Gbps HDCP 2.2 compliant inputs and an optional short-throw lens further enhance installation

CMY

Advanced power protection and conditioning to reduce lock-ups, reboots, error-codes, and service calls.

flexibility, letting you bring cinema-quality 4K to the home.

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Future Automation Mounting Box range The PS-WB TV Wall Mount and In-Wall Mounting Box range allows flush screen mounting along with easy first fix installation of local power and connection points. The included clamp brackets enable mounting of mini-amps, TV boxes, power conditioners and more, along with direct

Contact SurgeX to learn how we can increase your proﬁtability and customer satisfaction.

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PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

The new Bose family of smart speakers and soundbars delivers superior Bose sound

HDMI® OVER IP MANAGE, TRANSMIT AND RECEIVE AUDIO/VIDEO SIGNALS

Built-in voice control from Amazon Alexa puts millions of songs, playlists, and more at the tip of your tongue. And with Wi-Fi® and Bluetooth® compatibility, you can wirelessly stream whatever you want, however you want.

The award-winning MantelMount Enables anyone to easily pull a large flat screen TV down off the wall to eye-level and swivel it left or right. The MM750 features four counter-balancing gas springs, a 30.5" vertical drop and 125 lb. weight capacity, and can be surface mounted or recessed for a 1.8" flush-to-wall distance.

4K@60HZ, 4:4:4 CHROMA WITH UPSCALING AND DOWNSCALING Elan HR30

CONNECTS TO OVER 1000 SOURCES AND DISPLAYS

The HR30 steps up the home control

VIDEO WALL AND DIGITAL SIGNAGE CAPABILITIES

experience with a flush-mount 2.8” color touchscreen enabling a swipe left or

REMOTE SYSTEM ACCESS THROUGH THE CLOUD

right to quickly access favorite content; with three customizable buttons for instant personalized access to music, movies,and lighting. For dealers, the screen is easily personalized using the ELAN® Configurator.

Vanco Evolution EVO-IP HDMI over IP system provides control of hundreds of devices and

CONTROL THROUGH 3RD PARTY CONTROLLERS AND ALEXA HDR10 AND DOLBY VISION COMPATIBLE

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 point-to-point, splitter, switch, matrix and/or video wall solution, for hundreds of devices over a local network.

VANCO1.COM FALL |2018

PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

Get Ready for Upgraded Streaming & Seamless Integration

Focal – Kanta Speakers Entirely dedicated to acoustic performance and with a resolutely bewitching aesthetic: that, in a nutshell, is the Kanta DNA! It took three years of research and development to create this range. With their new materials and effectiveness-focused design that give them their powerful identity, they come straight from our engineers' hearts.

Atlona Atlona’s Opus™ Series of HDMI to HDBaseT matrix switchers for HDR formats include the 4x6 ATOPUS-46M, 6x8 AT-OPUS-68M, and 8x10 AT-OPUS810M. These switchers are HDCP 2.2 compliant and support 4K/UHD video @ 60 Hz with 4:4:4 chroma sampling. Opus enables flexible routing to HDBaseT outputs plus two additional HDMI outputs. Now Shipping!

ProjX360 ProjX360 can manage your entire project

Integra components can now perfectly integrate into an existing Sonos Home Sound System,

from the sales process to creating proposals

or can be the foundation of a new system through the addition of a Sonos Connect. The world’s best

and management of the project through service, plus inventory, all within one software platform. Our mobile friendly

Custom Integrators, and those who desire the pinnacle of performance, place Integra A/V receivers and processors at the heart of their home entertainment systems. Shouldn’t you?

interface gives all of your employees access to our cloud-based software from anywhere on any device.

FALL |2018

PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

Paradigm Paradigm’s Defiance X15 subwoofer features massive output, thanks to internally-braced cabinets, 15-inch ART® woofer surrounds, and an 1800W (peak) class-D amplifier. Crafted in Canada, the X15 is the biggest subwoofer made on this continent. The X15 also features app control, Anthem Room Correction (ARC®), and optional wireless connectivity.

JVC DLA-NX9 The world's first 8K e-shift home theater projector capable of 8192 x 4320 image resolution. This premium, custom install projector features a 100mm diameter all-glass lens with full aluminum lens barrel, new 0.69 inch native 4K D-ILA devices, and 2,200 lumens brightness. The DLA-NX9 delivers the sharpest home theater image available today.

JBL L100 Classic The retro design of the JBL L100 Classic has iconic JBL its predecessor’s storied legacy. All-new drivers, crossover network and advanced transducer technology take the performance attributes original L100 owners loved – exceptional dynamic range, crystal-clear effortless high output, and high-impact bass – and elevate them to the highest 21st century audio standards.

The Denon AVR-X8500H is the industry’s first 13.2-channel AV receiver. With the

Introducing custom-fit speakers to match any size flat panel television. Décor by Paradigm delivers high performance multi-channel audio in unobtrusive custom-built enclosures. Superior audio performance and cuttingedge speaker technology brings any room to life, without intruding on the space. Décor is Crafted in Canada for quick turnaround, so your project never waits. Décor custom-fit home audio is the perfect finishing touch to any home. Visit the Décor Design Studio at design.paradigm.com to custom-configure speakers today.

widest selection of industry partners and advanced technologies, paired with 13 channels of built-in amplification, no other AVR available today delivers the same unprecedented quality, performance and flexibility to usher in the future of premium home theater experiences. MSRP: $3,999

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Paradigm is backed by Sound Science Paradigm partners with Canada’s world-renowned NRC, researching the nature of sound and human hearing. Our findings influence every aspect of our loudspeaker design, from materials to construction. The result is a unique listening experience, a performance based on sound science.

design.paradigm.com

Shown: Décor 1SC

Denon

Superior Sound. Custom Integration.

ONLY 2 INCHES DEEP

styling and a vintage Quadrex foam grille pays homage to

PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

SunBrite TV The redesigned Veranda Series TV from SunBrite offers HDR, IP control, an embedded 20W amp, and modern aesthetics – so you can deliver a great viewing experience to full-shade applications. Its 4K screen is up to 50% brighter than typical indoor TVs, and features true High Dynamic Range (HDR) for a wider color gamut.

Epson Engineered for an immersive 4K viewing experience, the new Epson Pro Cinema 4050 4K PRO-UHD Projector with HDR offers 2,400 lumens of equal color/white brightness, a contrast ratio up to 200,000:1 and HDR10 capabilities. With high

Experience the New OvrC Ecosystem In the past year, we’ve worked diligently to bring you new & improved products, all ed together with our award-winning OvrC plaaorm. This investment, combined with the enhanced capability of OvrC Pro, allows you to minimize truck rolls and deliver world-class support to your clients.

brightness, extensive color and incredible detail, the projector delivers a stunning, crystal-clear 4K experience.

OneVision Resources The OneVision platform converts service from your biggest headache into your biggest opportunity. Our comprehensive platform provides the leadership, turnkey implementation, and technology you need to provide your clients with world-class support while transforming service into a more sustainable, scalable, and profitable part of your business.

Marantz The Marantz AV8805 pre-amplifier redefines audiophile home cinema and music listening with an unprecedented 13.2 channel processing capability and support for any high-resolution multichannel audio format. Users can tap into three-dimensional audio, enjoy enhanced

Araknis Routers The new line of Araknis routers was built speciﬁcally for professional integrators, and provides free embedded OvrC Pro funcconality and Gigabit Internet support.

WaaBox IP Verrcal Power Condiioner The WaaBox IP Verrcal Power Condiioner gives you IP-enabled, individually controllable and metered outlets, which can be verrcally mounted on a rack for easy wire management. Plus, it’s available in 12- and 18-outlet oppons.

video formats and access streaming music throughout the home using voice commands with HEOS built-in. MSRP: $4,499

Experience the full OvrC ecosystem at snapav.com

FALL |2018

Luma 310 Recorders Luma 310 recorders feature camera support up to 8MP and integrate seamlessly with Visualint for a smart, hassle-free surveillance soluuon at an improved price point.

15 MINUTES

with LARRY ABRAMS Audio Interiors Inc.

Larry Abrams is the Technical Director of Audio Interiors Inc., which has been setting the standard for customized home theater, audio and automation systems since 1982. He first started working for the company while at SUNY Albany as a favor for Neil Greenberg – then a friend of his sister’s, now his co-owner and brother-in-law. His payment for his first day of work: a case of blank cassette tapes. In the over 35 years since, the family business has grown to employ 45 people and lead the industry that it pioneered. Audio Interiors has become a legacy name, with Larry leading its expansion into new areas including lighting, shades and home automation. Douglas Weinstein: Thanks for taking a few minutes to talk with us. How’s business? Larry Abrams: Thanks, Doug. It’s a pleasure to catch up. Business is dynamic! There are so many new products, technologies and standards; it requires constant attention from myself and our team. DW: Tell us about your history with the ProSource buying group. LA: We originally joined HES in 2005-ish for new buying opportunities. After the merger with ProGroup, Audio Interiors began to attend regional conferences. This afforded us opportunities to meet with our vendors and network with our peers. DW: What attracted you to become a board member? LA: I realized that I’ve spent my entire career working for the same company and that this would give me a chance to see and contribute to the industry in a totally new way. In just a short time that's already begun to happen. We are taking a fresh look at criteria for new dealer members.

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DW: You’ve been involved with new technologies since the inception of the CI channel. What’s new on the horizon that you really think will be a game changer? LA: LED lighting fixtures with variable color temperature and directly addressable controls will become common. I anticipate the use of additional DSP computing power to resolve many of the sizing and placement issues that the design community places on architectural speaker integration. Other products that will continue to evolve include Voice and the use of Laser Light Source for Video Projectors. Also, there will be many more households without traditional cable TV services, just internet connections and streaming video – cord cutting will increase dramatically. DW: What is Larry doing when he’s not working? LA: My wife, Laurie, and I split our time between Long Island and Manhattan. I can be found cycling for charity, catching performances by the surviving members of the Grateful Dead (who can still be heard on those cassette tapes), and hanging out with my daughter and two sons, all of whom inherited my love of music and appreciation for the highest fidelity audio.

T H E P E R F E C T M AT C H ! 300 SERIES & KANTA FOCAL FLAX DRIVER TECHNOLOGY “ F ” cones a re m a de of high-qua lit y fla x f ib ers co re enc losed by t wo t hin layers of gla ss fiber.

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They sat isfy t he key c riteria of a high perfo rmance dia phra gm : high interna l da m ping, hig h velo city of sound a nd high flex ura l rigidit y.

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Fla x cones a re designed a nd m a nufa c t ured in France a nd Foc a l use t his driver tec hnology into Car aud io, Pro a udio, Hom e spea kers a nd Custom integ ratio n.

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Distributed by Audio Plus Services

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