ProSource Insider Fall 2020

FALL 2020

LIGHTING THE WAY The ProSource Lighting Technology Certification Hits a Home Run Page 18

Integrators on the “ New Normal” and What DMs are Hearing on the Street

Page 21

PROSOURCE CEO

Dave Workman Interviewed During Virtual CEDIA EXPO 2020 Vendors Speak Out! Page 34

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 Art Director/Graphic Designer Jill Malena (760) 274-5523 jill@malenadesign.co PROSOURCE™ 109 RIVER OAKS DRIVE, STE. 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 Administrative Specialist Susan Hinojosa (817)-431-2240 Susan.Hinojosa@Prosourceinfo.com Administrative Assistant Brandy Langle (817)-431-2240 Brandy.Langle@Prosourceinfo.com DISTRICT MANAGERS Northeast Region – Robert Dodge (714) 273-6276 Robert.Dodge@Prosourceinfo.com West Region – Rick Huggins (619) 318-9842 Rick.Huggins@Prosourceinfo.com Northcentral Region – Nicole Riddle (612) 402-8020 Nicole.Riddle@Prosourceinfo.com Southcentral Region – Samantha Summerville (480) 310-1796 Samantha.Summerville@Prosourceinfo.com

PUBLISHED BY

Publisher of The Insider Newsletter TechnologyInsiderGroup.com © ProSource Insider 2020, All Rights Reserved

My Top Three Action Points AS SUMMER TRANSITIONS INTO FALL, there still is not a clear indication on when we will be finally living in a world without the coronavirus. Some states are seeing spikes, and with the normal flu season about to begin, it’s anyone’s guess as to how things will end up this winter. But for most of our members, business is back to pre-pandemic levels give or take, with some variances in retail and/or custom depending on your location and target audience demographics. The bottom line is, we should continue to follow some of the best practices we have all adopted and seize those opportunities that present themselves, whether that’s a family wanting to remodel their great room or businesses who want to update employee home offices with expanded networking and video capabilities.

Here are my top three action points that I believe directly impact all of our members and that I want everyone to consider as far as the ProSource Buying Group is concerned:

Communication Communication remains the key to all of our mutual success. Members providing forecasts and sales expectations to our vendors and vendors sharing supply chain information back to members helps everyone keep pipelines flowing. Our team here at ProSource is consistently updating members via our newsletters on current issues, as well as training opportunities and special promotions. Communication is and will continue to play a major role in how we support one another.

Education Whether you are on-boarding a new technician or simply expanding your business opportunities – lighting, wellness, energy management – education becomes more and more important in a fast-moving industry like ours. If your team has not signed up for ProSource University, please make that a priority. Members who are involved are giving us rave reviews in the breadth, width and depth of the educational opportunities at ProSourceU.

Insights I have heard so many great ideas and strategic viewpoints from thought leaders within our organization, and we share those best practices via our communication channels to all of our members. As I said at the top, no one has an accurate crystal ball when it comes to this coronavirus so we all have to be prepared to react to the marketplace. Please check out our weekly newsletter and special announcements to stay on top of best practices and bright ideas.

Please enjoy this issue of ProSource Insider, it’s packed with lots of great articles, including updates on our healthcare initiative, ProSourceU, the Champions Campaign featuring peer-topeer video interviews and industry news. And don’t miss our vendors’ roundtable that features a discussion on growth categories, their changing business models and communication tactics.

Stay well and we’ll see you all virtually for the time being as we continue to operate in the new normal.

FA L L 2 0 2 0 | 3

VPL-VW915ES PROJECTOR

Bring the stadium experience home The perfect home entertainment system should always feel like watching the biggest sporting events from the private suite. Upgrade your customer’s sports-watching experience with the incredible resolution and clarity of the VW915ES Home Theater Projector.

With a 2,000 lumen laser diode light source rated for over 20,000 hours of use, your customers will experience rich cinematic colors, smooth motion, and dazzling brightness with everything they watch for years to come.

For more details, visit sonypremiumhome.com

Digital Focus Optimizer

2,000 Lumens

Š 2020 Sony Electronics Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Features and specifications are subject to change without notice. All screen images simulated. Sony, SXRD, and Motionflow are trademarks of Sony Corporation. HDMI is a trademark of HDMI Licensing LLC. All other trademarks are trademarks of their respective owners.

TOC

FALL 2020

D E PA R T M E N T S

F E AT U R E S

3 From the ProSource

11 ProSource CEO Dave Workman Speaks Out During Virtual CEDIA EXPO 2020!

by Dave Workman

6 News Welcome New Members and New Power Member; ProSource University Personalized Packages; Champions Campaign Announcement; Tim Bashford and Sherry Dantonio Promoted; Congratulations to the ProSource CEPro Rising Stars and the ProSource CEPro Best Product Manufacturer Awards; Congratulations to the ProSource Members and Vendors CEDIA Award Winners.

35 Product Showcase

The latest offerings from our valued vendor partners

50 15 Minutes With…

Tony Fabrick, Xtend Technologies

15 Integrators on the “New Normal” and What DMs are Hearing on the Street 21 Lighting The Way: Staying Current with the Lighting Technology Certification 29 Vendors Speak Out!

NEWS “ProSource continues to provide the opportunity within the organization,” said Sherry Dantonio, ProSource Senior Director, Education and Membership Recruitment.

“We welcome our new members with education, for their businesses to increase productivity and profitability.”

With the approval of the ProSource Board of Directors, the following CI member was elevated to the Power membership level: Sound Effects, LLC, Mesa, AZ

for members to grow

services, and support

ProSource Insider New Members

The new CI members are: 46Solutions, Lexington, KY

KPS PowerHome, Ontario, CA

Avid Technology Group, Inc., San Ramon, CA

Multimedia Innovations, Davie, FL

Beyond Hi-Fi, Bellevue, WA

Quality Audio Video, Centennial, CO

Premier Media Technologies, Destin, FL

Diode Technologies, Diller, NE ENG AV Inc., Birmingham, AL

Sound Bank Electronics, Lake Havasu City, AZ

FNC Home Theater, Katy, TX

StroTek, Pearland, TX

Future Automation & Design, Inc., Redondo Beach, CA

SYSTEMSEVEN, Cedar Park, TX Thoughtful Integrations, Maryland Heights, MO

Welcome!

Integrated Lifestyles, Inc., Dallas, TX

Today’s Home & Leisure Products, Inc., Mechanicsburg, PA

Distance learning for residential applications HDVS-CAM-USB OME-MS42-KIT

atlona.com/distance-learning

NEWS ProSource Introduces ProSource University Personalized Packages PROSOURCE UNIVERSITY PERSONALIZED PACKAGES offer a unique solution for ProSource

University students. ProSource members will now be able to personalize their ProSource University experience with custom videos, content and employee engagement programs.

Each package includes assistance in crafting anywhere from one to four courses. This allows each member to tailor the training product around their individual business and insert anything which is unique to their operation thus making the end product feel like it belongs to the dealer.

PROSOURCE IS PROUD TO LAUNCH

ProSource University personalized packages are available immediately on a subscription basis to make customized learning more affordable than ever. ProSourceU personalization packages are powered by IntegrateU. There are three levels of programs: ONBOARD $99.99 Monthly

DEVELOP $199.99 Monthly

ENGAGE $399.99 Monthly

• 1 Custom Course Included at Sign Up

• 2 Custom Courses Included at Sign Up

• 4 Custom Courses Included at Sign Up

• Unlimited Course Copy Editing

• Unlimited Course Copy Editing

• Unlimited Course Copy Editing

• 10 Course Credits Monthly *

• 15 Course Credits Monthly *

• 20 Course Credits Monthly *

• Unlimited Custom Graphics

• Unlimited Custom Graphics

• Unlimited Custom Graphics

• Unlimited Revisions

• Unlimited Revisions

• Unlimited Revisions

• Requires 1 year Minimum Commitment

• Unlimited Custom Animations

• Unlimited Custom Animations

• Requires 1 year Minimum Commitment

• Unlimited Custom Videos

• Management of Employee Engagement Program

• Requires 1 year Minimum Commitment • Management of Employee Engagement Program

* Courses average 100 credits For more information contact support@prosourceu.com or signup at www.integrateu.net.

the Champions Campaign Video Series! In these challenging times when our members are not able to attend industry events and network in-person, we thought it would be helpful to develop a series of member interviews highlighting successes and best practices to motivate and inspire other ProSource members.

This is just the start and we need your help! To keep this momentum going, we’re asking our members to work with their District Managers to record brief Zoom video conversations focused on key ProSource initiatives such as ProSource University, the health care initiative, managed services, marketing, etc. These videos will be posted on social media and in our Wednesday Member News newsletter.

No matter if you participate in a video or not, we strongly encourage all our members to tune in and hear what your peers are up to so keep an eye out for these engaging and thought-provoking interviews! Visit tinyurl.com/ yy3dxg7hg for more info.

FA L L 2 0 2 0 | 7

NEWS Congratulations to Tim Bashford and Sherry Dantonio on Their Promotions to Senior Director Positions PROSOURCE IS PROUD TO ANNOUNCE the promotions of Tim Bashford to Senior Director, Sales and Sherry Dantonio to Senior Director, Education and Member Recruitment.

Tim Bashford has led the ProSource District Manager team as the Director of Field Management since the inception of ProSource in 2014. His role includes the support of others on the management team to reach group brand sales goals and the management of select group solutions such as the ProSource healthcare initiative.

Tim Bashford

From 2007 until 2014, Tim worked for the Home Entertainment Source (HES) Buying Group and BrandSource Buying Group in various management roles. Until February 2007, he worked for Hitachi Home Electronics, excelling in multiple roles including Sales Training, Key and National Account Sales Management and Field Management.

The promotion of Sherry Dantonio more clearly defines her current role with ProSource. Having served as the ProSource Director of Membership since 2014, Sherry has been responsible for all membership recruiting efforts including the strategic vetting process for accessing new members.

Prior to 2014 Sherry also served as the Director of Membership at the Home Entertainment Source (HES) Buying Group.

However, with a robust focus on education, Sherry’s role has expanded Sherry Dantonio to include the development of many new exclusive education initiatives including ProSource University.

Sherry also oversees the educational opportunities available at the annual ProSource Summit, Spring Meeting and Summer Education Series.

Congratulations ProSource Members and Vendors CEDIA Award Winners!

BEST HOME CINEMA

SUB-CATEGORY

Thoughtful Integrations – “Everything for Everyone” (Level II)

Best Documentation: Admit One Home Systems – “Fox Point”

Savant’s Daylight Mode

BEST INTEGRATED HOME

BEST NEW PRODUCT IN HARDWARE

THE 2020 CEDIA PRODUCT HALL OF FAME

Winners include:

Inductees include:

Savant Smart Audio Soundbar

AudioControl’s Model 520 EQ

Highly Commended: Admit One Home Systems – “Fox Point” (Level IV)

BEST SHOWROOM Winner: Cinegration – “Cinegration Arvada Experience Center” Highly Commended: Quality Audio Video – “QAV Showroom” 8 | FA L L 2020

Leon Speakers Tonecase FIT Universal SurgeX Squid DMF Lighting DID Series Recessed LED Downlight

BEST NEW PRODUCT IN SOFTWARE

Great sound should be heard, not seen.

DISCOVER THE NEW JBL CONCEAL SERIES.

The JBL Conceal Invisible Loudspeaker Series offers four models featuring patented acousticallycoupled woofers, a patented compression molded baffle, and a paintable Fidelity Glass™ outer skin.

The finished loudspeaker panel installs easily and disappears completely into the surrounding walls or ceiling, allowing placement virtually anywhere in a home. The JBL Conceal Series is the ultimate solution for high-performance architectural audio.

C62 6.5” 2-Way Invisible Loudspeaker

C83 8” 3-Way Invisible Loudspeaker

C86 Dual Panel 8” 3-Way Invisible Loudspeaker

C82W Dual Panel Quad 8” Invisible Subwoofer System

Learn more about the JBL Conceal Series at www.jblsynthesis.com. ©2020 HARMAN International Industries, Incorporated. JBL and the JBL logo are trademarks of HARMAN International Industries, Incorporated, registered in the United States and other countries. All rights reserved.

NEWS

Congratulations to our ProSource members honored as CEPro Rising Stars!

BEST ELECTRONICS SYSTEMS TECHNOLOGIES Congratulations to our Winning ProSource Vendor Partners Access Networks Dish Network Naim Modus VR Samsung Savant Sony Stewart Filmscreen SurgeX

Avidia Northbrook, IL

Lanza AV Home Theater & Security Phoenix, AZ

SoundVision, LLC Mooresville, NC

F E AT U R E

ProSource CEO Dave Workman Speaks Out During Virtual CEDIA EXPO 2020!

During CEDIA Virtual EXPO 2020 Jason Knott of CEPro held a keynote panel entitled, “Industry Outlook: Buying Groups Weigh In…”

Dave Workman

THE FOLLOWING EXCERPTS are from Dave Workman, CEO and President of ProSource.

JASON KNOTT: How do you see the state of our market for the rest of 2020 going into 2021?

DAVE WORKMAN: We have a perfect opportunity at this moment. Clearly over the last several months, there has been a renewed interest in the home environment. Interest rates are down, the travel industry has been shut down and those dollars have been refocused around the home.

The thing that has surprised many of us, has been the strength in home building. With interest rates so low, homeowners are taking on new properties and remodels, so our members have projects stretching into 2021 and maybe even into the following year. So there is plenty of work out there.

Now if those discretionary dollars start reallocating back into other industries, it could take some of the edge off of the business we are currently doing, but at the same time, we have the want and need for technology in the home. Not just in our legacy categories, such as entertainment, but some of our others such as lighting and shades, that have such huge growth potential. These newer categories are carrying us up to the next level of business.

Barring the wholesale collapse of the economy, we can see the CI business doing well way into 2021.

JASON KNOTT: The growth of new home building has really surprised me as well. How is this effecting guys in the trenches?

DAVE WORKMAN: We are seeing both ends. ProSource members are both big retailers and the CI side. The CI side is a little different…it is somewhat capacity controlled because CI can only go up so much because the profit is so heavily tied to labor. On the retail side we have posted the highest increases I have ever experienced in the month of July; the highest across the board increases were in June and then matched in July. Where the retailer can accommodate more of the surge demand, the CI guy is more of a steady stream upward, you are never going to get that spike.

What you are going to get is a forward backlog and so what we are seeing is the back logs are getting extreme for those dealers that are booked solid for the rest of the year and into 2021. continued on page 12 FA L L 2 0 2 0 | 11

WORKMAN

continued from page 11

JASON KNOTT: Was that in online sales, because the stores were closed down?

DAVE WORKMAN: No, I would have thought the same thing, of course online is really supreme, but it was across the board. Now online has taken a higher percentage, but most of the dealers have figured out a way to omni-channel their presence with the consumer. So the store experience is really evolving. With big brick and mortar regionals increased maybe five percent for June and July, but online sales were off the charts.

JASON KNOTT: So many integrators had ramped down in April and May and they were surprised by the comeback in June.

Have those fears calmed down? [There are problems in the supply chain-Ed] DAVE WORKMAN: It’s not across the board.

I think it has improved… there are some outages in control, lighting, shading, but it is not as acute as audio and video. I believe we are going to be dealing with this through the balance of the year.

I don’t believe the vendors factored in appropriately whatever product surge is going to occur in the fall. As the summer winds down and the focus goes even further back into the home.

I think we are going Jason Knott, CEPro to see a second surge and demand for home entertainment products. This probably keeps supply as a challenge all the way through the end of the year. To give you a specific example and this is where opportunity was lost, people were really interested in outdoor audio and TV, especially in the Northeast where everything was so shut down and dealers were working hard to upgrade people’s yards, you couldn’t get outdoor TVs. This is of course not to say it won’t be a huge growth category in the future.

JASON KNOTT: Are the commercial guys moving into the residential guys business?

DAVE WORKMAN: There is encroachment going on between a lot of industries. Many of our members have 25 to 30 percent of their business in commercial. Se we’ve got those guys moving around and alarm guys and lighting guys moving around and electrical contractors coming into the space.

We have a real mishmash of everybody going into each other’s spaces. Everyone is trying to find new opportunities. The result of which is continued on page 14

Colorbeam takes a Beverly Hills mansion to the next level

Join the Colorbeam team and become an authorized reseller today!

CONTACT US Tel: +1 844-301-CBNA (2262) | WWW.COLORBEAMLIGHTING.COM | info@colorbeamlighting.com

DISH CUSTOM INTEGRATION PROGRAM

Epic entertainment for your clients.

Recurring monthly revenue for you.

We’re invested in the success of your business.

The DISH Custom Integration program was designed to promote dealer profitability and success. Our Custom Integrators benefit from a lucrative recurring monthly revenue program for each qualifying client account, as well as multiple margin-driving opportunities including reduced equipment prices, complimentary engineering and on-site technicians for design, installation and future maintenance.

LEARN MORE

about the DISH Custom Integration Sales Program at dish.com/customintegration

WORKMAN

continued from page 12

they are competing against new people they weren’t competing against five years ago.

JASON KNOTT: Where are our opportunities and growth areas?

DAVE WORKMAN: Lighting is taking on a huge focus within our group. We have partnered in an exclusive arrangement with David Warfel as our category expert and we’ve established our certification program and ProSource University. As far as opportunities are concerned, I look at shading and lighting as the right hand and the left hand. Both categories are interdependent in the way a dealer sets them up.

It is not unrealistic to think an average dealer can do a million a year in those categories. I can easily see lighting and shading as our second largest categories in the next five years, surpassing half a billion in total revenue. I am very optimistic.

With legacy products, we have an outsized share of the market in audio. We command a large share of the business and it has been a stellar category for us. What has been fun, is

watching two-channel audio come back with some resurgence. Along with the resurgence of multiform wireless audio, step up sound bars and other products that fit our niche, but are more simple in their application. All of these have been doing very well. People obviously really want to bring theater home

“ As group leaders, we are trying to provide our members with the best tools, but we are only as good as the dealer taking advantage of the tools.”

DAVE WORKMAN, PROSOURCE CEO/PRESIDENT right now and we are also seeing opportunities in wellness. It is still early, but it is important to remember the opportunities in new technologies coming up.

We started doing Town Halls about ten years ago and we started getting into networking.

At that time, the dealers said, “I’m not a computer programmer and I am not going

to have anything to do with that.” Think about what they are doing today, much of their business is networking.

JASON KNOTT: Anything you would like to scold the dealers about..what do they need to improve?

DAVE WORKMAN: The biggest challenge for the CI dealers is they have to be able to step back from the biz and figure out for example, service. They are busy being busy. But if they don’t step back and embrace new tech categories, digital outreach, new recurring monthly revenue services and new hiring mechanisms, they are hurting their business.

They can’t just keep doing the same thing they have always done without growth and change. They have to grow their business to the next level and we have provided that for them with ProSource University and other tools. As group leaders, we are trying to provide our members with the best tools, but we are only as good as the dealer taking advantage of the tools. Let us help you grow to the next level.

F E AT U R E

INTEGRATORS ON THE

NEW NORMAL Editor Maureen Jenson talked to two ProSource members, Patrick Mulligan of Pacific Audio & Communications and Phil Murray of ListenUp about vendors, customers and working in the time of the “new normal”.

MAUREEN JENSON: How have your vendor communications changed and how supportive are the vendors during this difficult time?

PATRICK MULLIGAN, PACIFIC AUDIO & COMMUNICATIONS: As we are located in Hawaii, our 30th anniversary is January 2021, we are used to vendor communications via online or by phone for almost 30 years. So, if anyone was prepared for COVID in terms of physical separation from vendors, it’s the dealers located in Hawaii. Most vendors are offering some type of online tech or sales training by Zoom, Microsoft teams or other platforms. A few have taken it a step farther and created Slack channels which is nice as we then get nearly daily updates on those threads and it’s always available to look at, comment or just review.

ProSource even took it a step farther and they created a Slack channel with all their

and six from east, sometimes these webinars are at 3–4 AM for us and that is just not feasible so we do miss about half of the trainings but luckily most are recorded so we can review them on our time but we miss out on the networking and live Q&A. ProSource has been a remarkable resource during this trying time, and Josh.ai and Crestron have really stepped up if we have a tech issue and needed support.

Phil Murray, ListenUp

vendors on it so we have one place to go and view our vendors who are a part of ProSource which for us is about ¾ of their portfolio. A combination of webinars, conferences and Slack channels have been working well for us but another issue with being In Hawaii is the time schedules for events that some of the vendors put on.

Since we are three hours behind west coast

PHIL MURRAY, LISTENUP: Yes, lots of Zoom calls, Microsoft Team Meetings, and Google Hangout calls. It really has been amazing how well the calls have worked. We’re probably doing two to three calls a day with vendors. But we had our first vendor actually fly in to see us last week and it was so nice to actually have that in-person experience and go to dinner — outside of course. I would say most of the vendors have done a good job with maintaining communications via video calls. We also do all of our meetings internally on Google Hangouts. Everyone uses the phrase, “the new normal” but video calls have really become the new normal.

MAUREEN JENSON: Reports all summer have been about supply chain disruptions, what are your findings?

Patrick Mulligan, Pacific Audio & Communications

PATRICK MULLIGAN: Yes, we have seen a few vendors with supply chain issues, we had to switch it up some and, in our case, moved to Marantz. We are seeing delays in shipping as well. Things that used to take two weeks by boat are now taking three weeks, some other items we used to get in three/four days are taking a few days longer. We have had to order items earlier then we used to, just to make sure we will have them in time.

continued on page 16 FA L L 2 0 2 0 | 15

NEW NORMAL

continued from page 15

PHIL MURRAY: Yes, some of our suppliers are having major supply chain issues. We’ve seen a huge increase in our e-commerce business, but it has been constrained by supply issues.

MAUREEN JENSON: How has your business changed?

PATRICK MULLIGAN: We are busier now than pre-COVID with demands for network upgrades, security (cameras and monitored accounts), and whole-house audio since more people are at home now. As COVID was starting up we could see issues with this, so we got proactive and created SOPs to have company-wide policies. I believe we were one of the first integration companies out of the gate with COVID SOPs. In the SOP we have CDC and WHO guidelines along with some of our internal recommendations.

We then shared these on our social media platforms, website, and blogs. We also have a letter for customers and what we need to see before going on a service call or construction site. When we get a call for service or a new job startup, we ask a line of questions. For example, has anyone in the household or on the construction site been sick in the last month? How long have they been in the house? Has anyone recently flown in from the mainland? We also mention our teams will have proper PPE and cleaning supplies on them as they enter the home or construction site. Things are being delayed on the job sites as well.

PHIL MURRAY: We are doing a lot more emails and social campaigns. We were very promotional in these campaigns when our stores were first closed down. Fortunately, we were able to do installs when our stores were closed. We had some customers cancel installs but we had a lot of customers who wanted us to update their home systems and Wi-Fi networks for working from home. continued on page 18

PROSOURCE DISTRICT MANAGERS

WHAT THEY’RE HEARING ON THE STREET Samantha Summerville SOUTHCENTRAL REGION Our dealers are busier than they have ever been and hiring is a big push right now. The shortage of technicians and installers in the past three to four months has put a new twist on who is doing what within the company. This shortage or need will always be a struggle for our members. Some integrators are shifting the sales team into learning install and technical aspects of the job spec through ProSourceU because of the workload.

“The members are in high demand by the clients: network, audio, video, shades, lighting, outdoor. This leads to the demand by the integrators for product which for some vendors was a struggle for three to four months through the pandemic.

This is leveling itself out as inventory levels are getting to a plus or even level to the demand. Finally, the demand for installers and techs to get the jobs completed per the demand of the clients. We as an industry will be in demand for many years, as technology grows in the home and end users want and need the latest and greatest.”

Rick Huggins WEST REGION Members up and down the West are all extremely busy right now, many with four, six, even eight weeks of installs in their pipeline. I’m seeing larger, well thought-out proposals getting signed as well, which will keep many members busy well into 2021. I’m also hearing that clients are asking for more than just traditional AV installs, with more custom requests, lighting, air-purification, and other categories outside the norm. Overall, business is strong. continued on page 18

1 6 | FA L L 2020

NEW NORMAL

continued from page 16

MAUREEN JENSON: What do your customers want now?

PATRICK MULLIGAN: Networks are the most asked for, then security, then whole house audio and in that order. Also a few media rooms, but since we are in Hawaii, media or theater rooms are not as common as the mainland, the client can walk outside and get REAL 3D MEDIA! Oh, and voice control is being asked for more than it was just eight-nine months ago. Touchless control.

A recent Pacific Audio & Communications project in Hawaii.

STREET

The ListenUp Colorado Springs Store.

PHIL MURRAY: Home theater has made a real comeback and as mentioned in my last answer, Wi-Fi networks. Custom systems continue to do well. People are really into cocooning. With movie theaters shut down, people are into improving their home theaters. 4K and 8K TVs continue to do well.

MAUREEN JENSON: How are your customers’ daily habits changing and how do you meet that tech need?

PATRICK MULLIGAN: NETWORK, NETWORK, NETWORKS are the hot button.

Since most of our clients are in that 1 to 10 percent category and they are working from home they need their networks stronger than ever. They also need to find a work life balance as well as being home so that is where whole house audio and media rooms come into the conversations. Especially outdoor audio and video. They are in Hawaii after all so the outdoor settings are the focus.

1 8 | FA L L 2020

continued from page XX

“Product inventory continues to be the biggest struggle right now, and my recommendation to members is that if a product is in stock and they think they will use it in the next 6-8 weeks then to pick it up now because going into the holiday season and with model transitions we might see even tighter constraints in certain categories over the next few months. The next biggest struggle is finding good labor, which is one of the reasons ProSource University was created – to help members train techs from the ground up.”

Nicole Riddle NORTHCENTRAL REGION Business is up year-over-year, and members are saying they are very busy. The dealers are finding ways to adapt with the “new normal” of keeping techprotected and safe while doing installs within their customers’ homes.

“Shades and lighting are hot topics and I’ve had members reaching out to start with linear and landscape lighting. The feedback on our new lighting partners has been tremendous – vendors are even helping dealers spec jobs. Fall will soon turn to winter in the Midwest, but it doesn’t seem to be a slow down or concern for my dealers. They are focused on increasing marketing and finding new ways to stay connected with their customers.

“They are looking for ways to connect with an industry based third party to help with marketing, SEO and social media. There also seems to be concerns about the continued on page 20

When you rely on working and learning from home, only the best network will do.

Keeping You Connected™ to what matters most.

www.accessnetworks.com

FrameBar for Samsung’s The Frame Leon’s FrameBar is handcrafted to match the exact width and finish of any model of Samsung’s The Frame—all while providing uncompromising sound in an ultra-thin soundbar.

W W W. L E O N S P E A K E R S . C O M | 1 ( 8 8 8 ) 2 1 3 - 5 0 1 5 | @ L E O N S P E A K E R S

STREET continued from page 18 real estate industry and with a shortage in raw materials – there is worry on new construction delays. Members are also asking me to connect them with other members related to specific vendors or issues they are experiencing.”

Robert Dodge NORTHEAST REGION Our members are closing projects and delivering racks at their peak right now.

The Northeast successfully navigated the COVID-19 storm and many of the products and services they provide remain in demand. The hottest categories over the last few months were outdoor audio/video, indoor and landscape lighting, network upgrades, motorized shades, premium OLED TVs and home theaters. Members are optimistic that they will finish 2020 strong. Recent reports of a second wave of COVID-19 starting and peaking this winter is concerning. The threat of a second wave could hamper dealers’ ability to enter homes this winter. Members are encouraging clients to complete projects before winter through email outreach and phone calls.”

2 0 | FA L L 2020

F E AT U R E

LIGHTING

THE WAY Staying Current with the ProSource Lighting Technology Certification

DMF Lighting Ambient

INSIDER MAGAZINE ASKED David Warfel, ProSource Lighting

Guru, manufacturers Mike Libman and Lani Godfrey of DMF Lighting, Patrick Laidlaw of WAC Lighting and integration specialist Tom Curnin of BravoAV to bring us up to date on the ProSource Lighting Technology Certification rollout and how specific needs are being met.

INSIDER MAGAZINE: Please update our readers on how the Lighting Technology Certification is proceeding?

DAVID WARFEL: The LTC Level 1 Certification is off to a rip-roaring start with 20+ individuals already having completed the eight foundational learning modules, six manufacturer modules and final certification module. We know that’s only the beginning, as over 50 learners have already completed the foundational units and an awesome 100+ learners are past the first module. We’re getting great feedback and collecting comments to roll into future updates. One user said he took 25 pages of notes and spent some 16 hours getting through the first eight modules, so we know the investment is huge… but of course the potential payback is far greater.

David Warfel, ProSource LIghting Guru

With Level 1 up and running, our focus has turned to Level 2 Certification and we are even more excited than ever. We’ve signed a lease with the Dallas Market Center and construction will have started by the time this issue goes out. The Experience Lab will host the Level 2 live continued on page 22 FA L L 2 0 2 0 | 21

LIGHTING continued from page 21 WAC AiSPiRE Aurora

training component, serve as a studio for live and recorded webinars and demonstrations and give us an incredible opportunity to showcase great lighting and technology working together. The Experience Lab is the crown jewel of the LTC and it will transform the way we can train members and provide an ever-expanding list of benefits. Imagine flying an important client to the DMC, heading to the 10th floor, and showing them how awesome their home could be with better lighting!

for competitively-priced projects and giving integrators a cost-saving option. All in all, it was an energetic couple of days. I sure do miss the live event – nothing compares – but there was still enough going on to keep me excited.

We’ll keep evolving the LTC as we continue to learn new ways to strengthen member growth in the category.

One quick note: Virtual CEDIA saw incredible investment in the lighting category from our vendor partners. DMF launched an integrator-only module with standard one percent dimming that will reduce competition and provide a dealer advantage. American Lighting launched its Proluxe line for the integrator channel and rolled out new products we’re already specifying. WAC launched the AiSPiRE brand for integrators, showing off a breathtakingly simple system for low voltage lighting and a host of compatible products.

Savant/USAI launched the CORE fixture, to bring USAI to the table

DMF Lighting DID4

WAC AiSPiRE Atmosphere

continued on page 24 2 2 | FA L L 2020

&

Naim Uniti Star Best All-In-One Hi-Fi

2018

“the Aston Martin of the audio world” Uniti Star – Forbes

“an unqualified success I would recommend to anyone” Aria 926 – Hi-Fi Choice

CABLES INCLUDED worth $500

Promotion from November 2nd to December 31st, 2020

Sophisticated Hi-Fi system | ARIA 926 & UNITI STAR Enjoy more from your CDs, music-streaming services, radio stations - even a boost to your TV sound - with the multifunctional Naim Uniti Star player, perfectly paired with Focal Aria 926 loudspeaker. Made to thrill; built to last.

Uniti Star

Pair of Aria 926*

Cables included

Years warranty

FOR ONLY

$6,990 Save up to $2,800

*Black speaker finish only. Offer subject to stock availability. See conditions with participating stores. From November 2nd to December 31st, 2020.

Focal.com | Naimaudio.com | Focalnaimamerica.com | Distribution by Focal Naim America | For more information : 1 800.663.9352 / info@focal-naim.com

LIGHTING continued from page 22

M A N U FAC T U R E R S ’ I N P U T Mike Libman, National Sales Director and Lani Godfrey, Sales Manager, Residential Systems East, DMF Lighting

INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far?

MIKE LIBMAN: It has certainly given the members more technical and real life perspective as to how the category connects to their existing business and benefits them being involved in how lighting is equally a tie in to all the other items they are controlling and monitoring: pools, sprinklers, garages and gate doors.

INSIDER MAGAZINE: Are you seeing the membership more fully embrace the LTC during this time of COVID? Is this a small silver lining?

Mike Libman, National Sales Director, DMF Lighting

WAC AiSPiRE Astro

and teammates foster such a culture and reward those who contribute to it.

MIKE LIBMAN: The silver lining so to speak was members realizing that they needed to adopt a plan to train and develop themselves and their teams as leaders. The beautiful part about LTC, is it walks a similar path that other course curricula follow: introduction, the vision/path, several steps on the path, and then implementation and acceptance of the curriculum and what to do with the content delivered.

This isn’t new, but you can see varying degrees of who has a plan for training, versus those who say, we are a little slow right now so we tell our staff to process some classes.

This is ultimately a culture difference where leaders that believe in developing themselves

Lani Godrey, Sales Manager, Residential Systems East, DMF Lighting

INSIDER MAGAZINE: Is there one module that is your favorite and why?

LANI GODFREY: I am a fan of all of the content as I believe, “Light Can Help Your Team”.

I also like the Foundation examples where you can see the changes in a particular environment as lighting layers are removed and added. Purchasing and Restocking is also special, because once a member is doing this, they are well on their way to conducting more consistent lighting business. In general we have three business segments to look for in lighting: • Retrofit & Remodel of what may be existing in a home.

• Upgrading a typical sale to a better option.

• Owning the design/layout and being the leader in how lighting will be applied to the property.

INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far? continued on page 28

2 4 | FA L L 2020

What Goes Up Must Come Down!

– Isaac Newton

Home Automation Meets TV Mount Introducing the MM860. With the push of a button or voice command watch your TV lower and swivel into position. Enjoy the comfort and clarity of eye-level viewing, the way the TV was meant to be watched.

The MM860’s recessible housing allows for flush-to-wall TV storage. Configurable vertical and horizontal travel limits prevent your television from ever touching the wall or mantel.

The Temperature-Sensing Monitor automatically returns your TV to its home position if an unsafe temperature is detected.

© 2020 Manehu Product Alliance LLC.

For the custom integrator, the MM860 works with or without home automation and supports all popular home automation control systems.

With MantelMount, every seat in the house is the best seat in the house.

For more information, visit: mantelmount.com/dealers Available Drivers:

US. Pat. No. 8,864,092

MM860

International Patents Pending

LIGHTING continued from page 24 M A N UFACT UR E R S ’ I NP U T PATRICK LAIDLAW: I’ll give you an example: I received a phone call from an integrator who just finished the certification program.

He had asked a builder to let him quote the lighting on a project he was currently working on. Although the builder was hesitant, he urged the builder to give him a chance and he was knowledgeable enough and confident enough to speak intelligently and convinced the builder to allow him to quote it. The new found knowledge is giving integrators the information they need to speak more confidently and thus reach out to ProSource vendors (the vendorship) for assistance once the door is open.

believe it has greatly contributed to the membership concentrating on additional revenue streams and future directions. The LTC came at a great time alongside this line of thinking because members I have talked to have done nothing but rave about what they have learned.

INSIDER MAGAZINE: Is there one module that is your favorite and why?

PATRICK LAIDLAW: More than any ONE Module I would say my favorite “part” of the LTC is the way in which it is designed Patrick Laidlaw, Director of Business and purveys knowledge. There are other Development, WAC Lighting organizations that can share knowledge of lighting guidelines and design but the LTC actually TEACHES the INSIDER MAGAZINE: Are you seeing the membership more fully members how to approach lighting, speak about lighting and also sell embrace the LTC during this time of COVID? Is this a small lighting which goes beyond just “lighting principles”. This is revolusilver lining? tionary and exactly what the members need today. It’s easy to hear “I need to be in lighting”, but the more difficult question is “how do I go PATRICK LAIDLAW: I believe so, yes. I believe early on the membership about it” and the LTC answers that question, and in a big way! had more time to spend on education but as things opened back up, many of them are very busy. That being said, between the education gleaned during the shutdowns and the current state of affairs, I

INTEGRATOR’S OPINION INSIDER MAGAZINE: How has the ProSource Lighting Technology Certification (LTC) program benefited the ProSource members so far?

TOM CURNIN, BRAVOAV: It’s provided us with greater confidence when talking about lighting design and fixtures. I know I can hire David [Warfel] and his crew to do a great lighting design. I know they have the understanding and experience to make magic.

INSIDER MAGAZINE: Are you seeing the membership more fully embrace the LTC during this time of COVID? And which of the modules in the certification helped you the most?

Tom Curnin, BravoAV

2 8 | FA L L 2020

TOM CURNIN: As I started my training during COVID, I can actually say my timing was great and all members should get on board. My favorites are: • M2: Lighteracy 201 – Integrator Foundations. This one was one of my favorites, even if it made my head hurt. Hard core science behind things.

• M5: Designer’s Canvas – Lighting Plans. I loved this one also. Clearly defined the differences between a lighting plan and a lighting design.

VENDORS

F E AT U R E

SPEAK OUT! Insider Magazine talked to Dave Keller, Legrand’s VP, Sales & Service, Shading & Residential Controls; Angie Larson, VP of Sales Operations, Savant Systems and Rian Cain, VP Sales, Séura about COVID-19, inventory disruptions and forging into 2021.

QMotion in action in a home located in Seattle.

INSIDER MAGAZINE: There has been quite a bit of inventory disruptions over the last several months. Has this affected your products? How about your customers?

What are you doing to help?

DAVE KELLER, LEGRAND: Yes, as many others in our industry, it has affected our products to some degree. We’ve been able to keep an adequate stock of materials and sub-assemblies to produce our finished goods, but we have experienced some delays in shade fabrics due to the supply chain impact of COVID-19. The freight companies also seem to be taking slightly longer to deliver

products to our customers, but we’re proud to say that the delay is very minimal.

To mitigate any issues, we’ve really prioritized communications with our customers.

Our sales and marketing teams are in frequent contact with both our independent sales reps and dealers in order to meet and exceed expectations. More than ever, it’s important for all manufacturers that dealers

“We have completely revamped our training for both QMotion and Vantage so that dealers can attend online training and get certified completely virtually.”

DAVE KELLER, LEGRAND

provide as much information as possible on upcoming projects and the required installation and commissioning dates.

ANGIE LARSON, SAVANT: We have been very fortunate that so far our operational team has been able to navigate the supply chain waters very effectively and we have been able to consistently meet integrator demand.

However, we have seen our customers impacted by many of the shipping challenges and delays felt across the country. To combat these delivery delays and better serve our customers, we have temporarily moved our shipping default to our west coast and central region customers from ground to a standard three-day shipping model.

RIAN CAIN, SÉURA: The disruptions helped our domestic mirror business as customers scrambled to replace orders that couldn’t ship out of Asia.

Our New Shade 2 and Ultra Bright (full sun) outdoor TVs are 100 percent in stock and ready for immediate shipment. Lack of

Dave Keller, Legrand

continued on page 30 FA L L 2 0 2 0 | 29

SPEAK OUT!

continued from page 29

The Savant Experience Center in New York City.

supply in the industry has increased demand sharply in the last few months. To help our customers bounce back we have been offering Free Shipping on all outdoor TVs.

INSIDER MAGAZINE: How have you scheduled/structured your vendor/customer meetings? What is the most advantageous way you have found to communicate netting the best results?

DAVE KELLER: Since we’ve found communication is vital, having dependable software to improve our virtual interactions has been most advantageous. Our operations team is utilizing Microsoft Teams to communicate with our vendor partners, while our sales team relies on this software for meetings with dealers. In both cases it has proven to be effective. The use of video conferencing has helped make up for the lost face-to-face interaction we usually have. In cases where our dealers want to have in-person meetings, our local independent sales reps are able to make those visits on our behalf.

Additionally, we have completely revamped our training for both QMotion and Vantage so that dealers can attend online training and get certified completely virtually. They are expected to make a small investment in training materials, but we are no longer charging for training sessions.

“We were proud participants of the first-ever virtual CEDIA Expo and are embracing education initiatives at all levels.”

ANGIE LARSON, SAVANT Angie Larson, Savant

ANGIE LARSON: We have many communications outlets, including topical online webinars, and this month we are launching a new initiative to support our dealers Virtual Tours of the Savant Experience Center in NYC. We were proud participants of the first-ever virtual CEDIA Expo and are embracing education initiatives at all levels.

INSIDER MAGAZINE: Have you been emphasizing online sales, marketing?

DAVE KELLER: Though QMotion and Vantage do not sell online, we have been emphasizing online marketing communications. For example, QMotion just launched a brandnew website with several improved features, including faster load speeds, intuitive product navigation, and a more usercontinued on page 32

3 0 | FA L L 2020

Pro Source EVO-IP Ad Final.indd 1

10/21/20 5:01 PM

SPEAK OUT!

continued from page 30

friendly design. It’s a huge improvement for our customers and we’re confident it will help them to interact with our QMotion brand and find the resources and documents they need. We’re currently working on a new Vantage website as well, which we plan to launch before the end of the year.

Over the past few months, digital communications have become even more important.

Not only have we increased our email communications to keep our customers informed, but we held additional webinar training sessions earlier in the year for both QMotion and Vantage, which had great attendance and participation. In addition, we post regularly on social media. We’ve found that social media is a great place to interact with our customers and see some of the great QMotion and Vantage installations our dealers are completing.

ANGIE LARSON: Sales and marketing are critical elements and we have focused our efforts to try to support our dealers and help them market new services and features to

Circadian daylight lighting control courtesy Savant.

munication came from Savant the end-user was directed to follow-up with their dealer to get more information on how to upgrade.

We are opening up the Savant Experience Center in NYC for virtual tours, and this means that any Savant Dealer world-wide can utilize the showroom and education labs with not only a potential client but also their architect and design teams.

“To help our customers bounce back we have been offering Free Shipping on all outdoor TVs.” RIAN CAIN, SÉURA Rian Cain, Séura

existing clients as well as deliver sales tools to help them showcase the smart home experience to potential clients.

In May we launched an initiative in partnership with our dealers to educate end-users on our new Pro Remote X2 – while the com3 2 | FA L L 2020

RIAN CAIN: Absolutely. Séura.com launched earlier this year with our full catalog of products, dealer resources, promotions, dealer locator and on-line ordering. Dealers in our data-base receive regular emails with product updates, promotions and marketing

resources. It’s never been easier to shop, compare and buy Séura’s broad assortment of Outdoor TVs, Lighted Mirrors, Vanishing TV Mirrors and Indoor Waterproof TVs.

INSIDER MAGAZINE: What are your growth categories? Has the pandemic actually helped your sales in these areas?

DAVE KELLER: We are experiencing growth in both our lighting and shading business.

People are spending additional time at home and more homeowners are investing in smart home and wellness technologies, which are a perfect fit for QMotion and Vantage. This renewed interest in lighting control and HCL are helping drive sales.

ANGIE LARSON: Like others, we are seeing growth in key categories, but one of the most interesting trends is in project size.

We are seeing projects that started out small blossom into larger projects as end-users realize how much time they will be spending in the home and how much they could benefit from additional AV zones, wellness features, etc.

RIAN CAIN: It has been a wave of activity that continues well past the traditional Outdoor Season on TVs. The ebb and flow of the markets are impacted by what each state is continued on page 34

For the love of music.

For decades, we have poured our passion for performance and our love of music into everything we do, from our most affordable loudspeakers to our studio-quality 800 Series Diamond range.

Now, our 600 Series has turned 25 – an occasion we think is worth celebrating in style.

Introducing the 600 Series Anniversary Edition.

SPEAK OUT!

continued from page 32

doing so you tend to go through pockets of pent up demand and an abundance of business in a short time span. Our TV Mirrors, Entertainment mirrors and Lighted Vanity Mirrors have been positively impacted by the construction and remodel business which is strong.

INSIDER MAGAZINE: Any significant areas of the country booming compared to others?

DAVE KELLER: We have noticed significant growth in Southern California, Florida, and the Southwest. Northern California has been slower to restart.

ANGIE LARSON: We have seen growth in nearly all major markets, with particular strength in the midwest, south central and western areas of the country.

INSIDER MAGAZINE: How is your business model changing in case we are still in this pandemic into 2021?

DAVE KELLER: We will continue to refine our business model to provide the best-possible products and services. One of our goals is to be the easiest company to do business with and we’re always working to provide better products and services to our customers.

To do this, we are investing more in online ordering and remote support tools to assist dealers with installation and service while at the customer’s residence.

ANGIE LARSON: Savant was well positioned for a move to support our customers in an online fashion with an online dealer community, online university and an online store and with custom design/quoting tools.

Admittedly we have had to double down in online tool development, including product marketing videos to take the place of live product demos, virtual experience center tours vs. hosting customers live, a move to 100 percent online dealer certification, etc.

3 4 | FA L L 2020

The Séura SHD2 55-inch TV keeps these homeowners informed no matter what the weather.

What we have been most impressed by has not been how we are handling the downturn, but how resilient the integrator base has been. Dealers world-wide have been creative in their business practices and determined in their resolve to support their clients.

They inspire us to keep innovating at every level.

RIAN CAIN: We have Séura Allegro lighting at the Crowne Plaza Hotel. to assume things won’t change for the right connection with our Dealer/ a while and business as “it used to be” is partners. What hasn’t changed – and never forever changed. Virtual meetings, electronic will – is our dedication to the industry that communication and online resources have built and continues to support or business. all thankfully, dramatically improved.

We know that if our customers don’t thrive, We will continue to develop new ways to we don’t thrive. provide the right information and maintain

THE LATEST FROM OUR VALUED PARTNERS

VANCO INTERNATIONAL 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 EVOIP also offers IR/RS232 control as a point-to-point, splitter, switch, matrix and/or video wall solution. The EVO-IP LITE, a cost-effective HDMI over IP solution for installations with video resolutions up to 1080p@60Hz. QMOTION

VANTAGE

The Verona Daylight and Twilight lines’ soft surface of loosely twisted yarns offer privacy and elegance in eight color options. The five-screen collection comes in two openness factors and 12 colors while the E Screen Deco’s palette includes 14 color-neutral shades.

The EasyTouch Glass modular keypad station combines powerful functionality with a sleek, contemporary design. Available with up to five programmable, laser-engraved buttons for different scenes, the keypad is completely customizable with adjustable RGB backlighting and the ability to match or mix colors for trims, buttons, and faceplates.

WAC LIGHTING AiSPiRE, a new lighting brand from WAC, introduces AURORA, featuring Painting with Light technology using Full Visible Spectrum color tuning LEDs with color correcting optics that offers human centric recessed downlighting and landscape illumination with precision. The spectral quality of daylight is recreated and controlled with access to a rich gamut of pastels and saturated colors from 1-100% and Tunable White CCTs ranging from 16508000K.

EPSON® The EpiqVisionTM Ultra LS500 Laser Projection TV represents a new generation of projection. Powered by Android TVTM and equipped with 4K PRO-UHD® technology, it combines an advanced, ultra short-throw laser projector with a dedicated screen, delivering exceptional 4K viewing in virtually any environment.

FA L L 2 0 2 0 | 35

THE LATEST FROM OUR VALUED PARTNERS

ELAN® The new ELAN® IP-Enabled Audio Distribution System is an advanced multi-room family of products that use Dante® Networking technology to deliver audio over long distances with superior quality and near-zero latency. The line includes a multi-zone audio matrix, multi-zone audio extender, multi-zone pre-amp audio matrix, local audio source interface and a network audio card.

AUDIO-TECHNICA The Audio-Technica AT-LP7 fully manual belt-drive turntable incorporates the finest materials in support of a premounted VM520EB cartridge to provide superior high-fidelity playback. The turntable features a J-shaped tonearm, a speed-sensor system for accurate motor control, and a switchable preamp with selectable modes for moving magnet or moving coil cartridges.

SURGEX The SurgeX UPS + Isolation Transformer contains a low impedance isolation transformer that constantly filters and conditions the power supply. Preventing electrical noise from affecting performance, delivering clean, fully conditioned power to the source, and stopping harmful harmonics from reaching sensitive loads. It ensures a fully conditioned, safely managed interface between your equipment and the electrical supply.

COLORBEAM The long awaited Colorbeam Lighting project is finally completed!

The Summitridge Estate, an iconic new contemporary estate, features over 21,000 sf of indoor and outdoor living spaces, smart house technology system, detailed security system, nine-foot video wall and rooftop terraces all lit by Colorbeam lighting solutions.

SAVANT ACCESS NETWORKS Wi-Fi 6 is here! Access Networks, first provider of residential custom installation Wi-Fi 6 certified wireless access points, has expanded its Wi-Fi 6 WAP line to include three different models.

Access Networks’ Wi-Fi 6 access points enable a faster, efficient and reliable home network for every member of your household.

3 6 | FA L L 2020

The next generation Metropolitan Keypad is on pre-order. It features three voltage options, dimmer expansion options and each keypad ships with RGB LEDs that can be set to one of nine different color choices. The keypad wiring and back-box have also been reconfigured to make installation even easier.

THE LATEST FROM OUR VALUED PARTNERS

AUSTERE Austere Clean & Protect is an anti-bacterial, ammonia-free solution that will eradicate germs and eliminate static build-up harmful to electronics. To make the cleaning process simple, a dual-textured cloth has been included to remove dust and provide a heightened cleaning experience.

PARASOL Parasol is the fastest growing 24/7 remote support company in the United States, powering the happiest integrators on the planet. Built for integrators, by integrators and delivers unparalleled customer service through a global network of certified dealers. Got Parasol?

JVC DEFINITIVE TECHNOLOGY The Demand Series offers the pinpoint accuracy, expansive sound stage and beautiful industrial design you expect from Definitive Technology. The new D15 and D17 towers alongside the D5C center channel are the best way to level-up any home theater system. Fill the room with Definitive Technology.

FREE Firmware Upgrade in November: JVC’s new Theater Optimizer analyzes installation characteristics to further intelligently adjust JVC projectors dynamic tone mapping. Integrators enter screen size and gain information; Theater Optimizer takes this data and adjusts a range of internal projector settings to optimize HDR10 content based on the specific home theater environment.

SÉURA Séura® Shade Series 2™ Outdoor TV is simply the best option for shaded areas. With its sleek design, best-in-class picture quality, bestin-class included 50W Soundbar, and the best-in-class two-year warranty, it is the perfect choice for shaded outdoor spaces.

IPOINT

SAMSUNG Nothing can prepare you for the experience of top-tier 8K. With its groundbreaking infinity bezel design, intuitive Smart TV features, and lifelike resolution, this is more than a TV; it’s a window into a spectacular new reality. Object Tracking Sound + adds to the immersion by delivering pulse-pounding dynamic audio to every scene.

3 8 | FA L L 2020

With iPoint’s recurring invoicing feature, users can save time on service contracts and quarterly monitoring and rest easy.

Simply create a standard invoice with a custom recurrence pattern, and let iPoint take care of it. Plus with the new bulk-send feature, sending them all out becomes a breeze.

THE LATEST FROM OUR VALUED PARTNERS

IC REALTIME

THE LATEST FROM OUR VALUED PARTNERS

IPMX-E40F-IRW1-AI is an Ai enhanced Starlight security camera.

OnVif and HTML compatible, E40F’s 4mp ISniper+ video sensor streams super low-light 0.002 lux color 1080p HD video and audio, H.265+ encoding saves 70% bandwidth & storage space, and FlexSmartAi provides motion detection and perimeter protection with 90% fewer false alarms.

HUNTER DOUGLAS The Rechargeable Battery Wand brings convenient, long-lasting power to Hunter Douglas automated shading products. Discreetly concealed behind the headrail, yet easy to remove, recharge, and replace, the slim wand doesn’t mar the beauty of window treatments. The Dual Charging Station allows spare wands to be kept on hand and fully charged.

KLIPSCH The new Cinema 600 Sound Bar measures 45” wide and comes with a powerful 10” wireless subwoofer for an impactful 3.1 sound experience. Tech features include Dolby Digital processing, Bluetooth® wireless technology, and HMDI-ARC to connect to a TV. Pair it with Klipsch Surround 3 wireless speakers for true 5.1 surround sound.

THE LATEST FROM OUR VALUED PARTNERS

SONY

NAD NAD’s T 778 nine-channel, CI friendly, flagship AVR delivers distortion-free amplification and options for future upgradability.

Equipped with renowned HybridDigital amplification, 7.1.4 Dolby® Atmos™, DTS®, Dirac Live™ room correction, 4K UHD video pass-through and BluOS high res multi-room streaming, it ensures lifelike realism, drama and excitement to all your music and movies.

Revel in stunning 4K HDR laser clarity in any home theater with 2,000 lumens, you’ll experience rich cinematic colors, smooth motion, and dazzling brightness.

A highly efficient laser light source gives you years of illumination and infinite dynamic contrast. Its compact size gives greater installation flexibility in any room size.

SALAMANDER DESIGNS

NAIM Uniti Nova is proof that an all-in-one player can deliver audiophile quality. Whichever source you choose, your music will be transformed into a stunning sonic experience. The reference player in the range, Uniti Nova has been configured to offer the very best solution that we can implement in a single-box.

STEWART FILMSCREEN Cascade is a compact, above ceiling, electric screen system with optional vertical or horizontal masking.

Electrical hookups and upgrades are via a slotted, self-flanged bezel with a fastener-free dustcover. Cascade’s eight-inch tall case supports up to a 12-foot 11-inch wide image.

Available in Stewart’s 16K+ screen materials.

4 2 | FA L L 2020

The Olivia Collection is perfect for today’s media, family and great rooms. Chaise and corner connectors create cozy “L”-shaped sectionals while straight connector arms allow theater rows. Stylish two-tone covers in an array of color/fabric options provide the ultimate personalization. Stepping up client’s entertainment?

Remember the designer seating! Specials running now, made in the USA and always backed by our lifetime warranty.

D-TOOLS D-Tools’ end-toend software solution, System Integrator, substantially improves operating efficiencies by streamlining the entire project workflow for system integrators – from initial client contact through to on-going service, all through a data-driven process that leverages an extensive, integrated product library. Award-winning enhancements include new UI elements, sales opportunity management and reporting, Gantt charts, customizable checklists, and more.

FOR INTEGRATORS. BY INTEGRATORS.

®

SERVICE EQUIPMENT REPAIR TRACKING

SERVICE WORK ORDERS

INVENTORY MANAGEMENT

SALES TRACKING

PROPOSAL CREATION PROJECT MANAGEMENT

END-TO-END MANAGEMENT SOFTWARE SOLUTION

PROJECT WORK ORDERS

SCHEDULING PURCHASE ORDERS

TIME TRACKING

www.projx360.com 844-688-5584

THE LATEST FROM OUR VALUED PARTNERS

FOCAL Kanta introduces a new vision for the Premium speaker! Uncompromising design totally focused on acoustic performance, with very sophisticated finishes. Give your music incredible style! Technology at its core and an immersive home cinema experience.

AUDIOCONTROL The new RS 1000, DSP controlled subwoofer amplifier is the ultimate bass amplification solution for any home cinema, multi-zone audio, or 2.1 channel music system. The constant wattage design outputs 1000 watts into 8, 4 or 2 ohm impedances plus features full DSP control for equalization and crossover settings.

BLUESOUND

ATLONA The AT-USB-EX100-KIT, a cost-effective high-speed USB extender kit, supports extension of USB 2.0 data up to 330 feet over twisted pair Category cable. The AT-USB-EX100-KIT is ideal for Zoom® and Microsoft® Teams® applications where USB components including laptops, cameras, and microphones are in different areas of the room.

The SUB+ adds deep, powerful bass (22Hz) to any wireless or wired Bluesound system with precise BluOS app control. Featuring an 8" driver and 150W Smart DSP amp with custom-designed power supply, it delivers tighter, more musical bass control. Flexible placement options make it easier than ever to “Just Add Bass”.

HELP LIGHTNING MARK LEVINSON For nearly 50 years, the most discerning individuals have chosen Mark Levinson products for their beauty and revealing sound.

Robust materials, bold geometry, and outstanding performance are celebrated attributes of the Mark Levinson brand. The № 5105 Premium High-Performance Turntable delivers on that notoriety with an original custom design.

4 4 | FA L L 2020

A reimagination of remote support and how to give and receive help. Using existing mobile devices (iOS, Android) or a web-browser, experts can now provide virtual “hands-on” assistance to a colleague or customer as though they were working side-by-side. This allows you to telestrate, use hand gestures, import documents, and even add real tools into the field of view, providing real-time remote support and problem resolution.

&

“a mighty plug-in-and-play music system” Uniti Atom – The Times

“a great speaker full stop” Chora 826 – Hi-Fi Choice

CABLES INCLUDED worth $500

Promotion from November 2nd to December 31st, 2020

Beautiful Hi-Fi system | CHORA 826 & UNITI ATOM Enjoy sublime sound from your favourite music services and radio stations – even your TV – with Naim’s Uniti Atom streaming player, perfectly paired with Focal Chora 826 loudspeaker. Made to thrill; built to last.

FOR ONLY Uniti Atom

Pair of Chora 826

Cables included

Years warranty

$4,290 Save up to $1,600

*Offer subject to stock availability. See conditions with participating stores. From November 2nd to December 31st, 2020.

Focal.com | Naimaudio.com | Focalnaimamerica.com | Distribution by Focal Naim America | For more information : 1 800.663.9352 / info@focal-naim.com

THE LATEST FROM OUR VALUED PARTNERS

GOLDENEAR TECHNOLOGY

LEON SPEAKERS

The BRX (Bookshelf Reference X) loudspeaker truly lives up to its name. It takes technology found in the flagship Triton Reference and packs it into a luxuriously finished ultra-compact enclosure.

With the BRX, even more music enthusiasts can enjoy GoldenEar’s trademark three-dimensional imaging and high-resolution clarity.

Art + Audio in one, Leon’s award-winning Ente SoundTile conceals reference-grade speakers underneath screen-printed artwork for a discreet and design-friendly aesthetic. The Ente SoundTile is now available in two-channel, one-channel, and zero-channel audio configurations to create diptychs, triptychs, and more.

TRIBUTARIES Tributaries offers cable terminations using the 3-position Mini Phoenix Combicon connectors and male XLR, female XLR and RCA connectors. The Phoenix connector is used with JBL® Synthesis SDA Amplifiers, Crown Amplifiers, Theory Amplifiers and other electronics. Custom made in Orlando, FL, to any length with Series 4, Series 6 or Series 8 cable.

AUDIOQUEST The world’s first HDMI cables to receive HDMI’s official certification for Ultra High Speed performance, AudioQuest 48-Series cables have the bandwidth required for video with resolutions up to 10K and resolutions/refresh rates up to 8K/60 and 4K/120, while minimizing the adverse effects of radio-frequency noise on the audio/video signal.

ONE FIREFLY LG The sleek design of the LG CineBeam AI compliments any décor and the breathtaking 4K High Definition picture is stunning. Just place it a few inches from the wall and enjoy an incredible picture up to 120 inches. Even in ambient light conditions, there’s no need for black out curtains. Imagine enjoying your favorite shows and movies like never before!

4 6 | FA L L 2020

Mercury Pro is an award-winning innovative web solution that is a premium step-up product from the agency’s existing Mercury Collection websites initially launched in 2014. Mercury Pro features a wide array of customizable website theme options; carefully crafted, industry-focused copy designed to speak to specific buyer personas; compulsory SEO configuration; and access to One Firefly’s exclusive library of photos and videos.

SPONSORED CONTENT

Big Projects Can Expose Software Need First Priority Audio in Pompano Beach, Fla., can now tackle big projects with confidence to track its labor efficiency, which improved by 15% with iPoint software.

N

o doubt about it… large complicated projects that stretch out over many months will strain a custom integrator’s operations. Any inefficient process -- from improper ordering of equipment to poor scheduling and tracking of technician productivity -- is likely to be revealed on a big project. The end result can be broken timelines and lower profit.

Joel Hernandez Joel Hernandez, sales and marketing manager at First Priority Audio in Pompano Beach, Fla., knows this first-hand. Recently , the 16-year-old company undertook one of its largest projects, which required accurate ordering and efficient labor utilization. But if the company had not adopted iPoint software in 2016, it would have been difficult to figure out its labor efficiency on a large project like that.

With iPoint, Hernandez says First Priority is able to quantify the amount of labor it is using for every project, not just large jobs.

“Everyone thinks they have a grasp on labor,” he says wryly, but using iPoint, First Priority can say it does with confidence. ‘We do all of our time tracking through iPoint. Our guys check in and out using iPoint. So, we know every minute of the day what guys are working on,” he explains. “This allows us to pinpoint how efficient our guys are, and the dollar amounts attached to their work.”

Labor Utilization to 75% Using the timeclock features in iPoint to clock in and out, and to log into and out of work orders, First Priority Audio can now accurately track technicians, and the company has seen its labor efficiency increase by 25% for installation technicians, according to Hernandez.

Technicians on new projects now are billed at a whopping 75% utilization rate. Overall, if you include the company’s service team, the labor utilization rate is about 65%, says Hernandez.

“When we started tracking our team [labor] number it was about 50% average for all of our techs. Our standard install technicians now operate in the mid-70% range for our labor efficiency. Overall, service techs are not as efficient because they have more drive time.

Those numbers vary week to week, and technician to technician, but we are around the mid-60% and that is great,” he says.

Hernandez is quick to point out that labor utilization indicates the percentage of time the technicians are at the jobsite, but does not necessarily indicate how productive they are once they arrive at the project.

“75% of the time they are at a job working, but it does not mean they are working the entire time… that’s a different number, which you can also track in iPoint. We are looking at that and it is going to 4 7 | FA L L 2020

First Priority is able to generate reports using iPoint at various phases of big projects that help the team assess the status of its labor profitability.

be an accurate number too.,” he says. Hernandez calls that percentage “true hours” and using iPoint he can conduct an assessment at various phases of the project, such as when the project hits 50% of hours used versus hours sold, and 75% of hours used versus sold.

With that information, First Priority can adjust or make necessary changes to boost profitability.

“If we know that number we can adjust, but the goal is not to miss by a lot. No one can estimate a job with complete accuracy.

The same is also true of smaller jobs too. On smaller jobs you have a tight number of labor hours and if you don’t manage them properly a job that two-day, quick-and-profitable job turns into a four-day job. Our techs see it too in iPoint and it gets updated.

They know how many hours are left and how they need to push through a job.”

He continues, “If you are off on that labor analysis calculation by 25 or 50 hours … if you are putting in 25 to 30 hours that you didn’t bill for, you just dragged down your gross margin drastically.

That gross revenue is going out the door, and you’ve just dragged that profit number down to 30% to 40% on your gross labor,” Hernandez emphasizes.

Tying Together All Functions First Priority also likes how iPoint ties together multiple backoffice functions.

“It’s one place to look up information as opposed to three or four if you are using product management, proposal software, accountability and more,” he says. “I am no longer managing three or four pieces of software,” notes Hernandez.

“The iPoint mobile app is also good. Other software companies say they have a mobile app, but those apps are stripped down or limited. Whereas the iPoint mobile product is full-fledged.”

iPoint LLC Ph: 800-535-4101 | iPointSolutions.net

THE LATEST FROM OUR VALUED PARTNERS

DMF LIGHTING The all-new DID Series is built on DMF’s award-winning modular foundation. Both the DID2 fixed downlight and the DID4 adjustable downlight were designed specifically for home integrators.

These modules tout tool-free field changeable optics from 15 to 70+ degrees, high-performance dimming and the flexibility to make changes as projects evolve. This new residential downlighting system improves on every major metric by which light quality is measured: color rendering, dimming performance, and flexibility.

DISH The DISH Custom Integration Sales Program was created to provide ProSource members with the tools they need to be successful – including a lucrative recurring monthly revenue program, white-glove service from a dedicated VIP Concierge team, pre-installation on-site surveys by award-winning technicians, and premium high-performance technology that integrates with major control platforms. Learn more at dish.com/customintegration.

BOWERS & WILKINS

MANTELMOUNT

CLEER

600 Series Anniversary Edition 5.1 Theater For decades we have poured our passion for performance and our love of music and movies into everything we do. Consisting of 603 S2 floorstanding speakers, HTM62 S2 center speaker, 606 S2 bookshelf speakers, and the ASW610 subwoofer; the 600 Series 5.1 package delivers a stunning home theater experience.

Are you on the MM860 Train or stuck at the station? Installation of this motorized MM860 mount adds three to 10x the revenue per job with upsells to surround sound, control systems, and enhanced TV’s.

If you haven’t already secured a demo unit you are missing the money train.

The Crescent Sound-Shifting Smart Speaker combines statement-making design with unparalleled sound. The sleek and considerate design blends seamlessly into a home interior. With a linear array of eight custom 40mm full-range drivers and two 3.3” subwoofers, the Crescent provides an evolutionary 3D and 2-ch listening experience.

4 8 | FA L L 2020

15

MINUTES with Tony Fabrick

By DOUGLAS WEINSTEIN DOUG: Thanks for giving us a few minutes to talk today. How is business going in upstate Ohio?

TONY: My pleasure. Business right how is really solid. When the pandemic hit mid-March and everything was shutting down we quickly developed some plans and core tendencies like measuring employee temperatures and watching out for symptoms and having our install teams wipe down tools and wear masks on job sites.

Insider recently caught up with Tony Fabrick, President of Xtend Technologies, to talk about the marketplace, Xtend’s experience center and their customer-centric philosophy.

5 0 | FA L L 2020

And keep in mind that when we work in homes, we’re really not among the family members. We’re in the basement or another room doing our work. When customers began to realize that in about May, we started getting really busy. Homeowners thought if they couldn’t go on vacation, go to the movies, or go out to dinner, they might as well invest in home entertainment.

DOUG: How has this impacted your incredible showroom?

TONY: About a year ago we completed a re-model of our showroom. We updated our existing 6,500 sq. ft. lifestyle-oriented experience center with new lighting design and lighting fixtures and incorporated a design center conference room. We use the space not only for customers, but also for educational sessions for the various design-build trades. When Ohio opened back up in May we limited interactions within the space by having people make appointments.

By June, with masks and social distancing practices in place, we were able to open back up pretty much normally.

DOUG: Tell us about your company’s background in lighting.

TONY: Lighting design and lighting control has been a part of our company since almost our beginning in 2001. My background is in IT and I could see where networks, home automation and lighting would someday integrate together. Today, we focus primarily on Savant and ELAN solutions and were the first Ketra-authorized showroom east of the Mississippi. So we have been on the leading edge of lighting for some time.

DOUG: Even with your IT background, you are a OneVision dealer. Talk about that a little.

TONY: Customers have to understand that what we do isn’t like buying granite countertops. Once your countertops are installed, you’ll probably never talk to that company again. For us, our residential systems see more data traffic than most small businesses, and people who own businesses understand that someone has to provide technical support, whether it’s for their office or their home.

For our company, with about 15 people on staff, we just can’t provide that level of support 24/7 at a reasonable cost. And that’s where OneVision comes in. We are able to provide customers with a single point of contact, either via email or the phone, where their problems will be addressed within a specified time frame 24/7, 365 days a year.

Don’ t believe us? G o listen . polkaudio.com/legend

Š2020 P O LK AU D IO. All Right s Reser ved .