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COMPANY 411
P R O J E C T I O N L I G H T S & S TA G I N G N E W S
SHS Global
Connecting Buyers and Sellers
By Thomas S.Freeman
Twenty-five years ago, faxes were
becoming popular, but there were
no websites, very limited e-mail,
no industry-wide tradeshows and moving
lights were in their infancy. Today, of
course, the world is a much flatter and
smaller place. But it still has its bends
in the road and corners at the end of
the block, and it can be challenging to
navigate the twists and turns and to see
around the bend. That’s where SHS Global
(formerly Second Hand Solutions) and
its two owners, Leigh-Anne Aiken and
Jean Lariviere, can help smooth the ride.
SHS Global is a worldwide businessto-business
provider of pre-owned entertainment
lighting technology that acts
more like a people-to-people provider.
As a broker of lighting and staging equipment,
the company puts buyers and
sellers together by using their years of
experience in the industry and their considerable
contacts they have cultivated.
Into the Industry
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Some people choose to enter the
lighting world; others, like Jean Lariviere,
are compelled to enter it. When Lariviere
was only 13 years old, his uncle took him
to the Olympic Stadium in his hometown
of Montreal, Quebec, to see an Emerson,
Lake, and Palmer show. The show made
an impression, but it was the backstage
tour that sealed the deal for Lariviere. He
was hooked. He decided he had to be in
the lighting business.
Like most people in the industry, his
journey took a circuitous route. He started
spinning records in one of the biggest
nightclubs in Montreal, a place called Metropolis.
Though he was one of the top
DJs in the city with regular appearances
on the radio, he felt that something was
missing. One day he called the owner of
Éclairage Tanguay, one of the most prominent
production companies in Quebec,
and within a short while he was working
there. Under the tutelage of Jacques Tanguay,
Lariviere worked his way up from
novice to lead tech. In a couple of years
he was tech-savvy enough to take his
game to Prague, where he helped rebuild
the lighting in several nightclubs. It was
there that he met his first wife, who was
instrumental in his relocation to Houston,
Texas. Through her connections, Lariviere
ended up moving to Austin and working
at High End Systems, now part of Barco.
Meanwhile, Aiken was busy with her
own career at High End. She had answered
a newspaper advertisement for
an entry-level position at the growing
company and was working her way up in
the organization. As the assistant to vice
president of sales and co-owner Bob Schacherl,
she quickly established herself as
Jean Lariviere and Leigh-Anne Aiken
an indispensable part of the sales team.
At the same time, she got her first taste of
international sales, dealing with customers
around the world.
“It was exciting to be a part of something
that was so strong and successful,”
she said. “We were growing, and I was
“I realized that, not only is there a language
barrier, but there’s also a technological
barrier and a cultural barrier as well.”
—Jean Lariviere
meeting new people all over the world.”
In a few short years, Aiken took over
many of the accounts on her own and
started traveling internationally, making
sales calls and managing distributorships.
While Aiken’s career was thriving,
Lariviere was learning various aspects of
the business, working in research and development
and managing product development.
Little did they know they were
both training for a crash course in an entrepreneurial
venture.
Birthing a Business
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Changes at the company led both Aiken
and Lariviere to seek opportunities
elsewhere. But how could they best parlay
their skills to another enterprise? Both
had acquired considerable experience in
the field that they were reluctant to leave
behind.
During her tenure with High End, Aiken
realized that a number of business and
individuals around the world could use a
third party who is well connected to help
“People don’t always feel comfortable
dealing with someone they’ve never met.
As an intermediary with a deep contacts,
I was able fill a need.” —Leigh-Anne Aiken
locate buying opportunities, evaluate the
quality of the equipment and price, and
offer advice to fledgling companies as
well as to established companies.
“I noticed that there was a strong
demand for good quality, inexpensive
gear in certain countries and a glut of the
same gear in other countries,” she said. “A
lot of that commerce involved the sale of
this gear across borders and sometimes
across the world, but people don’t always
feel comfortable dealing with someone
they’ve never met. As an intermediary
with a deep contacts, I was able fill a
need.”
Aiken knew she had found a niche in
the industry. Taking a leap of faith headlong
into international waters, she established
SHS Global.
In setting up the business, Aiken instinctively
knew she had a prime opportunity
for growing a solid business, but
would be challenging to do all on her
own. She would need help. Turning to
Lariviere for that help was a natural thing
to do. Lariviere could provide the technical
expertise as well as the artist balance
essential to success in this industry. His
background in music and programming
was the perfect yang to her yin.
“Not only are we sourcing gear,” Lariviere
said, “but we have also been providing
a lot of support services too. We do
design work, we can help write specifications,
we offer consulting services, repair,
and training as well.”
Symbiotic Solutions
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Since 2005, SHS Global has been placing
gear by connecting people and businesses.
Much of their business involves
international travel to source gear, meet
their clients, and educate themselves
about current trends in technology and
international business practices. Sometimes
it’s a simple matter of becoming accustomed
to local customs and cultures.
“When I lived in Prague, I had a translator
who spoke French and Czech,” Lariviere
said. “I would give him instructions
in French and he would give his crew
instructions in Czech. But I realized that,
not only is there a language barrier, but
there’s also a technological barrier and a
cultural barrier as well. So I learned early
on that you have to be sensitive to the
culture as well as to the technological
differences or more precisely, the differences
in the understanding of the technology.”
Aiken drew similar conclusions from
her days at High End when one of her
first assignments was to cover the Middle
East, a region often dominated by men
and where women are sometimes at a
disadvantage.
“I found that doing business in the
Middle East was not quite as big of a
challenge as I originally thought,” she
said, “especially if you know what you’re
talking about. I found that people around
the world respect your knowledge, and
if you’re in a position to help them be
successful, then it doesn’t much matter
which sex you are.”
“It all comes down to trust,” Lariviere
added. “With the Internet, there are lots
of ways to find offers, but you never know
who you might be dealing with. When we
connect a buyer and a seller, we’re not
only providing a means of commerce
but we’re also providing the security of
knowing that you’re dealing with reputable
people. And as part of our service we
make sure the transaction goes smoothly
from start to finish. We’ll be there long after
the check clears the bank.”
A “Good Year”
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As a result, SHS Global has thrived
despite the anemic economy. In the past
few months alone they have closed several
large deals in various corners of the
world. Recently, at a typical lunch meeting,
Aiken and Lariviere were holed up in
a booth at a local Austin landmark, enjoying
the cuisine and discussing business.
In the course of 30 minutes Lariviere’s
phone rang twice, and each time he answered
it after checking the caller ID. The
second time he stepped outside so he
could hear better. When he came back in
he announced that he had just closed a
big sale he had been working on. Aiken
pauses to high five her partner before
they both turn their attention back to
their sandwiches.
“It’s been a good year,” Lariviere added.
“We’ve added an office in New York,
which is run by Carlos Fragio, and we’re
expanding into audio and video sales as
well. It’s not exactly as I envisioned as kid
watching my first concert, but in many
ways, it’s a lot better.”
38 PLSN NOVEMBER 2010