Sound and Communications - February 2008 Issue

COMPILED BY DAN FERRISI
tipurpose space also can be split into two distinct areas to suit smaller
events, and TV Magic is installing an audio system that enables use of
the area in single- and independent split-room configurations. Each of the
two additional meeting rooms is equipped with a display screen and audio
system. Monitors are installed in the lobby to keep visitors current on
city information and events, as well as programming at the facility.
NSCA Breaks Down Business Trends
Manufacturers, distributors and systems integrators all have their own
ways of doing business. Each has its own “channel” to deliver goods
and services. And each depends on other channels to pave the way for
their own success. The sales force, though perhaps often overlooked,
is a key player in this interconnected world of supply and demand. The
National System Contractors Association’s (NSCA) Q4 Market Intelligence
Briefing (MIB) delivers key findings on channel trends and issues. The
96-page report showcases the importance of sales in the systems contracting
industry.
Manufacturers report they employ a nearly equal combination of a direct
sales force and independent sales representatives. Their three top
channels for distribution include systems integrators/contractors, audiovisual
integrators and audio/music retailers. In addition, manufacturers
say they now have, or soon plan to add, headquarters-based sales and
marketing staffs and field support staff.
Distributors say their top three channels are systems/integrators, audio
and music retailers, and AV integrators. Representatives and distributors
point to their product line expertise, their skill directing end-user
questions to distributors and their experience providing marketing intelligence
to their primary manufacturers.
For their part, systems integrators prefer purchasing directly from
manufacturer’s sales representatives or from independent sales reps who
handle multiple products. When making purchasing decisions, systems
integrators home in on three questions: (1) Does the product meet my
needs? (2) Is the product reliable? (3) Does the product deliver highperformance
quality? ■
Sound & Communications’
The commercial systems integration industry’s first and only streaming
video webcast.
This month: “House of Worship AV Applications” featuring David Lee
Jr., PhD, a systems integrator and licensed minister, along with Pastor
Robb Hawks, a tech-savvy worship leader involved in constructing a
300,000-square-foot church complex. Topics covered include assistivelistening
options and how best to work with worship leaders.
Next month: “White Space’s Future” defines the eponymous issue and
addresses how it might affect integrators’ businesses. Shure Inc.’s Chris
Lyons, part of an industry group actively addressing “white spaces” on
Capitol Hill, interacts with Mark Fritz, systems engineer with ESCO Communications,
Inc. They also address related technologies and short- and
long-term consequences of the issue.
To view these broadcasts, visit www.soundandcommunications.com and
click on the VIEWpoint link. New shows are uploaded twice monthly
A. Jordan
G. Schafer
M. Yalamuri
F. Sabella
L. Rosen
B. Langlois
K. Horlbeck
Renkus-Heinz has hired Art Acuna as assistant
engineer…Eastern Acoustic Works has appointed
Andy Jordan to the Application Support
Group…Vicon Industries has appointed Dennis
Martinez as territory manager for middle and southern
California…Sam Losar has joined C-nario as general
manager of the US operation…Gary Schafer has
joined AMX as VP of regional sales for the central
US…Manju Yalamuri has joined Dascom Systems
Group as VP of engineering. Additionally, Frank
Sabella has joined Dascom as eastern Wisconsin representative
and Rich Egger handles the Nebraska
region…Dennis Manes, RCDD, has been selected as
B. Mungo
A. Armstrong
F. Frombach
B. Augsburger
M. Rydell
Leviton’s newest senior applications
engineer…BOXLIGHT has added
Cari Casteel as director of dealer
sales and marketing…Panasonic
Systems Integration Group has appointed
Dr. Larry Rosen as education
solutions manager…Meyer Sound
has appointed Bob Langlois to senior
technical support representative…
Liberty Wire & Cable has appointed
Kirk Horlbeck as chairman of the
Manufacturer’s Council of InfoComm
International…Premier Mounts has
expanded its sales team, adding Brian
Mungo as north central district sales
manager…Biamp Systems has appointed
Dayna Lyons as human resources
director. Additionally, the
company has appointed Peter Owen
as regional sales manager for Western
Europe…Da-Lite Screen has
named Adam Armstrong to fill the
newly created position of architectural
specialist, within the company’s sales
organization…TASCAM has selected
Frank Frombach as regional sales
manager, covering the southeastern
US. Additionally, Johnny DeLeon has
been promoted to regional sales manager,
managing independent rep firms
for the western US region…Blake
Augsburger, president and CEO of the
Harman Pro Group, has expanded
his responsibilities, assuming the position
of country manager-Harman
USA…Mediatech has appointed
Michelle Rydell as VP of sales and
marketing. Additionally, the company
has appointed Maurice Morissette as
CFO and VP of operations…Christie
has appointed two product managers
to its Business Products division:
Frank Anzures, product manager,
LCD, and Joel St-Denis, value-add
product manager....
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84 Sound & CommunicationsFor more information about these companies, go to www.bluebookonline.net www.soundandcommunications.com