iNTEgRaToR of THE YEaR - AVI-SPL

CI Profilewww.commercialintegrator.com/profileand CompTIA are one thing, but AVI-SPL has “performancestandards that reach well beyond those classes,” she says.“AVI-SPL has established a series of requirements and supportingclasses to assure that the technical staff is properlytrained to do the work. Each technical level requires specificskills. AVI-SPL has developed criteria to support those skills.In each case, technical staff members are tested and certifiedprior to award of increased responsibilities.”Entry-level technicians undergo a series of lessons that somemight take for granted — industry standards, time management,correct ladder usage, safe scaffolding, proper power tool practiceand more. “In addition, these technicians also receive educationon basic audiovisual systems including audio, video, control,video conferencing and networking,” Schwartzberg says.AVI-SPL can’t promote its solutionsto corporate, government, educationand other prospective clientswithout educating them first.Lack of education, as anyintegrator knows, is the firstbarrier to winning a bid.John Zettel, CEO,calls AVI-SPL“the only truenational audio/video company.”cess that companies should adopt.”Without clearly defined standards and with so many looselydefined competitors bidding on projects, the industry’s reputationcan suffer, Zettel adds. “Depending on the size andscope of an A/V installation, you can have trunk-slammers inthere, ultimately pushing [clients] to a big-box retailer.”There are several areas where AVI-SPL has seen other installationcompanies cut corners, says VP of integration initiativesJoel Dougherty. “Rack ventilation, cable support, heat shrinkand wire labels, use of non-plenum cable in plenum spaces,installing displays without sufficient structural support,” he lists.“Engineering and installation practices vary wildly based onthe firm performing the work, and it’s obviously more expensiveto design and install a system with a high degree of quality thanwith bubble gum and band-aids,” Dougherty adds. “While buildingcode inspections can police some aspects of poor installationpractices in new construction projects, projects that occurin existing space often go un-policed for quality of workmanship.”One way AVI-SPL measures its own standards, says trainingdevelopment manager Jennifer Schwartzberg, is throughcertifications. Industry organizations like InfoComm, NSCAWhen AVI-SPL technicians jump levels they get trainedon how to read and use specifications and blueprints, how tomanage their time, how to communicate with sub-contractors.The integrator also incorporates InfoComm and manufacturercertifications into its minimum requirements for technicalpositions, such as CTS, CTS-I and CTS-D and technologyspecific training from suppliers. As an example, Schwartzbergsays, “the only staff members who are identified as senior projectmanagers have accomplished certifications based on PMIstandards. Design engineers are required to have been certifiedwith a minimum of a CTS-D and many have a BSEE degree.Programmers must be trained and certified by either AMX,Crestron or both to obtain the position of senior programmer.”Flexing Its MusclesA common gripe about “Goliath” competitors is that theirbuying power skews price expectations and kills profitability,but NSCA’s Wilson says that’s overblown. “Purchasing groupsexist to level that playing field.”A more legitimate impact, as Wilson sees it, is that large companiessave money on overhead because their back-office operationsare more efficient. That’s where smaller companies areat a disadvantage and how profitability is put at risk, he says.“We see [larger companies’] strength in the processes they putin place. People will read this and say, ‘I never thought of thatbecause I’m always bitching about the purchasing.’”The purchase-power factor isn’t entirely a misconception,continued on page 4844 | Commercial Integrator December 2011 www.commercialintegrator.com