ProSource Insider Fall 2019

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FALL 2019

EDUCATION!

Education!

Education!

ProSource Members

on the Education

Fast Track

Lighting Initiative

Update

Your Website

Tech Education

First Bi4Ci User Conference Takes Off!


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TECHNOLOGY INSIDER GROUP

Managing Director CAROL CAMPBELL

(323) 309-7673 • Carol@TechnologyInsiderGroup.com

EDITORIAL

Editor-in-Chief MAUREEN JENSON

(310) 806-1507 • Mjenson86@gmail.com

Managing Editor DOUGLAS WEINSTEIN

(714) 865-5106 • Doug@TechnologyInsiderGroup.com

CREATIVE

CEO CAT TOOMEY

(317) 514-5546 • Cat@CATalyzingComm.com

Graphic Design • MARIA SATCHELL

PROSOURCE

109 River Oaks Drive, Suite 100

Southlake, TX 76092

CEO/President

DAVE WORKMAN

(817) 428-5212 • Dave.Workman@Prosourceinfo.com

Vice President, Finance & Operations JESSICA PASKON

(817) 431-2240 • Jessica.Paskon@Prosourceinfo.com

Director of Membership SHERRY DANTONIO

(562) 810-1706 • Sherry.Dantonio@Prosourceinfo.com

Vice President, Business Development ANDY OROZCO

(954) 562-3312 • Andy.Orozco@Prosourceinfo.com

Director of Field Management TIM BASHFORD

(513) 319-8228 • Tim.Bashford@Prosourceinfo.com

Administrative Specialist SUSAN HINOJOSA

(817)-431-2240 • Susan.Hinojosa@Prosourceinfo.com

Administrative Assistant BRANDY LANGLE

(817)-431-2240 • Brandy.Langle@Prosourceinfo.com

DISTRICT MANAGERS

Robert Dodge – Northeast Region

(714) 273-6276 • Robert.Dodge@Prosourceinfo.com

Lani Godfrey – Southeast Region

(704) 401-9015 • Lani.Godfrey@Prosourceinfo.com

Rick Huggins – West Coast Region

(619) 318-9842 • Rick.Huggins@Prosourceinfo.com

Nicole Riddle – Midwest Region

(612) 402-8020 • Nicole.Riddle@Prosourceinfo.com

Samantha Summerville – South Central Region

(480) 310-1796 • Samantha.Summerville@Prosourceinfo.com

Published by:

Publisher of The Insider Newsletter

TechnologyInsiderGroup.com

© ProSource Insider 2019, All Rights Reserved

Education and Communication

Let me start out by saying thank you for another great year! There certainly

have been a few months when I’ve heard that business was tough; but overall

– especially moving into Q4 – the group’s numbers are positive and the CI

pipeline for both residential and commercial is looking good as we round the

corner and move to close out 2019.

I also want to talk about two areas we have been focused on for years and how

we continue to evolve, evaluate and execute. Education and Communication.

“If you think education is expensive, try ignorance.” That’s a great quote from

Derek Bok, former president of Harvard University. Our focus on education

is second to none and we continue to look at new opportunities to bring to

our members, because education is a priority. Here are just a few educational

program examples:

••

Lighting designer David Warfel has joined ProSource as a consultant

and he is developing educational content for the group.

••

The inaugural Summer Education Series was met with overwhelming

success. Make plans to join us in 2020!

••

The newly formed Education Committee is working on Summit 2020

content that will energize and educate:

»»

Sales

»»

Visionary Leadership

»»

OnBoarding and Training New Technical Employees

»»

Lighting

»»

Project Management

»»

Google Marketing

»»

Professional Communications

»»

Marketing to Generations

FROM THE PROSOURCE

By David J. Workman CEO/President ProSource

I like to think that communication is another area where ProSource leads the

way. For years we have created multiple vehicles for our members to meet and

discuss topics that impact your businesses.

One of my favorites is our series of Town Hall Dinners. Sitting around and

breaking bread together and having frank and honest conversations is a

hallmark of the group and an invaluable tool for members, our staff, and our

vendors. Let me add a warm and heartfelt thank you to all of you who have

taken the time to join us, our generous sponsors, and the ProSource staff who

make it all happen.

And finally, I want to make sure you are all aware of the new ProSource Slack

Channel. Slack is a communication hub that can be organized into different

channels. I like to think of it as chat rooms organized by topics or groups. Files,

conversations and people are all searchable. I recommend you get on board

and join the conversation!

Thanks again for another great year, and from our team to

yours, the very best as we close out 2019.

FALL 2019 / 3


Custom Integration brand of choice

for three years running

Continuing to innovate as three-time CEPro 100 award-winners in TVs,

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awards year after year. Masterful 4K HDR TVs, AV receivers, projectors, and Blu-ray players

from Sony bring incredibly immersive picture and sound to everything you watch.

Home entertainment has never looked and sounded so good.

©2019 Sony Electronics Inc. All rights reserved. Reproduction in whole or in part without written permission is prohibited.

All other trademarks are trademarks of their respective owners. Screen images simulated.


OC

FALL

2019

DEPARTMENTS

3 FROM THE PROSOURCE

by Dave Workman

16 26

6 NEWS Welcome New Members; The New PRO and

Power Members; ProSource Members Are CEDIA EXPO

Award Winners; ProSource Audio Committee Completes

Strategic Planning Meetings; ProSource Member

Jamie Briesemeister Named CEDIA Education Volunteer

of the Year; Sound United Contest Winners; Town Hall

Dinners Update; ProSource Spring 2020 Events

36 PRODUCT SHOWCASE

The latest offerings from our valued vendor partners

46 15 MINUTES WITH…

Kevin Zarow, VP of American Sales –

CI/AVS, Sound United

FEATURES

14 ProSource Dream Theater

Makeovers Underway

10

16 FEATURE:

ProSource Lighting Initiative

Update With David Warfel

20 EDUCATION:

ProSource Education Series Hits

A Las Vegas Home Run!

22 First Bi4Ci User Conference

Takes Off!

26 ProSource At CEDIA EXPO

28 TECH ED:

You Have a Great Website,

Now What?

34 Meet the New Board Members

17

FALL 2019 / 5


NEWS

“We are delighted to welcome all of our new members,” said Sherry Dantonio, Director of

Membership at ProSource. “We kicked off the year with our annual Summit in Nashville in

March that allowed our new members to meet vendors, share ideas, and learn from their peers.”

Welcome New Members!

The new PRO member approved by the

ProSource Board of Directors is:

••

Upscale Audio, La Verne, CA

The new Power members approved by the

ProSource Board of Directors are:

••

Bravas, LLC, Overland Park, KS

••

DAVE A Division of VP Supply Corp, Rochester, NY

••

Digitech Custom Audio & Video, Carmel, IN

The following CI members were added:

••

Advanced Tech Systems, Inc., Greensboro, NC

••

ATTYWON, Great Neck, NY

••

Chameleon Technologies, Inc., Los Angeles, CA

••

Comware, Southlake TX

••

Entertainment Design Group, Las Vegas, NV

••

Force AV, West Palm Beach, FL

••

Glabman Technology Solutions, Costa Mesa, CA

••

HD2020, Tampa, FL

••

Protection by Design, Wilmington, VA

••

Show and Tell AV Solutions, Bountiful, UT

••

Smart Automation Solutions, Gaithersburg, MD

••

Soundwave, Inc., Ketchum, ID

••

Untangled, LLC, Wilton, CT

6 / FALL 2019


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NEWS

Town Hall Dinners of 2019

Sponsored by ProSource vendors, the Town Hall Dinners give

members the opportunity to enjoy an open dialogue with other

members in a roundtable format that stimulates conversations

centered on key topics of business: group news, industry trends,

issues, solutions, and shared strategies to grow sales.

District Manager Rick Huggins shared a quote from Maitland

Fritzley, President of Infinite Home Theater in Meridian, ID, regarding

Town Hall Dinners:

“I can’t emphasize enough the value that the Town Hall Dinners

bring to us. Having the ability to network and share ideas with the

best-of-the-best in our industry keeps us in front of industry trends

and provides a killer opportunity for learning and growth.”

Tim Bashford, Director of Field Management at ProSource said,

“Our dedicated field support District Managers work one-on-one

with members throughout the year. The Town Hall Dinners are a

grassroots initiative adding yet another layer to our world-class

peer-to-peer interaction through powerful events.”

Andy Orozco, Vice President, Business Development at ProSource

added, “We appreciate our vendor partners for underwriting these

events that advance communication and contribute to building and

strengthening relationships within the group.

Many thanks to our 2019 Town Hall Dinner vendor partner sponsors:

Access Networks, AudioQuest, DMF Lighting, Harman Luxury Audio,

ICE Cable, JVC, Legrand, MartinLogan, Origin Acoustics, Samsung,

Screen Innovations, SnapAV+Control4, SurgeX, URC, and

WAC Lighting.”

Town Hall Dinners took place throughout the fall

in the following cities:

••

Las Vegas

••

Oakland

••

Orange County

••

Cincinnati

••

Chicago

••

Minneapolis

••

Ft. Lauderdale

••

Miami

••

Atlanta

••

Nashville

••

Charlotte

••

Boston

••

NY Metro

••

Orlando

••

Dallas

••

Phoenix

••

Philadelphia

SAVE THE DATE

THE PROSOURCE SUMMIT

MARCH 8-11, 2020

The Venetian Hotel, Las Vegas, NV

THE PROSOURCE SPRING MEETING

MAY 18-21, 2020

La Cantera Resort, San Antonio, TX

8 / FALL 2019


Crisp Picture. Feature-Filled.

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projection of up to 140 inches that your clients will love. And with an

incredible 8.3 million pixels (3840 x 2160), leveraging XPR, you can install

the projector in any room and still get impeccable detail. Plus, LG CineBeam

integrates IP control with leading home automation solutions.

HU70LA

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© 2019 LG Electronics USA Inc. Englewood Cliffs, NJ. LG and LG logos are registered trademarks of LG Corp.

Specifications are subject to change without notice. Screen image is simulated.


NEWS

JAMIE BRIESEMEISTER

Integration Controls

ProSource Member Jamie Briesemeister

of Integration Controls Named CEDIA

Education Volunteer of the Year.

Integration Controls Managing Principal, Jamie Briesemeister, launched

herself into CEDIA education shortly after becoming a member in 2005.

Jamie is currently the Business Working Group Chair and serves on

the Industry Relations Advisory Council, where she speaks on behalf

of CEDIA members to design-build professionals in educational

sessions. Jamie commented on her ProSource membership, “I love the

energy of the ProSource group and the educational opportunities

presented to members.” Jamie was recently named to the CEDIA Board of

Directors for the 2020-2021 term.

Crutchfield Named

Klipsch Retailer of the Year.

Congratulations to ProSource member Crutchfield for being

named Klipsch Retailer of the Year at their National Sales

Meeting. They are the first Dealer to win it two years in a row.

Pictured left to right are Rick Souder, COO Crutchfield and

Tommy Kinstle, Home Electronics Buyer, Crutchfield.

RICK SOUDER | TOMMY KINSTLE

Crutchfield

CONTEST WINNERS

ProSource Members

Sound United

Contest Winners!

The Sound United Ultimate Sales

Contest took place at the end of

August with an all expenses trip to

British Columbia.

The contest was open to all

ProSource members and the

winners were based on two criteria:

first they had to meet a minimum

commitment level of sales and

the other was growth factor in

sales by brand: Denon, HEOS,

Marantz, Definitive Technology and

Polk.

10 / FALL 2019


ProSource Audio Committee

Completes Strategic Planning

Meetings in Asia

ProSource has completed it’s strategic planning

meetings with key audio vendor partners

Harman, Sony, and Sound United in Asia.

The purpose of this annual trip is to represent

ProSource members’ input on product roadmap

development and sales and marketing strategies.

ProSource attendees included Dave Workman,

President and CEO, and Tim Bashford,

Director of Field Management. ProSource Audio

Committee members included:

Murry Huppin (OneCall), Bob Cole (World Wide Stereo),

Tommy Kinstle (Crutchfield), Joe Feregrino (Nebraska

Furniture Mart), Steve Weiner (ListenUp), David Glassman

(IQ Home Entertainment), Aaron Sholtis (HiDef Lifestyle),

William McMartin (Abt Electronics), Angus Bryan

(BrandsMart), Leon Temiz (Electronics Expo).

Workman commented, “The results continue to show the

value the committee planning approach brings. While the

format continues to evolve, we are the only buying group

that delivers the priorities that audio vendors need.”

STRATEGIC PLANNING

ProSource Audio Committee

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NEWS

ProSource Members Win Big at

the 2019 CEDIA Home Technology

Professional Awards!

Three ProSource Members received 2019

CEDIA Home Technology Professional Awards

during the CEDIA Awards Celebration &

Leadership Conference in Chicago in July.

“CEDIA members continue to

provide exceptionally great

projects that are reviewed

by our esteemed technical

judging panel. The caliber

of craftsmanship, style, and

creativity on display through

the competition is amazing.”

Jenny Scott,

CEDIA Director of

Member Engagement

BEST MULTIPLE DWELLING UNIT DESIGN

SmartTouch USA – Columbia, MD

BEST SHOWROOM

Atlanta Audio & Automation – Atlanta, GA

BEST INNOVATIVE SYSTEM OR SOLUTION

Pacific Audio & Communications – Kihei, HI

12 / FALL 2019



HT DREAMS

ProSource Dream Theater

Makeovers Underway!

In July, ProSource announced that it had awarded

two Dream Theater showroom makeovers that include

vendor products valued at over $300,000.

Each Dream Theater is being thoroughly documented

via video from installation to reporting the monthly

sales data, demonstrating the success of each winning

member’s operation. The videos will be shared with

attendees at next year’s ProSource Summit in March.

The ProSource vendor partners contributing an array of

premium products include:

••

JBL Synthesis IW-Three Custom System

••

Sony VPL-VW5000 4K SXRD Home Cinema Laser Projector

••

Screen Innovations Zero Edge Pro Screen with LED Backlighting

••

Acoustic Innovations Showcase Illuminations Modular Theater

Solution and ProLounger Seating

••

Salamander Chameleon AV Cabinet Model 221

Dave Workman, President and CEO of ProSource said, “ProSource is

committed to the success of all of our members by encouraging the

active demonstration of an unprecedented entertainment experience

to their customers. The execution of the Dream Theater contest

represents a passionate example of our vision.”

The winners are: Rusty Deeble, Owner of Digital Installers,

who is installing the Dream Theater in his Long Beach, CA showroom.

And Ilan Weinstein, Founder and CEO; Andres Klein, Founder and

Sales Manager; and Samuel Naierman, Founder and Engineering

Manager of Maxicon are adding the Dream Theater to their

Aventura showroom in Miami, FL.

Digital Installers Long Beach, CA location.

Rusty Deeble, Digital Installers

ProSource caught up with Rusty Deeble of Digital Installers.

“ We began our installation in mid-July and are nearing completion. It is very meaningful

and motivating for us to be selected out of the nearly 600 ProSource dealers. We have always

wanted to have a showroom at this level and ProSource has made the dream possible. We can

now demo a dedicated theater to customers and increase our home theater sales. But it’s not

all about us, our showroom will be a meeting place for the industry as a whole. Manufacturers,

distributors, reps, and other dealers will be welcome to use the space. Offering the latest

technology to our customers has kept our momentum going. We have built solid industry

relationships and our clients are spectacular too! We couldn’t do it without them so we do our

absolute best to impress them. We put the ‘custom’ in ‘Customer Service.’”

14 / FALL 2019


Don’t believe us? Go listen.

polkaudio.com/legend

©2019 POLK AUDIO. All Rights Reserved.


ProSource Lighting Initiative

Update With David Warfel

By Maureen Jenson

Maureen Jenson:

Hi David, it was great to meet you in Nashville back in the spring.

How are your experiences with ProSource members going?

David Warfel:

Hey Maureen, ProSource members are continuing to have access

to our growing lighting accelerator program with exclusive

members-only benefits. ProSource dealers are already seeing

fixture sales of $20,000-$100,000 per project, with more possible.

We’ve developed tools to introduce lighting to architects,

builders and interior designers, built sales brochures, delivered

on-site staff training and helped with showroom design, and

that’s just the beginning!

MJ: You recently attended LIGHTFAIR right? Tell us about it…

DW: I brought Bruce Clark and Kate Ciambella from my office to

LIGHTFAIR in Philadelphia and we spent an entire day canvasing

the floor to search out lighting vendors friendly to CI and those

with unique or potentially revolutionary products. We organized

a series of tours for ProSource members the following day

where we personally guided them through the enormous floor,

weeding out the distractions and focusing on trends and tools

to make their business grow. We networked with vendors on and

off the floor, saw secret future products that were not on public

display, and educated membership on the lighting field. It was

a terrific time and cemented ProSource as a major player in the

lighting channel. Manufacturers responded well and several have

already improved their programs with us as they recognize the

potential of our partnership.

LIGHTFAIR 2019, Philadelphia, PA.

We encourage anyone interested in the lighting channel to

attend LIGHTFAIR next year and we will be leading tours once

again. Contact your DM to reserve a space.

MJ: I also saw you at CEDIA EXPO in September…

DW: Yes, I attended CEDIA this year and spent time at the

ProSource booth answering dealer questions. I also spent

considerable time building relationships with current vendors

and digging deeply into the offerings of other vendors. I met

continued on page 18

As seen at LIGHTFAIR and CEDIA EXPO 2019

Colorbeam

16 / FALL 2019

Origin Lighting

American Lighting


District Manager Samantha Summerville:

Her Latest Lighting News

“The lighting adventure continues at ProSource as we learn more about

lighting and its presence in the Custom Integration channel. Much of the

CI channel are already selling and doing the control part of the design for

their clients but have been left out of the fixture and design part of the job,

until now.

Much of the knowledge I have about the lighting industry comes from the

education I attended over the summer. The first big experience was attending

LIGHTFAIR with our Lighting Committee and a small group of our Pro-

Source members. It’s like CEDIA EXPO but with lighting. They have classes

just like CEDIA and I attended the two-day, Basic Lighting 101 course, which

is CEU accredited for IES Members or other associations. This really gave me

a better understanding of terminology and technology. We will be heading

back to LFI 2020 in Las Vegas to see and learn more. Another part of education

was the opportunity to attend the ALA class. DM Nicole Riddle, myself

and some integrators attended the four-day ALA (American Lighting Association),

Lighting Specialist class for a deeper education on lighting history,

technology and design.

Our amazing new lighting vendors have really stepped up to the plate!

We’ve had trainings in vendor facilities and our vendors have even taken

to the road to see our members; there are more planned for the next six

months. We just did American Lighting before CEDIA and it was a huge success

in turn out and feedback. There were reps, agents and Custom Integrators

there from ProSource learning about the brand with presentations and

hands-on training.

We need to be able to help educate ourselves to generically educate the

end users. There are so many new terms that describe a lighting technology

experience; circadian rhythm, lumenetix, biophilia, illuminance, luminaire,

washing, grazing, candela, luminescence: it can become overwhelming. The

ProSource dealer member has the opportunity to provide their customer

with the perfect lighting experience to fit their unique needs.”

Todd Jarvis, Sterling Home Technologies

and Cody Barry, Mission Audio Video

receive hands on training.

A packed house at the American Lighting Association.

As seen at LIGHTFAIR and CEDIA EXPO 2019

Coastal Source Vantage-Legrand David Warfel and Lori Lorig, Creative Systems Lighting

17 / FALL 2019


ProSource Lighting Initiative

continued from page 16

off-site with multiple manufacturers and created a walking tour

map of lighting vendors on the show floor with notes on what to

see. ProSource members attended off-site training from DMF and

American Lighting, and I spoke on the power and potential of linear

lighting at American’s preconference training. It was a great handson

training with product and technology deep-dive. Linear lighting

is an opportunity to significantly grow business beyond recessed

downlights.

Every event builds our relationship with current and potential vendors.

The more interest we get from dealers the more interest we

receive from vendors. What was an emerging initiative just months

ago now feels like a solid foundation facing extraordinary growth.

MJ: Anything else the ProSource members should currently know?

DW: I am preparing monthly webinars for the ProSource channel

to help accelerate growth in the lighting channel. These are

short, focused opportunities to dig deeper into experiential sales

strategies, vendors and products, and working with trade partners.

We are committed to filling the education gaps required to master

the lighting category and new webinars are just one of our tools.

Videos, manufacturer training, and more are in the works along with

new initiatives. Stay tuned for exciting announcements in this area.

Thomas Wang, WAC Lighting with David Warfel.


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EDUCATION, EDUCATION, EDUCATION

PROSOURCE EDUCATION SERIES

HITS A LAS VEGAS HOME RUN!

The inaugural Summer Education Series was met with overwhelming

success in Las Vegas in July. Dave Workman, President and CEO of

ProSource said, “Our focus on education is second to none and we

continue to look at new opportunities to bring to our members because

education is one of our top priorities.” Here is a program sample of what

attendees experienced:

Overcoming the Three Deadly C’s –

Stopping the Race to the Bottom

Revenue Path Group’s CEO Bryan Gray helps leaders steer their organizations

through our current “age of accelerations”; how they can now

stand out in crowded and commoditized environments, and no longer

lose opportunities! Attendees learned where today’s revenue growth

traps lie and how to gain advantage over the competition.

Collaborating with Design-Build Teams –

Moderated Panel Discussion

ProSource tackled the hot topic in the industry – understanding

how ProSource members can successfully work together with the

design-build community: Architect, builder, interior designer, landscape

designer, lighting designer, electrician and the technology designer.

Key Takeaways Were:

»»

What is the value of working as a team with the

design-build community?

»»

How do I get started?

»»

Understanding each discipline’s process.

»»

Do’s and don’ts from the field.

»»

Overcoming obstacles to success.

Moderated by: Carol Campbell, Principle/Co-Publisher Technology

Designer – Where technology meets design. Where technology

impacts design. The panel was:

Greg Simmons – Parasol: Formerly President, Eagle Sentry.

Industry veteran with decades of experience collaborating with

design-build teams.

Lee Travis – Wipliance: Award-winning ProSource member with a

new take on collaborating with design-build teams.

Rusty Deeble, Digital Installers; Andres Klein, Maxicon;

Seth Lauritzen, Multimedia Solutions; Chris Edelen, Sterling

Home Technologies; Dave Gilbert, Hi-Fi Sales join ProSource’s

Dave Workman for the “Future of the Custom Integrator” panel.

Noah Kaplan – Leon Speakers: A creative approach to the

AV industry for over 20 years by designing and manufacturing

customizable speakers and technology concealment solutions that

enhance the sound and style of any space.

Onboarding & Training New Technical Employees –

Presentation and Roundtable Session

Presented by Dante Walston – Livewire: Dante is an Operations

Manager for Livewire, LLC in Richmond, VA. A highly experienced leader

who has demonstrated the ability to lead and develop diverse teams

of professionals to new levels of success in a variety

of highly competitive industries.

The Future of the Custom Integrator –

Moderated Panel Discussion

ProSource’s Dave Workman led a lively discussion on exploring the

future of the custom integrator; opportunities and threats.

Key Takeaways Were:

»»

Uncovering upcoming opportunities.

»»

What threats should I be aware of?

»»

Overcoming obstacles to success.

Moderated by: Dave Workman, CEO and President, ProSource,

the panel was:

Seth Lauritzen – Managing Partner at Multimedia Solutions, Dallas, TX.

Dave Gilbert – Vice President of Hi-Fi Sales, a Bravas Partner, Cherry

Hill, NJ.

Chris Edelen – President of Sterling Home Technologies, Boerne, TX.

Rusty Deeble – President of Digital Installers, Long Beach, CA.

Andres Klein – One of the Founders and Owners, Maxicon, Miami, FL

20 / FALL 2019


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EDUCATION, EDUCATION, EDUCATION

FIRST Bi4Ci USER CONFERENCE TAKES OFF!

40 ATTENDEES GATHERED FROM

24 COMPANIES TO TAKE A DEEPER

DIVE INTO THE BUSINESS SYSTEM

PROVIDED BY VITAL MGMT COACHES,

PAUL STARKEY AND STEVE FIRSZT.

HELD IMMEDIATELY FOLLOWING THE

PROSOURCE SUMMER CI EDUCATION

SERIES IN LAS VEGAS ON AUGUST

1ST, THE CHALLENGE GIVEN BY

THE COACHES WAS TO DEFINE AND

EXECUTE THE NET FIVE POINTS OF

BOTTOM LINE PROFIT.

The sessions that followed were riveting,

detailing the ecosystem of metrics that

help build stronger companies. Beyond the

color-coded performance indicators and

explanations, the creators explained data

relationships and formulas that provided a

sophisticated help system without requiring

a CPA’s knowledge of the business’s finances.

The attending group’s revenue eclipsed

$104M so to achieve the goal (five points)

would have a large economic impact. Strategies

offered ranged from revenue growth

to profit improvement to cash and gave

insights into how margin, labor productivity

and compensation play into the system.

Users learned how to implement high

impact actions. Ranging from increasing

the parts mix in jobs to improving the labor

mix, to improving billing practices, collection

practices, and right sizing the organization

for profitability.

continued on page 24

Attendees’ comments:

••

GREAT TOOLS TO HELP OUR COMPANY BE PROFITABLE; SIMPLY AMAZING!

• BETTER UNDERSTANDING OF THE METRICS/MATH BEHIND THE SCENES OF

THE DASHBOARD … BRILLIANT.

••

A GREAT REVIEW OF WHAT I AM DOING WRONG.

••

MY AHA MOMENT: THE DEPTH OF THE BI4CI PROGRAM IS DETAILED AND

COMPLICATED. THERE IS SO MUCH THERE!

••

I BELIEVE THAT I HAVE FINALLY RECEIVED THE HELP I NEED TO INCREASE MY

LABOR REVENUE … THANK YOU!

••

VITAL’S SEMINARS ARE EYE-OPENING OPPORTUNITIES TO LEARN WHAT

IT TAKES TO RUN A HEALTHY BUSINESS.

••

MY COMPANY HAS BEEN USING BI4CI SINCE ITS BEGINNING. THIS DEEP DIVE GAVE

ME MORE INSIGHTS AND WAYS TO ADD EVEN MORE PROFIT BEYOND

WHAT I ALREADY KNEW.

••

THIS TOOK US FROM THE DIRT TO THE CLOUDS. WE ARE NOW TAKING A ​WHOLE

DIFFERENT APPROACH TO THE BUSINESS.

••

BEING NEW TO THE INDUSTRY, HAVING INDUSTRY SPECIFIC, PROVEN KPI’S IS

INVALUABLE.

••

THIS PROGRAM LAYS OUT ALL THE STEPS FOR MAKING MORE PROFIT;

YOU JUST HAVE TO BELIEVE AND DO IT.

••

THIS INDUSTRY DOES NOT HAVE TO BE A HOBBY. GREAT TO SEE A FOCUS ON

BUSINESS NOT EQUIPMENT AND GEAR.

••

BLOWN AWAY WITH HOW TO BUILD EQUITY/CASH; INCREASE TECH PRODUCTIVI-

TY; FOCUS ON RIGHT CLIENTS AND RAISE REVENUE STARTING TOMORROW!

••

THIS HELPS US FOCUS OUR EFFORTS ON WHAT MATTERS MOST!

••

GETTING DIALED IN ON BI4CI: WILL ALLOW ME TO: “STAY”, “GROW”, PROFIT”,

“ORGANIZE” AND “ACHIEVE” MORE.

••

IT BECAME OBVIOUS TO ME WHAT HAPPENS IF I DON’T DO WHAT HAS BEEN

PRESCRIBED.

••

I HAVE SEEN MOST OF THIS OVER THE PAST 12 MONTHS, BUT THIS GIVES US

MORE FOCUS AND EVEN GREATER UPSIDE TO OUR BOTTOM LINE.

••

VITAL ANSWERS A CRUCIAL QUESTION: HOW MUCH MONEY SHOULD I BE

MAKING IN THIS BUSINESS? THEY DO A GREAT JOB OF SIMPLIFYING A VERY

COMPLICATED FINANCIAL ENVIRONMENT.

22 / FALL 2019


Focal #1

ASTRAL 16

Movie Magic, from the comfort of home!

Just as a maestro elicits the best from every member of an orchestra, the

Focal Astral 16 directs any home theater installation with the control and

proficiency to deliver the ultimate performance from the finest high-fidelity

loudspeakers.

Employing Pascal Audio Class D amplifiers, Astral 16 provides 16 individual

channels of 192 kHz audio filtering, equalization and bass management,

as well as acoustical correction into 12 amplified speaker outputs and

4 additional pre-amplified balanced outputs.

This incomparable device is your ticket to an immersive journey of sight and

sound, the ultimate home theater experience.

SOPRA SERIES

THE PERFECT MATCH

Focal.com | Distribution by Focal Naim America

Contact us for more information : 1 800.663.9352 / info@focal-naim.com


EDUCATION, EDUCATION, EDUCATION

continued from page 22

The Bi4Ci dashboard system built of extractions from QuickBooks

provides 72 data elements for guiding a CI company. The values

of the dashboards have been time tested against experiences of

over 400 companies. This provides an industry set of benchmarks

unlike anything previously provided.

Steve Firszt keeps attendees on track.

Paul Starkey answers questions.

ProSource plans to offer this program

every year as part of its efforts to assist

CI owners in becoming better business

people. The first user conference was

deemed an amazing success.

ADI Can Help Your Business Grow!

Delivering the Latest Technology

from Industry Leading Brands

YOU DECIDE HOW, WHEN AND WHERE TO STOCK UP!

BRANCH

Thousands of products in

stock every day!

CALL

1-800-233-6261

ONLINE

adiglobal.com/us

MOBILE

Get the ADI app

for iPhone & Android*

ü Over 100 fully stocked branches across North America

ü Online shopping and account access

ü Extensive catalogs and monthly sales promotions

ü Systems design and integration support

ü Project Registration and IP Programming services

ü 1-Hour Pickup and Same Day Delivery

ü ADI Expo Training Series and One-day Sales Event

ü Over 1,500 training opportunities annually

intrusion

smart home

fire

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access

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power audio/video pro av networking communications central tools &

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wire

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US orders, call 1.800.233.6261 • For Systems Design & Support, call • 1.800.234.7971 • Online catalog @ adiglobal.com/us

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*Only available in the US

2019-Half-Letter-Truck.indd 1

5/2/19 3:13 PM


Installs as Fast as Your Network

Every component of an Araknis Network is designed

to make your jobs quick & hassle-free.

Access Points

Choose from round & square

on-ceiling or wall mount

models built for complete

coverage and fast roaming.

Routers

The entire line of Araknis

routers supports OvrC Pro &

Gigabit internet for full-speed

performance.

Switches

With front and back port

options ranging from 5 to 48,

our switches bring flexibility

to your network setup.

Own the Network

All Araknis products are OvrC-enabled for advanced remote

monitoring and visibility.

Learn more at snapav.com/araknis


ProSource Members and Vendors Celebrated Fifth Anniversary

CEDIA EXPO in Denver

“CEDIA EXPO was the perfect venue to celebrate ProSource’s five years of success,”

said Dave Workman, CEO and President of ProSource. “The strength of the organization is

based upon the partnership of members and vendors throughout the years.” The Pinnacle

Club at the Grand Hyatt Denver was the perfect spot for an evening of food, drinks, and

networking sponsored by Klipsch.

Dave Keller, Legrand; Dave Workman,

ProSource and Greg Andrews, Legrand.

ProSource’s Andy Orozco, and Randy Toth (immediate

right) and his Premium Digital Control and Automation

team.

Steve Brakke, Behrens Audio-Video; Colin Tence,

Colin Tence Inc. and Bob Blind of Bob Blind’s.

Eric Worst, The Custom Group; Jeff Davis, Expert

Warehouse and Maureen Worst, the Custom Group.

Jim Ristow, BrandSource / AVB and

Jody Rusnak, Nebraska Furniture Mart.

Johnny Williams and Daniel Lee of Harman.

Dave Meekings, AVB/Expert Warehouse; Andy Kersey,

Hamlin & Kersey Home Center & AV Systems;

Jessica Paskon, ProSource.

The WAC Lighting team: Matt Smith, Edward Bracamonte,

Aubrey Bertin and Shelley Wald.

Sherry Dantonio, ProSource and

Jasmine Leitzel, Qolsys, Inc.

26 / FALL 2019


ProSource on

the Show Floor

Sherry Dantonio, Director of Membership

at the ProSource EXPO booth with lighting

guru David Warfel said,

“Being on the show floor at CEDIA EXPO allowed us

the opportunity to showcase the power of ProSource’s

preferred vendor, peer-to-peer, and business services

programs with our members and new member

prospects. Our dedicated field support District

Managers were on-site along with our partners

from the Expert Warehouse and AVB Marketing to

answer any questions.”

Sony Congratulates ProSource During CEDIA EXPO Press Event

During the Sony press conference Frank Sterns, Vice President of AV Specialty/Custom Integration

for Sony Electronics, paid particular attention to recognizing ProSource’s five years of success and

mentioned Sony’s long and distinguished relationship with ProSource. He also highlighted being

honored as the ProSource Projector and Specialty Vendor of the Year.

27 / FALL 2019


TECH ED

You Have a Great Website,

Now What?

By Gordon Isaac

GORDON ISAAC IS A 25-YEAR

INDUSTRY VETERAN WHO

IS THE DIRECTOR OF SALES

AND MARKETING FOR AVB

MARKETING AND HELPS

PROSOURCE AND BRAND-

SOURCE MEMBERS GROW

THEIR BUSINESS THROUGH

THE MEMBER FUNDED MAR-

KETING TEAM OF 150 EM-

PLOYEES WHO SPECIALIZE IN

WEBSITE DESIGN, GOOGLE

ADVERTISING, SOCIAL MEDIA

MANAGEMENT, ECOMMERCE

CATALOGS, AND CREATING

HIGH-QUALITY PRINT AND

VIDEO CONTENT.

28 / FALL 2019

Promoting your business in today’s

marketplace can be challenging. Marketing

platforms evolve daily and options for

custom integrators can be overwhelming.

The end result—more often than not—is to

build a nice website and get back to work.

The ProSource family of members is a

diverse collection of the best custom

installation, specialty retail, and consumer

electronics ecommerce companies in

the world, and for that reason there is no

one-size-fits-all approach. The days of

simply relying on referral business is not a

sustainable model for success. It is critical

in today’s competitive landscape for all

businesses—big or small—to pull back the

curtains and truly evaluate their digital

presence. With a little insight and familiarity

with today’s digital tactics, your company

can rise above the noise and be heard.

Website With a Purpose

A quality website with a simple navigation

structure and clear messaging about your

company and what you do is the foundation

to owning your presence online. Customers

will be looking at your website to help

validate the referral they received from their

friend, builder, or architect. Same holds true

for those builders, architects and interior

designers doing homework on a potential

partnership. They’ll be searching online for

similar companies in your area. Having a

website that is optimized to drive organic,

non-paid traffic is critical to ensure that your

business is first.

Pro-Tip: Search Engine Optimization (SEO),

the not-so-secret secret for driving organic

traffic, starts and ends with an optimized

website. To optimize, start by building a

solid foundation through telling YOUR story.

continued on page 32



TECH ED

Companies like Google have

evolved into $100 billion dollar

organizations by embracing small

to medium sized businesses and

influencing the ways consumers

pick one website over another.

continued from page 28

Focus on why potential clients should

work with you. To take it to the next level,

regularly update your website with fresh

content. Share your expertise through

blog posts, showcase your work with

an image gallery or upload completed

projects or product review videos.

If You Build It, Will They Come?

A search engine optimized website is

just the first step to creating awareness

for your brand. Capturing the attention

of a consumer audience with intent is a

complex process; driving the consumer to

conversion (actually getting them to buy

something) is even more difficult.

Navigating the winding road of the

customer journey requires knowledge

of the channels and tactics used to own

the conversation. Companies like Google

have evolved into $100 billion dollar

organizations by embracing small to

medium-sized businesses and influencing

the ways consumers pick one website

over another. This strategy has leveled the

playing field, allowing businesses of all

sizes to rank on search engines based on

the quality of their digital presence, not

the size of their advertising budgets.

Incorporating paid advertising into your

media mix with a Google Premier Partner

Agency can help ensure you get the best

return on your monthly investment.

A Google Premier Partner brings the

strength of a dedicated team of Google

and agency experts together to work

collaboratively in understanding your

business and providing campaign insights

and performance analytics.

Pro-Tip: The advertising landscape is

ever-evolving so patience, monitoring and

optimization are vital to the success of a

campaign. Set a budget, give the strategy

time to work (30-60 days) and then start

pulling the levers to adjust as needed for

continued progress.

But I Have So Many Friends!

The goal of a social media platform is

to establish your brand’s presence in a

community—a modern day version of

word-of-mouth advertising.

Make sure you’re engaging the audience

that you want with highly controllable

filters and preferences and don’t waste

money on impressions that don’t work

for you.

The next question you may have is:

“How do I get in front of the followers that

I want and grow my business through

social media?”

The answer: Targeted marketing

campaigns that are focused on specific

markets, customer profiles, product

categories, or similar audiences that

might find interest in what you have to say

and sell. Just like Google’s ad platform,

paid social media campaigns can push

your brand to the right audience. When

potential followers land on your profile,

they are looking for info to make their lives

better, easier, more efficient and even the

envy of their friends. They want to know

why your business is different than the

competition. Are your posts informative

and entertaining? Are you followed by

other people that they know?

The goal is to gain interest, have them

follow, visit your website, learn more about

your company, reach out for more information,

or recommend you to someone

who might be your target customer.

Content is King!—

Especially Your Videos

The aforementioned is not enough to edge

out your competition. These tactics require

rich content that tells your story. People

spend less than six seconds viewing a

page on average when surfing the internet

or social media. Capturing their attention

means your content must be curated and

engaging.

Are you trying to tell a story through words,

or do you have great videos to share as

well?

continued on page 32

30 / FALL 2019


CUSTOM INTEGRATION PROGRAM

White-Glove Service

with our Concierge Team

Get the Perks and Benefits of a DISH Partnership

The Custom Integration Program provides integrators with exclusive

benefits like on-site surveys and installations, a dedicated support

team, and account management on behalf of customers.

DISH.COM/CUSTOMINTEGRATION


TECH ED

continued from page 30

Great storytelling and compelling images

make your site stand out, but video is the

king of content. Video is engaging and tells a

specific story that is easy to understand. It’s

personal and lets the viewer know the type of

company that you are and why they should

care. It is also proven to keep people on your

website or social media profile longer by up

to four minutes.

Pro-Tip: As you build your presence on these

marketing platforms remember to showcase

those fantastic projects from concept to

completion; viewers want to see it all. Your

authenticity will help you stand out from the

crowd.

Success Is Not Accidental

You didn’t build a great business by accident

and keeping it thriving will not be accidental

either. It takes investment, strategy, effort,

and sometimes a little bit of risk. Having

an outdated website because you don’t

have the time to fix it, or because you feel

your customers will find you by referral,

is an error. On the other hand, spending

money on a great website with nothing

driving people to it is an expense that

you’ll never reap the benefits from. It’s

important to create a marketing budget

that sets you up for success and to

work with a business partner that truly

understands how to create the personalized

experience that gets customers and

advocates to engage with your business.

Have a diverse and agile strategy that

employs a variety of platforms, channels

and tactics to reach more customers.

Customers are changing, buying decisions

are evolving with technology, and people

are finding your business in much

different ways now than ever before.

Don’t wait until your competition

sets the pace. Start putting a strategy

together today and set your business

up for improved success!

Having an outdated website

because you don’t have

the time to fix it, or

because you feel your

customers will find you by

a referral, is an error.

Why have over 25% of ProSource Power

Companies already transitioned to iPoint?

800-535-4101

Sales@iPointSolutions.net

iPointSolutions.net

iPoint is the only business management software that meets

all of their needs, in a single solution.

Proposal & Sales

Project Management & Reporting

Estimating & Invoicing

Real - Time Mobile Work Orders

Inventory, Purchasing & RMAs

Client Relationship Management

Business Analytics Reporting

Marketing & Communication

QuickBooks Integration

Assignments & Calendar

32 / FALL 2019


PROJECTION PERFECTED.

EPSON PRO CINEMA 4050 4K PRO-UHD 1

3-Chip Projector with HDR

• Unique Epson 4K PRO-UHD Projection Technology

• True 3-Chip 3LCD Projector Design

• Precise 10-Bit HDR 2 Color Processing

• Advanced 12-Bit Hardware-Based Image Processing

• Extreme Color Gamut 4 – Full DCI-P3 Capable

• 3-Axis Motorized VRX 15-Element Glass Lens Technology

• Outstanding Color & White Brightness 3 up to 2,400 Lumens

EPSON PRO CINEMA 4050

Under $2,500

1

4K Enhancement Technology shifts each pixel diagonally to double Full HD resolution. Resolution is Full HD in 3D Mode.

2

HDR performance available with select devices. For more information, see www.epson.com/hdrcompatibility

3

Color Brightness measured per IDMS 15.4. Additional colors and picture modes tested.

4

Entire DCI-P3 color space can be displayed in Digital Cinema Mode only.


ProSource Welcomes

Two New Board Members!

AARON COWDEN

CEO AND PARTNER, FUSION AUDIO + VIDEO

Aaron Cowden started Fusion Audio + Video at 23 during his senior year in college along

with two of his best friends. Their office for the first year was a small empty room in his

home. While building a business by day and going to college at night he graduated from

USC Upstate with a degree in Computer Science.

The need for keeping technology up to date, fresh and fun for clients was only part of

the plan. The Fusion team’s ultimate mission was and continues to be: Creating life-long

customers by providing them with innovative technology and exceptional service.

Aaron has played a large role in the company wearing many hats. Not only does he have

a sales role but participates in operations, marketing, vendor relations, community fundraising

and technology research. He also participates in big picture planning for three

sister companies: Fusion Managed IT, Fusion Commercial AV and Orange Bees Software.

When not working, he enjoys spending time with family, his wife Michelle and two

precious little girls, also playing golf and snowboarding when time permits.

As the company expands its residential and commercial departments, so do the ideas,

staff and continued determination to keep clients as the #1 priority and continued

source for referrals.

LANCE ANDERSON

CEO AND FOUNDER, ADMIT ONE HOME SYSTEMS

Lance Anderson founded Admit One, Inc. in 2002 primarily as a home theater company

after years of experience within Best Buy. Lance knew he could provide better service and

a better-quality system for his clients.

The start was small; his first showroom was in the basement of a family member who he

had built a theater for. Once Lance realized that he was really improving the lives of his

clients by not only helping with theaters but expanding into other technologies such as

security, home automation, lighting, outdoor and blinds he never looked back.

Today, Admit One continues to strive as a leader in the luxury home industry in the Twin

Cities. Lance loves to partner with architects, builders and designers to deliver custom

solutions and best-in-class products, system design and integration.

Lance prides himself on being a student of the world who occasionally gets lost in his

passions. Whether it be photography, snowboarding, mountain biking or his business he

strives to always be on the cutting edge. The only time he slows down is to take his young

daughters to a Taylor Swift concert.

34 / FALL 2019


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

with reasonably consistent Internet access. Today, the automated residence has rapidly evolved

into a complex web of Internet-connected devices continuously communicating with each other.

As we have become increasingly dependent on these devices as a part of our daily lifestyle,

the demands on the home network have changed. A robust network offering uninterrupted

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

Introducing Access Networks Wireless

powered by Ruckus

New products to include:

Wireless Controller

• Includes 8 licenses & 4 years of Access Networks support

• Similar dealer cost to Ruckus ZD1200

• Dealer protected margins

• Specifically created for the Residential market

Access Points

• 1 outdoor and 3 indoor models

• Not available online

• Similar dealer cost to existing Ruckus models

• Standard, Unleashed and Cloud versions

The Premier Network Solution Provider in the Industry

With Over A Decade of Custom Residential Network Experience,

Partnering with Access Networks Makes Our Team Your Team.

www.accessca.com


PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

Parasol

Parasol is the fastest growing 24/7 remote support company in the

United States, powering the happiest integrators on the planet.

We’re built for integrators, by integrators and deliver unparalleled

customer service through a global network of certified dealers.

Got Parasol?

SurgeX

The Axess Elite is a complete power management system that provides

remote insight and control of the electrical power consumed by an

underlying device. It enables the switching of devices in various power

modes, each with different power usage characteristics related to

device performance. It also features Advanced Series Mode surge

elimination.

Atlona

The Atlona Opus Series are HDMI to HDBaseT matrix switchers for

HDR formats. These matrix switchers are equipped with a flexible,

independent audio matrix switcher for routing de-embedded HDMI

input audio, TOSLINK and analog stereo audio sources, plus return

audio. Get free OPUS-RX receivers for a limited time.

Epson

Epson’s most advanced 4K home theater projector to date,

the Pro Cinema 6050UB 4K PRO-UHD delivers an immersive

4K experience. Featuring 2,600 lumens of equal color/white

brightness, a dynamic 1,200,000:1 contrast ratio and Epson

UltraBlack technology, the PC 6050UB delivers detailed,

crystal-clear images with an incredible range of color.

URC

Introducing the newest addition to URC’s Total Control

automation system, the TRC-1480 handheld remote with voice

control. Featuring an in-remote microphone for easy communication

with Alexa or Siri, push-to-talk button for customer

privacy, 2.4” LCD touchscreen as well as intuitive hard buttons,

the TRC-1480 delivers the ultimate smart home experience.

36 / FALL 2019


TRANSFORMING SMART HOMES TOGETHER.

FEATURING

“Our clients are extremely satisfied with

the investment they’ve made in their

home’s technology, the positive impact

it’s made in their lives, and how simple

it is for them to control every aspect of

their environment, whether they are

home or away.”

- GABE RIVERA, DIGITAL HABITATS

CHIEF | DA-LITE | LUXUL | MIDDLE ATLANTIC

NUVO | ON-Q | QMOTION | SANUS | VANTAGE

RESIDENTIAL SOLUTIONS

© 2019 Legrand AV Inc.


PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

Salamander + LG + Screen Innovations

Customers can live the luxury life with the new Salamander

Cabinets designed specifically for LG UST 4K CineBeam

Projectors and SI’s Solo Pro 2 Screens. This turnkey solution

comes in 3 Cabinet types and 9 styles, ranging from compact

to 4-bay configurations. Full Client choice and no more

cutting walls, running cables or complex installation for you!

Recessed projector design, active cooling system, and more.

Focal

The 300 Series was designed to give a new dimension to

your music, whether in a stereo or Home Theater set-up.

Through its precise and natural sound, this line will create

an all-encompassing atmosphere; opening up a world with

an unprecedented depth of emotion.

Naim

The SuperNait 3 satisfies critical audiophiles with 80 WPC in an

integrated amplifier. The latest generation adds a phonostage

to its upgradable Discrete Regulator power supply, subwoofer

output, and Class A headphone amplifier, while generating voltage

gain twice as quickly as its predecessor for Naim’s signature pace,

rhythm, and timing.

D-Tools

System Integrator (SI) software caters to the unique and diverse

needs of systems design and installation firms. SI helps

manage key aspects of an integrator’s business – including

sales, comprehensive system design, project documentation,

and project management – to streamline business processes,

leading to improved operational efficiencies and increased

profitability.

DISH

Get to know the DVR that does more: The Hopper® 3. More, as

in letting your clients watch and record up to 16 shows at once,

and integrating Netflix into any TV in the house. The Hopper 3

also gives your clients the power of Hands-Free TV with Amazon

Alexa, Google Assistant, and Josh.ai voice control. Visit Dish.com/

customintegration to learn more.

38 / FALL 2019



PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

JVC

The JVC LX-NZ3 4K Laser HDR DLP Projector features an ultra-bright

3,000 lumen laser light source, and a compact design,

making it ideal for a wide range of viewing environments. The

latest auto-tone mapping technology insures that 4K HDR content

is played back with the best picture quality every time.

Vanco

Beale Street Audio’s BAV4250 1,000 Watt 4-Channel Amplifier is

compatible with 4-ohm, 8-ohm, 70-volt, and 100-volt speaker systems.

Featuring DSP processing and a Matrix mode that allows any source

to be routed to any output, installers can completely customize the

audio performance in any residential or commercial environment.

AudioQuest

Cherry Cola HDMI cables use a newly developed electro-optical

conversion module and four glass-fiber optical conductors to reliably

pass 4K/8K Ultra HD and HDR for distances up to 100ft/30.5m. Sophisticated

shielding and directionally controlled conductors counteract

RF interference, ensuring a fully immersive entertainment experience.

UL-CMP/FT-6 Certified for Plenum & In-Wall. From $689.95.

KLH

KLH’s in-ceiling and in-wall speakers are custom designed for a

dual purpose. They are engineered for high-performance music or

home theater entertainment to put you front row, center at your

favorite concert or recreate a truly cinematic experience. Using

the same award-winning technology as our other loudspeaker

products, they deliver dazzling sound while keeping the design

elements of your home sacred.

Ente SoundTile by Leon

Art and audio in one, the Ente SoundTile features reference-grade

audio by Leon and power by Sonos® hidden

underneath fine art. Choose from hundreds of art and photography

options or use artwork from your personal collection.

40 / FALL 2019



PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

Coastal Source

The SAS250 is a new enclosure solution designed to

bring the Sonos Amp outside. It pairs perfectly with

our full range Ellipse Bollards. In addition to thermal

venting to keep the Sonos Amp performing optimally,

the enclosure features all IP68 I/O connections: RJ45, 5P

line-level input, and CC speaker outputs.

Séura

The Séura Smart Display Mirror is a fully customizable,

interactive display designed to help consumers

accomplish more during time they spend in front of

their mirror. The user interface is touch and voice-totext

controlled and allows consumers to create their

own custom dashboards featuring their favorite apps

and widgets.

Integra

The Research Series DRX-R1.3 offers unsurpassed construction,

11 discrete 140 watt amplifiers, THX Certification,

Exclusive ‘Works With Sonos’ Certification, Object-based

Surround, 8 In / 3 Out HDMI, Dolby Vision, IMAX Enhanced,

Hi-Res Audio decoding, Chromecast, Play-Fi, Airplay2; plus

Integra’s seamless integration capabilities, our new Hi-light

back-panel and is ‘Room Tested!’

LG Electronics

See How Good CineBeam Can Be. The new LG HU70LA Cine-

Beam 4K UHD projector with up to 1500 lumens and HDR 10

support delivers an epic cinematic viewing experience with

up to a 140 inch display. Plus, this LG CineBeam projector

integrates with leading home automation solutions.

42 / FALL 2019


300 SERIES

A SOURCE OF INSPIRATION

The built-in loudspeakers of the 300 series were designed to be invisible and to give a new dimension to your music,

whether in a Stereo or Home Theater set-up. Through its precise and natural sound, this line is ideal for creating an

all-encompassing atmosphere, opening up a world of unprecedented depth of emotion.

Focal.com | Distribution by Focal Naim America | Contact us for more information : 1 800.663.9352 / info@focal-naim.com


PRODUCT SHOWCASE

THE LATEST FROM OUR VALUED PARTNERS

ELAN

The new ELAN Intelligent Video Doorbell installs with a

single click, leverage motion analytics to intelligently reduce

false positive notifications. The video doorbell intelligently

integrates with ELAN, enabling integrators to create sequences

to automate events, such as turning on lights when

motion is detected during specific hours of the day.

Screen Innovations

SI announces an ultra-high density 8 shade power

and control hub called JANUS–a dual-sided product

with UTP and Terminal blocks. JANUS is compatible

with any wire, occupying one half-rack (16 shades

per 1 RU.) Multiple JANUS units can be daisy-chained

together for infinite scalability.

OneFirefly

Mercury Pro is an award-winning innovative web solution that is

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44 / FALL 2019


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15 MINUTES

with Kevin Zarow

Sound United

By Douglas Weinstein

Doug: Give a little background about your career and your

role at Sound United.

Kevin: I remember spending my entire 8th grade summer

mowing lawns to save enough money to buy my first stereo

system. In college, I worked for an AV specialty dealer and

during my professional career, I’ve held roles in training,

marketing, product development and, of course, in sales.

In my current role as VP of American Sales – CI/AVS, I am

responsible for Polk, Definitive Technology, Denon (and

HEOS streaming), Marantz and Classé.

Doug: The business between ProSource and Sound United

has grown significantly over the past few years. What do you

attribute that to?

Kevin: The growth that both ProSource and Sound United

have experienced comes down to a few key points, starting

with world class products (some of which were designed exclusively

for ProSource members). Add to that great channel

management and finally, consistent communication between

the Audio Committee, key dealers, and the SU team.

Doug: Is there a design philosophy that permeates all of

Sound United’s brands?

Kevin: Our goal is to always provide the end user with

something that fits their needs, not necessarily ours. And

that philosophy makes its way into our products regularly.

We are obsessive about the sound quality from brands like

Marantz, Denon, Polk, and Definitive Technology. Each of

these companies benefits from incredibly smart engineering

organizations that operate on the bleeding edge of audio

technology.

Doug: What are you forecasting for Q4? What will be hot ticket

items?

Kevin: AV Receivers, Sound Bars, HEOS streaming products

and our new line of Legend speakers from Polk will be hot and

are all critical to the success of our collective businesses. And

the SU team will be out in the field partnering with ProSource

members during the fall/holiday selling season.

Doug: Talk to us about how AV components continue to evolve.

Kevin: The beautiful thing we’re seeing are the new formats,

technologies, and partnerships flowing into the market. IMAX

Enhanced, voice technologies and 8K are just a few examples

of technologies being incorporated into AV components. And

how these components work in tandem with home control

systems and AI learning platforms like Josh.ai is just as critical.

Doug: What advice do you have for ProSource members – both

CI and brick-and-mortar – about selling performance audio?

Kevin: Flawlessly executed demos continue to be critical in the

sales of step-up audio (and video), and top-down selling is also

a key step in this process. Many customers haven’t experienced

high-end audio and don’t know what they are missing. Whether

playing vinyl or a high-resolution stream, the demo can be

the differentiator. The same can be said for home theater. 4K

projection with anamorphic lenses, 3D audio such as 7.1.4 (and

beyond) will set the AV Specialist/CI dealers apart from the

pack.

46 / FALL 2019


n

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© 2019 AMETEK Electronic Systems Protection. All rights reserved.

1-800-645-9721 | surgex.com


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©2019 Samsung Electronics America, Inc. Samsung is a registered trademark of Samsung Electronics Co., Ltd.

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