on the Education
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TECHNOLOGY INSIDER GROUP
Managing Director CAROL CAMPBELL
(323) 309-7673 • Carol@TechnologyInsiderGroup.com
Editor-in-Chief MAUREEN JENSON
(310) 806-1507 • Mjenson86@gmail.com
Managing Editor DOUGLAS WEINSTEIN
(714) 865-5106 • Doug@TechnologyInsiderGroup.com
CEO CAT TOOMEY
(317) 514-5546 • Cat@CATalyzingComm.com
Graphic Design • MARIA SATCHELL
109 River Oaks Drive, Suite 100
Southlake, TX 76092
(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
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
Publisher of The Insider Newsletter
© 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
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:
OnBoarding and Training New Technical Employees
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
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©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.
3 FROM THE PROSOURCE
by Dave Workman
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
14 ProSource Dream Theater
ProSource Lighting Initiative
Update With David Warfel
ProSource Education Series Hits
A Las Vegas Home Run!
22 First Bi4Ci User Conference
26 ProSource At CEDIA EXPO
28 TECH ED:
You Have a Great Website,
34 Meet the New Board Members
FALL 2019 / 5
“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
3 Finishes Available
Floorstanding Bookshelf Center Gloss Black Matte White
THE NEW LOOK OF PROVEN PERFORMANCE
If a loudspeaker is famous for its performance, why change it?
MartinLogan’s new Motion ® Series achieve the same superior
performance as previous generations, with lifelike clarity,
exceptional accuracy, and dynamic range.
A stylish new enclosure design updates the look, with
performance-enhancing internal bracing, reinforced baffles,
new fabric grilles, and a choice of three beautiful finishes.
“...the vocals sounded eerily lifelike, and the
instrumental timbre was natural, with a depth so
palpable I could practically reach my hands into it.”
David Martson, The Absolute Sound, on Motion 60XT
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
Town Hall Dinners took place throughout the fall
in the following cities:
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.
The new LG CineBeam HU70LA has a crisp and breathtaking 4K UHD
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.
Learn More At: www.lgusa.com/hu70la
© 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.
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.
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
The Sound United Ultimate Sales
Contest took place at the end of
August with an all expenses trip to
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
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.”
ProSource Audio Committee
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ProSource Members Win Big at
the 2019 CEDIA Home Technology
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.”
CEDIA Director of
BEST MULTIPLE DWELLING UNIT DESIGN
SmartTouch USA – Columbia, MD
Atlanta Audio & Automation – Atlanta, GA
BEST INNOVATIVE SYSTEM OR SOLUTION
Pacific Audio & Communications – Kihei, HI
12 / FALL 2019
ProSource Dream Theater
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.
©2019 POLK AUDIO. All Rights Reserved.
ProSource Lighting Initiative
Update With David Warfel
By Maureen Jenson
Hi David, it was great to meet you in Nashville back in the spring.
How are your experiences with ProSource members going?
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
16 / FALL 2019
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,
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
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
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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All rights reserved.
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
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
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
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
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
continued on page 24
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
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
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
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
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.
THE PERFECT MATCH
Focal.com | Distribution by Focal Naim America
Contact us for more information : 1 800.663.9352 / firstname.lastname@example.org
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!
Thousands of products in
stock every day!
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
power audio/video pro av networking communications central tools &
US orders, call 1.800.233.6261 • For Systems Design & Support, call • 1.800.234.7971 • Online catalog @ adiglobal.com/us
Canada orders, call 1.877.234.7378 • For Systems Design & Support, call • 1.877.797.4226 • Online catalog @ adiglobal.ca
*Only available in the US
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.
Choose from round & square
on-ceiling or wall mount
models built for complete
coverage and fast roaming.
The entire line of Araknis
routers supports OvrC Pro &
Gigabit internet for full-speed
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
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
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
You Have a Great Website,
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
CATALOGS, AND CREATING
HIGH-QUALITY PRINT AND
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
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
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
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
The next question you may have is:
“How do I get in front of the followers that
I want and grow my business through
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
Are you trying to tell a story through words,
or do you have great videos to share as
continued on page 32
30 / FALL 2019
CUSTOM INTEGRATION PROGRAM
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.
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
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?
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
Assignments & Calendar
32 / FALL 2019
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
4K Enhancement Technology shifts each pixel diagonally to double Full HD resolution. Resolution is Full HD in 3D Mode.
HDR performance available with select devices. For more information, see www.epson.com/hdrcompatibility
Color Brightness measured per IDMS 15.4. Additional colors and picture modes tested.
Entire DCI-P3 color space can be displayed in Digital Cinema Mode only.
Two New Board Members!
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.
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:
• Includes 8 licenses & 4 years of Access Networks support
• Similar dealer cost to Ruckus ZD1200
• Dealer protected margins
• Specifically created for the Residential market
• 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.
THE LATEST FROM OUR VALUED PARTNERS
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.
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
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’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.
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.
“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
© 2019 Legrand AV Inc.
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.
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.
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.
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
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
THE LATEST FROM OUR VALUED PARTNERS
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.
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.
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’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
THE LATEST FROM OUR VALUED PARTNERS
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.
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
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!’
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
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 / email@example.com
THE LATEST FROM OUR VALUED PARTNERS
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.
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.
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.
The Ultimate WattBox
The WattBox 250-Series Wi-Fi Power Controller provides IP power,
professional-grade surge protection, and OvrC remote monitoring
in an ultra-compact form factor with two individually controlled
outlets. With its affordable price point and truck-roll eliminating
power of OvrC, the WattBox 250 will revolutionize the way you
think about power.
44 / FALL 2019
Don’t build low-end
sound into your
Put the power of Paradigm and Anthem together to
create the best experience for you and your customers.
Paradigm has all you need to create stunning installations
— from discreet in-wall and in-ceiling speakers
and subwoofers to all-weather outdoor systems, while
Anthem provides the power.
ONLY 2 ” DEEP
Traditional Loudspeakers in Custom Finishes
Custom Length Speakers
to Fit Any Flat Panel
CI Speakers & Subwoofers
NEW! MDX Series Distribution Amplifers
Includes custom DSP profiles for Paradigm speakers and subwoofers that track
voltage, current, frequency and impedance for output management and integration.
with Kevin Zarow
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
Doug: What are you forecasting for Q4? What will be hot ticket
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
46 / FALL 2019
Instant analysis and
resolution of power issues
Predictive Analytics Software
Instant analysis of power
Provides solutions to power issues that are detected
Measures and charts line and neutral to ground voltage,
crest and power factor, line frequency metrics
Serves as a line monitor
Provides time stamped reports
Records power and energy usage
Can notify service organizations of problems
Make informed, fast business decisions that can increase profitability
and customer satisfaction with the enVision PCS.
© 2019 AMETEK Electronic Systems Protection. All rights reserved.
1-800-645-9721 | surgex.com
Make your clients say, ‶Wow.″
QLED 8K offers breathtaking realism on the largest screens.
See your business grow.
Get resources, services and programs designed specifically
for your needs.
To learn more, visit our dedicated custom installation site:
You make it happen. We’ve got your back.
©2019 Samsung Electronics America, Inc. Samsung is a registered trademark of Samsung Electronics Co., Ltd.