residential systems - april 2012

• Reviews: Niles’ CM4PR & SW8

• Pioneer Elite’s N-50

ResidentialSystemswww.residentialsystems.com

v o l u M E 1 3 N o . 4 | A p R i l 2 0 1 2

in This issue:• Handheld Remotes

Hold Their own Against Tablets

• Test Driving Five ‘over-the-Top’ Technologies

residentialsystems.com | A p r i l 2 0 1 2 | r e s i d e n t i A l s y s t e m s 3

behind the business Q&A14 Bob Farinelli, of Bob Carver llC,

spoke candidly about the unique

challenges of running a startup

in the current market, as well as

his great pride in creating American jobs, dedication to

dealers, past mistakes, and future expectations.

columns16 TRAINING WHEELS in case you’re unsure why you’re not

landing as many deals as you feel you should, here is a

short list of essentials to make sure you’re giving it your

best shot. these three points might (and frankly, should)

seem obvious, but given dave Chace’s recent experiences,

they’re worth a reminder.

18 HOME THEATER it takes deep knowledge of electrical

engineering, audio systems, video systems, power supply

systems, and control systems to detect, troubleshoot,

and fix the inevitable problems that arise when you

have systems with dozens of interconnections, interface

compatibility issues, and unpredictable behavior.

product reviews42 the niles Cm4pr will find use in application-specific

installs–small areas like closets and guest baths, where

these in-ceiling speakers offer a great way to add audio in

a discrete footprint, and the sW8 subwoofer makes their

performance even better, according to John sciacca.

44 the existence of pioneer elite’s n-50 audiophile

networked audio player is no real surprise, but what is

surprising though–given pioneer’s iffy recent track record

with Blu-ray players–is how good a product it is.

46 DEMO ScENE: nothing sells a home theater like carnage, so

if you feel the need to shock and awe potential clients, check

out these metal-on-metal movie clips.

features20 cOVER STORY: cODEc cONFUSION music files have drawn disdain from audiophiles for

years, and even casual listeners can hear the difference between a compressed and an

uncompressed file. But that’s changing, which makes this a good time to look at the file-

based universe of music reproduction from the AV systems integrator’s point of view.

24 DEDIcATION DEVIcE the handheld, wand-style remote control shows no signs of being

crowded out despite the flashiness of tablets. Consumers still demand a dedicated device,

and a number of companies are offering innovative new products to meet their needs.

28 AN OTT BAKE OFF there are various situations where a smart tV is not ideal, and a number

of companies have recognized this market hole. to see if any of these solutions truly

answer the call to deliver smart tV services, michael Heiss goes “over the top,” taking five

products for a test drive.

32 PROTEcT AND PROVIDE the difference between service contracts and extended warranties

and how manufacturer policies ultimately affect service contract offerings is a frequent

area of confusion.

36 Show-off Space: if the experience of Wilshire media systems and independent

programmer Casgan is typical, it takes some real effort to participate in a designer show

house, but the return can be well worth the investment.

40 DETAIL WORK true to its name, Cantara design Group sought to cast a spell when

designing this relatively diminutive dedicated theater with an exquisite attention to detail.

ClickThrus

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departments

news ........................................6

CediAline.............................12

new products ......................48

Ad index................................49

Going Forward ....................50

Get More Industry Information fromWeb: www.twice.comTwitter: @TWICEonline

TableofContents

People of a certain age begin monitoring the obituary section in their local newspaper to make sure they don’t miss the passing of an old friend or former colleague. As a relatively young person, I’m nowhere close to establishing that ritual myself, but I am morbidly fascinated by the lives that are eulogized, daily, in the New York Times. These are the stories of people who accomplished something worthy enough to have been featured in an international media outlet, the stories of their lives offering a history lesson in microcosm.

For instance, a headline the other day, “Samuel Glazer Dies at 89; Helped Create Mr. Coffee,” caught my eye because I love a good “inventor/business innovation yarn” and, well, I still brew my own coffee.

Even as many of us turn to professional baristas for our gallon of Joe in the morning, it’s hard to imagine a world where a do-it-yourself coffee making machine with requisite paper filter and glass carafe were not de rigueur on every kitchen counter in America. As the Times reported, “before Glazer and Vincent Marotta came up with the idea, the two most common ways to make a cup of coffee at home were to percolate it (smells good but can taste bitter) or to stir instant coffee in boiled water (not as good as brewed).”

As the story goes, the two men, who were good friends since high school, had been partners in a series of businesses including one involving coffee delivery in the Cleveland area in the late 1960s. From customer requests they realized that there was a demand for smaller, home-style versions of the massive industrial-grade coffee machines inside their delivery trucks. Realizing this opportunity, they hired two former Westinghouse engineers to bring their concept to fruition, and by 1972, the Mr. Coffee coffeemaker was a household name, literally.

To avoid the bitterness that boiling coffee can cause, the machine heated the brew to only about 200 degrees. But it may have been the decision to hire former Yankee Joe DiMaggio as their pitchman that really put Mr. Coffee on the map. He was the public face of the brand for 14 years and is credited as one of the reasons why it would gain and hold approximately 50 percent of the market share for coffeemakers into the late ’70s.

A coffeemaker may seem like a pedestrian technology compared with those installed by our industry these days (especially the mini computers most of us carry in our pockets.) But the ability of

Glazer and Marotta to recognize a market need and go after it with a technical innovation to simplify and improve on a daily consumer task is at the heart of what most consumer electronics manufacturers and custom installation integrators do every day. There’s a lot of talk about where our industry is headed and how it’s going to survive the rapid evolution of technologies and profit erosion. But, in my opinion, the future has always been about building a better mousetrap and solving new challenges that arise.

As an industry we need to keep looking ahead and educating ourselves on the technologies of the future, rather than dwelling on the products that made us successful in the past. Find a way to reinvent your business like the Mr. Coffee guys did. The goods and services you sell can be as essential to daily life as that morning cup.

4 R e s i d e n t i a l s y s t e m s | a p R i l 2 0 1 2 | residentialsystems.com

Editor’sLetter

b y J e R e m y J . G l o w a c k iCoffee Talk

Residential systems (issn# 1528-7858) is published monthly by newbay media l.l.c.

28 east 28th street, 12th Floor, new york, ny 10016 periodical postage paid at new york, ny

and additional mailing offices. postmaster: send address changes and inquiries to

Residential systems p. o. box 1067 lowell, ma 01853. subscriptions: Us: 1-yr $56, 2-yr $100;

canada: 1-yr $104, 2-yr $196; Foreign: 1-yr $156, 2-yr $300.

back issues are $8. copyright 2012 by newbay media

pRinted in tHe Usa.

ResidentialSystems

April 2012Volume 13, Number 4

DAVe ChACedave chace is president of training allies (www.

trainingallies.com), a consumer electronics industry training firm

based in [email protected]

DeNNis burgerdennis burger has been

reviewing and writing about consumer electronics since

1999. He and his wife live in montgomery, alabama.

[email protected]

johN sCiACCAJohn sciacca is a principal with

custom theater and audio, in myrtle beach, south carolina. in

his free time, he blogs prolifically about the ce industry.johnsciacca.webs.com

April Issue Contributors

Find me [email protected]

residentialsystems.com

twitter.com/resisys

groups/Residential Sytems

facebook/resisys

ANthoNy grimANianthony Grimani is president of

performance media industries, a california-based acoustical engineering firm specializing

in home theater design and calibration.

[email protected]

miChAeL heisssherman oaks, ca-based editorial

contributor michael Heiss is a respected technology consultant

and cedia Fellow. [email protected]

6 r e s i d e n t i A l s y s t e m s | A p r i l 2 0 1 2 | residentialsystems.com

{BlogBits}Find the full story at

residentialsystems.com/0412

Wal-Mart’s Vudu Deal: Coincidence or Conspiracy?

the fact that Wal-mart’s announcement of a new “exclusive disc-to-digital service” comes

scarcely 24 hours after news hit that a California judge issued a potentially crippling verdict

against movie server giant kaleidescape seems to give weight to kaleidescape’s Ceo, michael

malcolm’s comments, “maybe it’s because the large Ce companies in Japan and the big

computer companies in the UsA, on the board of the dVd CCA, are afraid that kaleidescape is

building a better way to enjoy dVds and Blu-ray discs than they are.”

–John Sciacca, www.residentialsystems.com

A Firsthand Look at Crestron’s West Coast Experience Center

Crestron celebrated the opening of the company’s latest experience Center–its first

on the West Coast–at its office in Cypress, just south of los Angeles, on march 1. more than

400 guests had an opportunity to tour the offices and support center and attend afternoon

sessions in the classrooms before the mayor of Cypress and other local dignitaries cut the

ribbon to officially open the facility’s new product showroom.

–Steve Harvey, www.residentialsystems.com

Holy Grail of High Fidelity IIAfter the format war with Hd-dVd, which made people hesitate about adopting either Hd-dVd or Blu-ray, nobody actually explained why Blu-ray was so exciting for music lovers. the fact that Blu-ray made it possible for audiophiles to achieve their life-long dream of hearing an

identical copy of the original studio master recording in their own listening room just never came up in discussion at the dealer level or in

the audiophile trade press. –Bob Rapoport, www.residentialsystems.com

InsideOnlineTeasersGet the Full Scoop on the Following News Stories at

residentialsystems.com/0412

ResiTweetsFollow us @resisys

@CasterComm “Cash for trash” event deals w/ upcycling in #nyC - 3/27. Unwanted e-waste will also be collected by @the4thBin: bit.ly/GdXUni

@engadget toshiba mystifies tablet-buying world with lt170 ‘budget’ 7-incher engt.co/Gib1hi

@calculatedrisk existing Home sales in February: 4.59 million sAAr, 6.4 months of supply goo.gl/fb/ds01o

Clare Controls has begun shipping ClareHome–its cloud-managed home automation solution–to dealers. since september, Clare Controls has been beta testing its Apple-centric control system and mobilizing rep firms to distribute the product throughout north America and abroad.

remote technologies incorporated introduced its laser shark custom button engraving service. Available exclusively to rti dealers, the laser shark software allows professional integrators to easily design custom buttons for select rti controllers.

Cloud-managed

ClareHome

Ships to Dealers

RTI Introduces

Custom Button

Engraving

Acoustical solutions released a line to help businesses attain leadership in energy and Environmental Design (LEED) certification.

the sustainable series line of Acoustical products includes wall panels, ceiling tiles,

cloud mount panels, and baffles.

Acoustical

Solutions

Unveils

Sustainable

Series

CE Business Model Changes Are Overdue

by Steve Smithpundits of all stripes have piped up to say Japanese Ce makers can’t manufacture as inexpensively as their korean and Chinese counterparts; they’ve lost their edge in design; and they aren’t nimble enough to change how they do business. But their problems are industry problems. What hasn’t changed for everyone for the past 50 years or more is the Ce industry’s race to the bottom. Chasing market share with overly distributed product lines with little regard to profit only accelerated during the HdtV transition, and will continue to hurt everyone–today’s winners included–if it is not stopped. Grasping for market share for short-term gains has never been a good model.

Now on TWICE.com Now on systemscontractor.comVaddio Adds AV to PC Videoconferencing

by Kirsten NelsonVaddio introduced its easyUsB series of professional AV-quality computer peripherals, which are aimed squarely at allowing AV integrators to capitalize on the soft-codec trend–enabling them to build enterprise-quality videoconferencing, lecture capture, and webcasting systems to make Joe Ceo’s desktop applications perform at a higher level. proof of the need for integrators’ expertise is in the fact that as more pC applications are used for group functions and remote collaboration in meeting room and lecture capture scenarios, AV presentation tools have become as essential to productivity as a mouse and keyboard. the integration of these two separate technology worlds is what Vaddio had in mind.


ResiBriefs

Savant Systems has acquired LiteTouch, the Salt Lake City, UT-based lighting control manufacturer, from Nortek.

The acquisition provides Savant with a lighting control platform, as well as its first keypad offerings to complement the company’s iOS user interface solutions for residential and commercial control applications.

“The acquisition of LiteTouch brings to Savant a comprehensive lighting control system including a broad range of aesthetically pleasing keypad solutions from a respected and recognized supplier,” said Savant CEO, Robert Madonna. “Our sales channel has been asking for a lineup of lighting control and integrated keypad products from Savant

that operate in concert with Apple iOS devices to manage and control a vast array of connected home and commercial technologies.”

The LiteTouch keypads will fully support an array of controlled devices, including third party lighting systems as part of Savant’s automation ecosystem.

“LiteTouch is proud to join the Savant Family,” said Angie Larson, vice president of sales and marketing for LiteTouch. “Savant’s acquisition of LiteTouch creates unique opportunities for industry innovation, design collaboration and product development.”

Savant Acquires LiteTouch

Panasonic Releases TV Ship Dates, Pricesthe initial wave of panasonic’s 2012

smart Viera plasma, led and lCd

HdtVs are now available.

the 2012 led lCd model line

features 16 models this year, up

from seven a year ago.

panasonic is also spreading 3d

capability among the new sets and

is advancing its Viera Connect iptV

platform to, among other things,

include an open web browser in

select models.

Sharp Delivers 6-Series LED LCD TV SKUssharp is offering a number of 2012

Aquos 6-series led lCd tVs to its

dealers.

the 6-series includes models

in the 52-, 60- and 70-inch screen

sizes, all of which include high-per-

formance Aquos lCd panels, edge-

lit led backlighting, 120 Hz Fine

motion enhanced refresh rates, and

a new narrow bezel design.

the 6-series models also offer

built-in Wi-Fi and access to sharp’s

newly designed smartCentral user

interface (docking layout), featur-

ing access to the a variety of apps

and Aquos Advantage live, remote

service capability.

D&M Offers Insight Into Distribution ChangesD&M Holdings’ Denon and Boston Acoustics brands will continue to be served by rep-distributor accounts (RDAs) and by a handful of regional distributors that serve secondary and tertiary markets, according to VP of sales, Kevin Zarow.

The company also said that in appointing AVAD as the national distributor for Denon and Boston Acoustics, AVAD will replace ADI in that role, effective April 1.

“While we have consolidated some reps and RDAs in specific territories across the country, we are not dropping

RDAs. Denon and Boston Acoustics will still be available via RDAs,” and so will Marantz, Zarow stated.

D&M said that it switched national distributors because AVAD is more focused on residential installers and will help the two brands penetrate the custom market. Sales of Denon and Marantz through AVAD will also help “efficiently consolidate sales initiatives and outreach activities” as well as help retailers understand that the Denon and Marantz brands are complementary better-best brands, Zarow said.

A SMARTER DOCK—Leviton Network Solutions’ wall-mounted cradle provides storage for mobile devices and their charging cables. The Mobile Device Station easily attaches to a single-gang electrical box or low voltage mud-ring without requiring a double-gang box or any new holes in the wall. To install, simply screw the Mobile Device Station onto a Leviton dual-gang wallplate and install it in place of the existing single-gang wallplate. The Mobile Device Station provides a safe and convenient place for storing a phone or portable music player while it is charging. The Mobile Device Station can also be installed next to a Leviton local source input, making it easy to use a smartphone or portable music player for multi-room home audio. The station also features integrated cable management to keep cables organized and protected.

{Top10}

most popular online stories

1. kaleidescape Verdict: it is So Ordered!

2. Wal-mart’s Vudu deal: Coincidence or

Conspiracy?

3. d&m realigning Distribution Strategy

4. dana to sell sonance products at magnolia

design Centers

5. the Holy Grail of High Fidelity part ii

6. Control4 Unveils 2012 dealer training

7. How Full is your Glass?

8. Cloud-managed ClareHome ships to

dealers

9. ipad3: 19 Wishes, Wants and predictions

10. AVAd to Give Away 35k to dealers in prizes

Visit www.residentialsystems.

com/0412 for story links.

The LiteTouch acquisition provides Savant with a lighting control platform, as well as a broad range of keypad offerings.

AVAD was named national distributor for Denon and Boston Acoustics.


ResiBriefs

"My main mission is to help grow the electronics business within the Gibson portfolio," Bob Weissburg, Gibson Guitar's newly appointed global executive VP, told TWICE.

The former D&M executive was referring specifically to the company’s pro and consumer audio businesses, which combined account for a minority of Gibson Guitar’s volume. The majority of the company’s volume is in musical instruments.

Weissburg said he will be “working closely with all groups,” including the musical instruments group, but not to run their day-to-day operations.

In the newly created position, Weissburg said he will be “working across all the different divisions to take advantage of the resources the company has available” to help grow the pro audio, CE, and musical instruments brands.

Weissburg will also “work directly with Onkyo USA’s president and the Onkyo team” to “expand and grow the [Onkyo] business,” the CE industry veteran said. Gibson recently closed on a deal in which it acquired a majority

of Onkyo USA and became the second largest shareholder of parent Onkyo Corp. in Japan.

–Joseph Palenchar, TWICE

To support what it says is 40-percent growth over last year, Screen Innovations (SI) has made several strategic personnel appointments.

Brandon Holmes and Dan Poirier join the SI engineering team. Shannon Gustafson and Jay Biedermann also have joined Blake Vackar in leading the sales team, managing accounts for their respective territories, and further developing the company’s network and reach through strategic partnerships.

Holmes brings more than a decade’s worth

of engineering and technical sales experience in the commercial screen industry to the SI team. Poirier possesses nearly 30 years of invention, manufacturing, engineering, product, and process equipment development, plus precision machining

and fabrication skills.Gustafson recently made her re-entry back into

the SI workforce after a brief stint away to start a family. She manages all aspects of the company’s international sales and marketing efforts.

Biedermann joined SI in January as the company’s director of commercial sales development. Vackar joined the company from D-Tools and serves as the director of U.S. sales, managing all aspects of the company’s domestic sales strategy.

Weissburg Outlines Gibson Plan

SI Staffs Up After Growth Spurt

Bob Weissburg

Jay BiedermannDan PoirierBrandon HolmesShannon GustafsonBlake Vackar

stewart Filmscreen has promoted mark robinson to the newly created position of Vp of technology where he will advance the role of the projection screens, particularly in theme park, broadcast, and simulation applications. robinson joined stewart Filmscreen in 1985 making glass and acrylic rear projection screens. He was promoted to director of manufacturing in 2002.

AVAd has appointed jon Zabel to director of sales and Hugh Hughes to director of m e r c h a n d i s i n g . Both executive positions were created recently as promotions for the Zabel and Hughes, who have almost two decades of combined experience at AVAd.

snapAV has recruited colin clark to serve as business unit manager where he will manage several brands, including the episode speaker line. Clark previously

held roles at niles Audio and the AVC Group.

Home technology specialists of America (HtsA) has appointed Kathleen Marini as director of marketing, who has over 25 years of marketing experience.

nortek has appointed Sean Burke as group president of the company’s technology products segment, including the AVC Group, Gefen, linear, omnimount, panamax/Furman and speakerCraft. He replaces Grant rummell, who retired after 23 years with nortek.

media specialty resources has added Richard A. Frank to its sales and marketing team where he will take a proactive role with dealers and develop sales and marketing.

d&m has hired Danielle Kohler to fill the newly created position of product manager for headphones.

Citing the need to step away from daily operations to concentrate on strategic endeavors, Dave Robison has resigned as Ceo of dsi systems.

CAREER TRACK

Hugh Hughes jon Zabel

current Marketing has been appointed by mesa, AZ-based Severtson Screens’ as its manufacturer’s rep for the Arizona, new mexico, Clark County, nV, and el paso County, tX territory.

Thiel Audio has appointed two new reps for California: clarity Business Group in the southern region and Rich jackson in the north area of the state.

SunBriteTV has signed deals with 10 rep firms covering new england, metro-new york, southern California, and Florida. the firms include The jarmac Group, jBA Sales, Balaton Marketing, High-Tech Marketing, WSR Sales, Orion Advanced Marketing, New Age Marketing, Sound-Tech Marketing, jBA MARKETING, and Rich jackson.

REp/DiSTRiBUTOR NEWS


CEDIALine

The Good, Bad, And Ugly

What company does not have a vision of where they would like to be? The question is not always where you are going; it’s how you get there. How do you excel in business if you continue to do things the same way?

In the current market, it has been common for companies to abandon plans for improving business out of the need to work in the business. That you made it through the recession and the near collapse of the housing market is a testament to your resiliency, agility, and entrepreneurial spirit.

That being said, the time to start working on your company is now. The market is recovering (albeit slowly) in many areas, revenues are up, and projects are coming in the door again.

There will always be challenges and opportunities that require you as an owner to make tough decisions. Gather the lessons you have learned and utilize the information available to make your company as strong and profitable as it can be while preparing for the unknown future.

One way to prepare is to evaluate your company performance. The prospect of looking at the good, the bad, and the ugly may cause beads of sweat to appear on your brow or instantly make your stomach turn–but evaluating the different areas of your company is crucial to long-term success.

CEDIA is offering a unique opportunity for you to analyze your business and compare your company to others in the industry with the 2012 Benchmarking Report. Participants in this year’s Benchmarking

Survey will receive customized reports comparing their company to the industry median, the most profitable companies, and companies similar in size in the following areas:• Financial management• Staffing and compensation• Strategic and business planning• Project management• Marketing and sales.Each report will also include

specific action items to help you strengthen your business and increase profits.

It is easier than ever to participate in the benchmarking survey. In order to participate, companies may submit an online or printed questionnaire, a Microsoft Excel spreadsheet,

or financial statements.In addition to the customized reports, participants will receive

access to the CEDIA EXPO 2012 benchmarking course, access to the benchmarking webinar, and a 10 percent discount off 2013 CEDIA membership dues. Companies that participate in the survey over multiple years will receive an additional customized trend report.

To participate, a company must be a CEDIA electronic systems contractor member located in the U.S. or Canada. Companies must complete the entire survey to receive a customized report. The survey is open April 2-May 18.

Profit Planning Group, an independent consulting services firm, will conduct all facets of the survey. CEDIA staff and leadership will not have access to individual company information at any time, and will receive only a summary of the findings. Survey findings will not include company names or any information that could be used to identify participants. Customized reports will be mailed directly from Profit Planning Group.

Benchmarking Your Company to Others in the Industry

More OnlineLearn more about the Benchmarking Survey at residentialsystems.com/0412. contact [email protected] with any questions.

The prospect of looking at the good, the bad, and the ugly may cause beads of sweat to appear on your brow or instantly make your

stomach turn–but evaluating the different areas of your company is crucial to long-term success.

“It is also easier than ever to participate in the benchmarking survey.”


by Lindsey Adler

“Life is too short to not do exactly what you want to do,” Bob Farinelli, president of Bob Carver LLC said. Farinelli, a veteran of the ELAN and Sunfire

brands, epitomizes that motto after having come out of retirement to partner with legendary audio engineer Bob Carver in their latest venture.

Starting up a business in general, and in particular during this challenging economy and evolving industry, is no cakewalk. Farinelli spoke candidly with RS about the unique challenges that Bob Carver LLC faces, as well as his great pride in creating American jobs, dedication to dealers, past mistakes, and future expectations.

While you and Bob Carver had worked together previously at ELAN, what inspired the two of you to reconnect and launch Bob Carver LLC?It goes much further back than that. I owned Phase Linear amps when I was in college in the ’70s. We had complementary goals; he wanted to design things

[and] I wanted to run the business. Bob and I retired at the end of 2010, but I knew he still had a passion for tube amps. I looked the other way when Bob was building and selling some newer tube amps on eBay in his spare time. So, last spring I called him and said, “Hey Bob–want to come out of retirement and turn your eBay thing into a real business with me?” It was not a hard decision to make, for either of us. What are some of the challenges of “starting over,” even with your legacy at ELAN and Bob Carver’s legendary experience?We chose to boot strap the operational launch, meaning we purposely did not dump tons of money in at the start. The discipline to grow a business using free cash flow forces you to make spending decisions based on the balance in your checkbook. But I knew Bob’s name was golden; I knew he still designed great sounding products. I [also] know I can set up a factory–especially when production is 20 steps behind my office [literally]. Our biggest challenge is building a customer base from scratch, especially when we only have a few SKUs to offer at the start.

How was the economic recession and changing market for home audio taken into consideration as you decided to launch Bob Carver LLC?Two-channel is making a comeback, so we are fortunate that those who appreciate high quality sound reproduction have not all given in to the mediocrity of highly compressed formats for the sake of portability. We know dealers need good margins to cover their overhead and cost structure. I thought: “let’s make it simple.” Our demo deal is our everyday deal, and we do not require dealers to carry inventory once they get their first set on display. As we are a build-to-order shop here in the United States, we do not require stocking commitments from our dealer base. Have some of the challenges shifted since the new brand has transitioned from the conceptual phase to full production?Every product is a perfect one when it still sits on paper–same with a marketing launch plan. The first challenge was to get the kinks out of the supplier network. The second and bigger challenge is new customer acquisition. I mistakenly thought this type of product could be sold both to dealers and retail (no programming required after all), and we would offer them direct in areas where we had no dealer base. I have since decided that when we get consumer inquiries where we don’t have dealers, we send them to potential dealer prospects, and we can be more effective at building a long-lasting customer base through dealer only sales.

Talk a little bit about your new products and how you see them fitting into your overall roadmap going forward.Our first products were 180-watt and 305-watt mono block vacuum tube

amplifiers. We have a couple of lower power stereo tube amplifiers to be released soon. We are also introducing an 8-foot ribbon

array line source tower speaker in April that will have unmatched realism and imaging. Clearly an integrated preamp is needed within the next year. So our road map is built on tubes and ribbons

you might say. n

BehindTheBiz

The American DreamBob Carver LLC Startup Has a Blast While Braving the Economy

More OnlineRead an extended version of this interview at residentialsystems.com/0412.

Bob Farinelli ended his short retirement to co-found Bob Carver LLC with his new company’s namesake.

The first products Bob Carver LLC launched were 180-watt and 305-watt mono block vacuum tube amplifiers.

“I knew Bob’s name was golden; I knew he still designed great sounding products.”

and so it goes against our nature to open our door to them and welcome them into our home. The right first impression will help relieve this apprehension. Customers want to deal with a human being who is friendly, respectful of their home, will spend time asking pertinent questions about them and their needs, and is willing to engage in conversation and put the customer at ease. One of the contractors I met with barely spoke, asked just a few questions, and never cracked a smile the entire time he was in my home. Should I expect that if I give him the job, he’ll magically transform into Ty Pennington?

3 Manage Their expecTaTionsPeople want to know what happens next. It’s your job to make sure

they don’t have to guess; in the beginning, and throughout the process. At the outset, let them know when you’ll arrive for the initial visit, when they can expect your proposal (don’t keep them waiting too long), how long before you can start the job, and a realistic idea of how long the job will take. Most importantly, let them know immediately if something changes. Two separate contractors told me I’d have their estimates within a week. In both cases, I was chasing them for their estimate two weeks later. What am I to expect? If they can’t keep their promises when trying to earn my business, what will happen once they have it?

You may be the best in the business at what you do, but if you can’t make a stellar first impression, lots of potential customers will never find out.

People assume that what they see is what they get, and so if your prospects see is someone who is unavailable, impersonal, or unpredictable, don’t be surprised when they don’t throw their business your way.

By the way, of the all the contractors I called, one returned my call within 24 hours, called me the day of the initial visit to confirm the appointment and arrived on time, was friendly and conversational, spent time patiently explaining the various details and considerations I should be aware of before moving forward, and provided a proposal that was not the cheapest, but was fair and in line with other estimates I’d received. Who do you think I chose?

You may be the best in the business at what you do, but if you can’t make a stellar first impression, lots of potential customers will never find out.


Recently, my wife and I decided to do some home remodeling, so I set out on a search for a reputable, qualified contractor to handle the job. I’m happy to report that based on my ensuing experiences with a number of candidates, I can safely conclude that the economy has completely rebounded. So much so, that some contractors are apparently voluntarily foregoing potential business.

How do I know? Because some of the contractors were so immensely skilled at making a lousy first impression, I figure it just had to be on purpose. Either that or somehow they’ve forgotten or overlooked the importance of making a great first impression and how much business can be lost before even getting out of the starting gate. It should be a given that every contractor understands the value of

making a winning first impression, but apparently some just missed the memo.

You probably don’t lump yourself into this category, but in case you’re unsure why you’re not landing as many deals as you feel you should, here is a short list of essentials to make sure you’re giving it your best shot. These three points might (and frankly, should) seem obvious, but given my recent experiences, they’re worth providing a reminder.

1 call TheM BackIt doesn’t get much simpler. If someone calls

to request your services, it means they might want to give you money. Hence, it behooves you to return their call. If you don’t get back to them in a reasonable amount of time (roughly 24 hours), they’ll assume you don’t care. If you don’t care enough to at least call them back, how much will you care about the job, or their home? And why should they bother to try calling you again, if you don’t care? I called six established contractors about my remodeling project. I intended to call four, but two of them never called me back. I guess business is booming.

2 Be huManYou may not be friends with each new prospect, but it sure helps to

act like you are. People are taught from childhood to beware of strangers,

First impressionsActually Matter Winning More Sales Means Getting Back to Business BasicsB y d A V e C H A C e

Dave Chace ([email protected]) is president of Training Allies, a CE-focused training firm in Philadelphia.

TrainingWheels

“If someone calls to request your services, it means they might want to give you money. Hence, it behooves you to return their call.”


It happened again. I went to configure and calibrate a home theater and ran into a quagmire of unexpected issues that caused a failure of the system. One issue wasn’t immediately detectable, and one progressed like a list of bad coincidences from an NTSB airplane crash investigation report.

I have run into speakers with a little fleck of metal stuck on the voice coil at the edge of the gap that started scraping only at high levels and sounded like absolute dread. I have seen connectors with one little stray strand of wire barely shorting between signal and ground–worked fine at low levels but causing more trouble at high levels. I have seen XLR connectors wired every which way, passing signal out of phase and 6dB

down in level. I have seen signal ground voltages on products hooked to the same power strip but floating 100mV away from each other, resulting in unrecoverable hum.

Every one of these little issues has taken down a system in one way or another. Sometimes you still get sound and picture–albeit at reduced

quality–and sometimes the system doesn’t work at all. But in just about every case the client was unhappy and withholding final payment. The integrator’s staff diligently tried and tried to find the problem and fix it, but in many cases it was like the proverbial needle in a haystack.

Problems like these often challenge even my engineering experience and abilities. I usually show up with two or three large cases full of test equipment, and at some point along the way, I am chasing aspirin with gulps of coffee while scratching my head and reading the display of my oscilloscope with incredulous disbelief. “What now?!” “No, don’t do this to me!” “Wow, I really don’t know what the heck is up here!” I even

spout the ubiquitous “Maybe we should just reboot the system,” in hopes of a magic solution. I test this and measure that. I bypass products, run different cables, swap channels, and verify power line voltage conditions. Sometimes the problem is obvious after a few minutes; sometimes it takes four hours to find the root cause. More often than not, it is a $2 part that is affecting the entire ecosystem of the AV signal.

The fact is that it takes deep knowledge of electrical engineering, audio systems, video systems, power supply systems, and control systems to detect, troubleshoot, and fix the inevitable problems that arise when you have systems with dozens of interconnections, interface compatibility issues, and unpredictable behavior. The technical staff available to many integrators can’t necessarily be expected to have that knowledge base or experience. But you can expect that these little bugs will cost you a ton of money: delays, product swaps, staff time, truck rolls, and the inevitable withholding of payment by your client. At the worst time in a project–when you are spending a bunch of resources to fix problems–you are held hostage by cash flow shortages.

How to Avoid the problem? My first suggestion to help avoid problems like these is to establish relationships with skilled and competent consulting AV engineers. You really want someone with a degree in electrical engineering. You want someone who has spent time doing “bench tech” work at some electronics company, and someone who has many years of field troubleshooting experience. I suggest hiring them to do verification and commissioning of each and every system you put together. There is always a problem lurking, and you don’t want your client to be the one to find it. I have now been in front of about 300 systems, and I have not found one that passed all the tests. There are too many parts and pieces at work to ever expect perfection the first time.

So do yourself a favor; when it comes to home theater and AV system debugging and tuning, expect the worst while hoping for the best. Hire the right engineering talent, and read up on the problems.

Chase Walton contrib-uted to this column.

Debugging and Tuning Expecting the Worst and Hoping for the Best from Installed SystemsB y A n t H o n y G r i m A n i

More OnlineAnthony Grimani is telling stories from the field in a new blog discussing the symptoms, testing and debugging process, and fixes. check it out at residentialsystems.com/0412.

Anthony Grimani ([email protected]) is president of performance media industries, with offices in novato and san Anselmo, CA.

HomeTheater

Sometimes a debugging problem

is obvious after a few minutes; sometimes it

takes four hours to find the root cause.

“There is always a problem lurking, and you don’t want your client to be the one to find it.”


Codec Confusion

decipheRing the alphaBet sOUp OF digital aUdiO FORmat acROnyms


Audio codecs are an alphabet soup of arcane and esoteric three- and four-letter acronyms, most of which rarely make it beyond the laboratory. But while the two big players in that domain, the various MP formats–with MP3 being the dominant by a landslide–and the AAC codec favored by Apple, overshadow their multitudinous siblings, the entire array of audio codecs, upon which the file-based music industry of the last decade has been largely predicated, are in constant flux. Music files have drawn disdain from audiophiles for years, and even casual listeners can hear the difference between a compressed and an uncompressed file. But that’s changing. For instance, Apple recently developed guidelines and tools intended to help recording and mastering engineers and has adapted its down-conversion process to the AAC format that iTunes uses to be able to accept 24-bit/96-kHz master files. When you start with higher resolution, the down-sampled end result will also be better. That makes this a good time to look at the file-based universe of music reproduction from the AV systems integrator’s point of view.

Thank You BeatsMuch of the activity in the digital music domain has come about from a relatively recent trend toward higher quality audio. Culturally, that shift is most visible on the streets, as teens and Millennials toss away their earbuds and cover up with over-the-ear closed-cup headphones.

The Beats brand, promulgated by rapper/entrepreneur Dr. Dre and Interscope label chief Jimmy Iovine, has rapidly garnered market share, and even professional audio brands like Audio-Technica and Sennheiser have been quick to leverage their audiophile cred and get consumer

products to market that offer improved

frequency response and greater bandwidth than earbuds ever could. But a flight to quality is also evident at the molecular level, most notably Apple’s abandonment of DRM-protected AAC files in 2009, which let those music files better utilize the newly freed-up bandwidth of the format for music data instead of copy protection.

FormatsThere are three major format food groups when it comes to file formats and codecs: uncompressed, lossless, and lossy. Raw PCM files and .wav files,

used on Compact Discs, can be used with variable combinations of sampling and bit rates and are the main uncompressed types, used for archival as well as consumer applications. The lossless category has the largest number of candidates, including FLAC, ATRAC Advanced Lossless, Apple Lossless (filename extension m4a), MPEG-4 SLS, MPEG-4 ALS, MPEG-4 DST, and Windows Media Audio Lossless (WMA Lossless). Formats with lossy compression, include garden-variety MP3, Vorbis, Musepack, AAC, ATRAC, and Windows Media Audio Lossy (WMA lossy). These are listed in descending order of data size–lossless and lossy file formats eliminate progressively larger amounts of data and different types of data to become smaller to store and faster to transfer.

While having to deal with far less data and file sizes than video, audio codecs nonetheless have their share of complexities. For instance, Apple made its lossless audio format an open source in late 2011, which will allow users to view and change the code for use in their own software and tools. The adapted format, known as Apple Lossless Audio Codec or ALAC, lets users rip tracks from a CD–still the most prevalent source of music files besides downloading–into compressed files without reduction in quality, although the resulting files are still substantially larger than the more common but more highly compressed MP3, AAC, and WMA formats. That’s also what FLAC (Free Lossless Audio Codec) files can do, and they do it royalty-free, but are not supported by Apple’s portable devices.

A lot of high-end audiophile AV clients have become obsessed with adding turntables and tube amplifiers to their home listening systems, but digital will still be the fundamental format of the future, and it has plenty of nuance, too, in the form of audio codecs.by Dan Daley

There are three major format food groups when it comes to

file formats and codecs: uncompressed, lossless, and lossy.“

”


Getting CD-type .wav files imported into Apple-supported devices has gotten easier and more efficient, but glitches can arise. One of those is the annoying habit of Apple Lossless-transcoded files becoming corrupted when accompanying album artwork is applied to them manually, which is what some users will do when iTunes can’t find the appropriate graphics. Worse, the glitch is often random.

Audio codecs are also evolutionarily dynamic, with new ones arriving all the time. For instance, a next-generation codec, called CELT (Constrained Energy Lapped Transform), was recently released by the Xiph.Org Foundation, creator of the royalty-free Vorbis audio encoding technology that competes with codecs such as MP3 and AAC that come with patent royalty fees. CELT is designed to use less processing power than Vorbis to decode and to offer lower latency–5 milliseconds–from when data starts arriving to when audio is decoded, versus the tenth of a second that Vorbis offers. CELT’s planned successor codec format, known appropriately as Ghost for now, will operate closer to Vorbis’ speed but will offer dynamic bitrates, improving sound on lower bandwidth environments and adding quality on high-bandwidth connections.

Some of these codecs may seem hopelessly arcane compared with the familiar and highly utilitarian MP3 types and .wav formats, but the number and type of entities seeking to add music to their service palette are looking for technological differentiation and these esoteric codecs offer exactly that. Google, for one, has been backing a video codec from the Xiph.Org Foundation, which has been helping move Vorbis and its relatives further into the mainstream of codec-world. And new codecs are being introduced at the high end of the spectrum. For instance, the Fraunhofer Institute, which brought the world the MP3 in the

first place, in 2010 introduced its HD-AAC codec, which can keep the bandwidth and bit structure of a 96-kHz/24-bit track intact and deliver it at a bit rate of about 700 kbps, approximately half the bit rate of the original recording and considerably higher than the 256 kbps of the higher-resolution files available on the Apple iTunes web store. High-Definition Audio ContentMusic lovers have a greater depth of choice when it comes to HD music digitally delivered these days. As the CD continues its long fade and the overly optimistic so-called high-definition disc formats like SACD and DVD-Audio become museum pieces, several service providers have stepped up to offer high-def music tracks virtually. HDtracks, the high-resolution online sales venture by audiophile jazz record label Chesky Records that launched in 2008, now distributes high-resolution tracks from both Warner Music Group and Universal Music Group archives that includes the label’s jazz standbys as well as remastered tracks from mostly legacy artists including the Rolling Stones, the Kinks, and Elton John. HDtracks offers a high-quality music download service using a variety of file types. These include AIFF CD-quality uncompressed music files; FLAC CD-quality “lossless” compressed music files with sonic quality on par with that of AIFF files but that can be downloaded faster (but that are not compatible with Windows Media

Player, iTunes or the iPod); 320-kbps MP3 files that offer universal compatibility at a higher resolution than the more typical 128k files; and 96-kHz/24-bit and 88.2-kHz/24-bit FLAC, which are DVD-Audio-quality music files aimed at the ultra-audiophile market sliver. All files include metadata such as album graphics, liner notes and other information (supplied by the original labels) and can be configured with values ranging from 192-kHz/24-bits through the 44.1-kHz/16-bit format of standard CDs.

The high-res music sector has had few successes in the past. The technology has been around a while–Apple Lossless (aka ALAC) was introduced in 2004–and high-res music distribution ventures have been tried before. Most notably, Music Giants launched in 2007, selling lossless and 24-bit digital albums, using either Windows WMA lossless HD stereo files for $1.29 per song, or Super HD Audio in stereo or surround formats, which are file-based versions of SACD and DVD-A discs that were priced around $20 apiece. The company had a limited catalog but did have titles from major recording artists including the Rolling Stones, Miles Davis, Big Star, Pink Floyd, and Art Blakey. However, Music Giants came on the scene with WMA9 files just as Apple’s iPod and iTunes products were taking over the world and Microsoft’s Zune was headed toward punch-line status. Further, the Music Giants site was limited to the use of Internet Explorer and required Windows XP or Vista operating systems, and the SACD files

People embraced flat-panel displays with high-definition

video but for some reason we haven’t been able to make that happen for audio yet.Mark Waldrep, AIX

“

“

”

Audio codecs are also evolutionarily dynamic, with new ones arriving all the time.

Codec Confusion


were huge–a three-minute song took up about 50MB. Music Giants shuttered in less than two years

but others have persevered. Mark Waldrep’s Los Angeles-based AIX label has specialized in high-resolution music since its inception in 2001. In 2009, Waldrep created iTrax, an online distribution service that offers WM Pro, DTS, and Dolby Digital versions of titles of artists he records at 96/24 in PCM. Waldrep says that the HD equation between video and audio remains disconnected: “People embraced flat-panel displays with high-definition

video but for some reason we haven’t been able to make that happen for audio yet.”

Waldrep says that while the stew of codecs can seem confusing, he recommends steering high-end clients to the FLAC format and using a computer-based music server such as an Apple Mac Mini. “For $3,000 or less, with a good DAC, you can kick the doors down on CD quality using a server and an upscale file format like FLAC,” he said. Furthermore, he suggests this type of system as a backstop against the rise of streaming, where the audio quality isn’t limited by the size of he file but rather by the bandwidth of the transfer pipe.

“Hooking into Pandora or Spotify as a discovery channel for new music is great,” Waldrep said. “But the [sonic] quality level simply isn’t going to be there, because it can’t.”

For all the grumbling by audiophiles about digital music in general and more recently about streaming music, it cannot be argued that consumers of all types have been seduced by the convenience of digital delivery. “To many listeners, even high-end ones, the codec is secondary,” noted David Frangioni, owner of Audio One in Miami. “What people think about is the user interface.”

Frangioni said that the biggest practical problem he

faces is that the profusion of codecs and file formats and the varying ways that CDs and analog music are brought into home systems has created a huge disparity in levels between tracks, which can be annoying as users move between songs on different formats. He tries to level-match tracks as he adds them to systems, trying to avoid having to add gain using the system’s pre-amp, which adds noise. In some installations he’s included a +/-3dB attenuation/boost button so that users can quickly adjust levels between particularly mismatched track levels.

“The real solution is using the best-quality source you can get at a high level [of volume],” Frangioni suggested. And in the alphabet soup of digital codecs and file formats, that might be the best advice of all.

Dan Daley is a freelance writer in Nashville, TN.

For all the grumbling by audiophiles aboutdigital music in

general and more recently about streaming music, it cannot be argued that consumers of all types have been seduced by the convenience of digital delivery.

“”

More OnlineAudiophile Likes Blu-rayVisit www.residentialsystems.com/0412 to join the Residential Systems Linked In group discussion about audiophile Bob Rapoport’s assertion that Blu-ray is the ultimate audiophile music source.


If tech news in the last three years were lumped together by product, one might guess that Apple’s iPad and its apps accounted for at least half of stories written. Tablets have the advantage of the zeitgeist, but our industry isn’t one to carelessly abandon proven, reliable technology.

The handheld, wand-style remote control shows no signs of being crowded out, despite the flashiness of tablets. Consumers still demand a dedicated remote, and a number of companies recently introduced innovative new products to meet their needs.

According to Pete Baker, RTI’s vice president of sales and marketing, his company views tablets and other mobile devices as added benefits to a dedicated controller–not replacements.

“There are a number of reasons why consumers still prefer a handheld remote control,” Baker said. “First, tablets are primarily used for games, reading, surfing the web, and other activities. So the device can easily wander off and not be fully charged or readily available for use as a controller when needed.

“These devices lack hard buttons for tactile control, which offer a more comfortable and convenient user experience. Handheld remotes also provide instantaneous control–no screen swiping and no dependence on the Wi-Fi network.”

Joe Lautner, manager of business development and project management at ELAN Home Systems, agreed that tablets, smartphones, and in-wall touch panels are good

for many things and are “passable as media remotes.” But, he noted,

they also require several clicks to get to a required function. “People are used to instantly changing the channel, turning down the volume, or pausing their movies with one click, not several,” he noted. “These on-demand functions are only possible with wand-style remotes that feature dedicated hard buttons. Instead of

having to look up to your screen and back down at your touchscreen, you can perform all functions with one easy-to-use wand-style remote.”

Crestron’s technology manager for touchscreens and user interaces, Byron Wendling, said that in a handheld remote there are so many performance expectations that must be weighed. “You can have all the fancy features in the world, but the core simplicity and reliability must remain intact,” he said. “In other words, what’s cool must always be carefully balanced with what works so that the product can represent the best of both worlds.”

By combining familiar hard buttons for media functions with a touchscreen for whole home control, ELAN’s HR2 remote features a design that is familiar to anyone who has used a remote control, but offers far more functionality.

Dedication DeviceHAndHeld remotes sHoW no siGns oF BeinG CroWded oUt By tABletsby Derek Dellinger

RTI’s entry-level Pro Control brand offers the PRO-24.z.

Crestron recently delivered the MLX-3 handheld wireless

remote, a long-range remote control with a 2-inch high-resolution LCD. The MLX-3 features the company’s “instant-waking” technology for eliminating lag time.

“Our wireless technology provides ultra-reliable two-way communications,” Wendling added. “Instant-waking has been engineered to power on the remote instantly, at the press of a button. Extended battery life and simplified programming make it an intuitive remote with great benefits. Our remote works like an IR remote with all the benefits of two-way RF.”

Hybrid OptionsRather than favoring one style of control over another, some manufacturers are finding ways to offer customers a hybrid style. For instance, by combining familiar hard buttons for media functions with a touchscreen for whole-home control, ELAN’s HR2 remote features a design that is familiar to anyone who has used a remote control, but offers far more functionality.

“Some people have become so reliant on their smartphones and tablets that they want to use them for their media control,” Lautner said. “When we designed the ELAN HR2, we aimed to create a sleek, stylish remote control that can perform any and all functions of the g! home control system quickly and easily and show the users how much easier it really is.”

RTI’s Pro Control entry-level brand offers a line of handheld controllers created to provide one-touch simplicity by “taking the best from popular mobile devices,” according to Mike Everett, general manager of the brand. The controllers feature a high-resolution, 2.4-inch TFT LCD touch-screen that enables one-touch control, with a built in a programmable five-way joystick to give users fast access to key functions, and backlit hard buttons to make device navigation easy in a darkened room.

In addition, Pro Control recently revealed the iPro.8 companion controller. “When combined with a

tablet, smartphone, or PC for AV control, the iPro.8 allows users to enjoy the convenience of a dedicated remote by providing the hard buttons and tactile control to which they are accustomed, in addition to immediate access to common functions such as changing channels or volume,” Everett said. “The iPro.8 companion remote has patent pending technology which stays in sync

with the tablet or smart phone and allows seamless communication when switching between mobile device and the companion remote.”

Savant Systems took a unique approach when it unveiled its Savant Select, which integrates an actual iPod touch into the remote, with traditional backlit buttons and essential navigation keys surrounding it. The remote takes advantage of Savant’s TrueContol II app and delivers immediate system access with a few taps or swipes of the 3.5-inch color multi-touch retina display.

Savant Select is also compatible with TrueCommand, Savant’s on-TV menu system overlaid onto live HD video. Paired with TrueCommand, Savant Select provides heads-up navigation, browsing and selection of multimedia content, and other services. By using TrueCommand in tandem with Savant Select, users can navigate and switch to any device in the home.

Ready When Your AreCat Toomey, director of marketing

for URC, stressed that the readiness and speed of a dedicated remote remains a major

advantage over other devices.

“Our MX-1200 is always ready to pause or play a movie at the touch

of one button–no need to flick through pages of menus

to find a command. It’s also dedicated to controlling the house, so it’s always where you need it when you need it,”

Toomey said. By combining functionality

with flexibility, these products expand the capabilities of wand-style remotes while dodging the

shortcomings of touchscreen devices.RTI’s most recent handheld

device–the SURFiR companion remote–was designed to overcome the

limitations of tablets and smartphones as primary controllers, delivering what

Pete Baker calls, “elements of a robust, high-end control system, including user-

friendly ergonomics, instant connectivity, and highly reliable operation.”

The SURFiR remote allows users to utilize their smartphone and tablet devices as

(Left) URC’s MX-1200 is always ready to pause or play a movie at the touch of one button–no need to flick through pages of menus to find a command. It’s also dedicated to controlling the house.


(Right) The Savant Select allows users to integrate an iPod touch into the remote, with traditional

backlit buttons and essential navigation keys.

The MLX-3 features the Crestron’s “instant-waking” technology for eliminating lag time.

“

CUSTOMDISTRIBUTORGUIDE 2012

From the Editors of

AVAD • CAPITOL • DSI SYSTEMSPETRA • POWERHOUSE ALLIANCE FEATURING

SPRINGEDITION

ResidentialSystems

Cloudy with a ChanCe of SaleS

For many custom integration dis-tributors, last year marked a shift in their product tides. Not too long

ago, large-screen televisions and auda-cious home theaters were the lifeblood of the custom installer—floated on consumer awareness of the transition to high-definition broadcasting and audio standards. Nowadays, the AV landscape, once embossed with channel-defining products such as elaborate custom con-trol and automation applications and the clever sequestering of everything from speakers to flat-panels, has visibly shifted to the invisible: wireless stream-ing from the cloud.

This is not to say that custom AV products have fallen out of fashion. If anything, they have gained a popular companion in the cloud, a computing

phenomenon that has infiltrated every technology innovation it has ever come into contact with. Custom integrators sniffed the air and rightly predicted that, with the astonishing popularity of com-puter tablets, consumers will want them to come up with ways to incorporate these devices with their home electron-ics.

“Technology is certainly the driving force allowing consumers to integrate their mobile devices into their lifestyle,” noted Bill Stewart, president and CEO of Petra Industries, a distributor of custom installation, consumer electronics, mobile AV accessories, and appliance connection supplies. “I see that becoming more and more prevalent in the custom installation industry. Manufacturers are constantly creating innovative ways to enhance the

functionality of their products with apps, wireless, and Bluetooth technology that allow a consumer to control functionality from a smartphone or tablet.

“With the popularity of the iPad,” Stewart continued, “particularly the excitement surrounding the new iPad, con-sumer demand is basically dictating that installers and integrators provide more types of solutions for home automation, security monitoring systems, home audio systems, DVR control, smart TVs, etc.—whether it’s for a new home or retrofit.”

Stewart’s observations find footing with his custom distribution colleagues, all of whom noted that wireless stream-ing will impact their business in some way in the coming quarter. For Eagan, MN-based Capitol, which acknowledged a drop in its video display sales, audio is

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Custom Distributors Predict that Cloud-based Streaming Will Boost AV Sales

by Llanor Alleyne

still a big player in its product delivery, with personal audio having significant importance for their dealers.

“With display sales having leveled off over the past two years, attachment audio sales are helping our dealers build profits as they move soundbars and other products that add to the theater experience,” said Jeff Kussard, director of strategic development for Capitol. “Personal audio, too, is proving popular with people who rely on their tablets and other computers as their primary listen-ing source. At least part of this trend is due to the popularity of streaming services that can be enjoyed anywhere in the home, from any number of devices.”

It is a trend that Jim Annes, vice presi-dent and general manager of Van Nuys, CA-based AVAD, sees gaining momentum as consumers demand that their mobile devices and tablets provide complete access to and control of their homes and businesses, while insisting that control functionality mirror the ease of updating one’s status on Facebook or Twitter.

“This concept also ties into the grow-ing availability of “cloud” storage and access,” Annes explained. “While there certainly won’t be ‘virtual’ home theater systems anytime soon, consumers are quickly migrating their content into the cloud and will demand the capability of accessing that content from any or all of their devices and components. At AVAD, we are helping dealers realize that to be truly successful with these opportuni-ties, they need to understand how to make these products and technologies all work together across multiple platforms, products and systems. Dealers have to present the technology in a way that is simple and straightforward because today’s consumer associates a complex system with a difficult system.”

The crux of Annes’ point—integra-tor knowledge of the newest wireless advances and how they perform across technology platforms—is well taken. Anecdotal evidence across the systems integration field indicates that integra-tors have not been slow footed on this

score, especially on the audio side where products like Sonos audio distribu-tion system, which lives and breathes on cloud streaming of music and radio, has been a hit with both consumers and integrators. It is this awareness that might account for Dennis Holzer, execu-tive director of the Powerhouse Alliance, acknowledging that for his consortium of distribution companies there isn’t nec-essarily one product that will leave its mark during the next quarter.

“I don’t believe it will be any one product, but more so, video and wireless products which utilize integrated Wi-Fi technology to operate,” Holzer stated. “TV with internet capabilities, audio with Airplay and wireless streaming, tablets, control products, and more have been increasingly popular and will con-tinue to increase sales and open doors to additional products that can be further incorporated into people’s homes. In addition, larger size TVs—70, 80, and 92 inches—have been selling well, and we expect those sales to stay strong.”

Holzer’s prediction echoes that of Petra’s Stewart who also noted that with the anticipated release of a new Apple TV product, integrators will be able to shore up their product margins by maximizing the add-on sales of Apple TV accessories that are sure to flood the market.

Ironically though, some distributors, like DSI, are experiencing growth the old school way: moving product without the streaming hoopla. As Jerry Satoren, executive vice president of DSI, told RS, “Without a doubt the technology trend that will have the biggest impact on the next quarter of the year are 70-inch flat-panel TVs and larger. The appetite from the U.S. consumer for affordable flat-panel options in these ultra-large sizes is…well, ultra large.”

Satoren added that an 80-inch panel takes up way less space than an 80-inch rear projection TV used to, which makes them

even more appealing. “ So the opportunity to get these big TVs in more American homes is really limitless. Everyone has plenty of wall space,” he stated.

Last year’s prognostications were unsurprisingly accurate when distribu-tors all noted that the wireless technol-ogy was going to set the agenda. A year later, with everyone ably handling the new marriage of AV and cloud stream-ing, the next step becomes turning demand into real profit for everyone from the manufacturers to the integra-tors. If the recent past is anything to go on, however, the custom integration channel has proven over and over again that change is no obstacle to sustaining our business. Llanor Alleyne is a contributing editor to

Residential Systems.

Table of ConTenTsAVAD 4

DSI SySTEmS 6PoWERHoUSE ALLIANCE 8

CAPIToL 10PETRA 12

DISTRIbUToR FoRUm 14

Jeremy J. Glowacki Editorial DirectorLindsey Adler Associate Editor

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Published by Newbay media L.L.C.28 East 28th Street, 12th Floor, New york, Ny 10016 www.nbmedia.com

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“With everyone ably handling the new marriage of AV and cloud stream-ing, the next step becomes turning demand into real profit for everyone from the manufacturers to the integrators.”

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AVAD’s vendors provide improved interoperability across its comprehensive roster of manufacturers, creating robust, reliable and profitable installation solutions through AVAD’s Integration Partners program. AVAD’s Integration Partner program creates simplified installation solutions by having each manufacturer’s respective engineering department work together to provide a robust feature-set with seamless interoperabil-ity, making them more reliable and repeatable.

The Industry’s Best Training Curriculum

AVAD’s continuing education programs combine AVAD’s deep understanding of its dealers’ business with factory-led technical expertise to deliver best in class training that drives AVAD dealers’ business. Through AVAD’s continuing education programs, manufacturers are made directly available to dealers through product training seminars hosted on-site at AVAD locations, as well as webinars and tele-seminars for complete scheduling flexibility.

Systems Design/Technical Support

AVAD’s System Design and Technical Support services benefit dealers by pro-viding a full range of commercial and residential services including AutoCad design, product selection, and bid genera-tion. These valuable services significantly decrease dealers’ time in quoting on proj-ects and increase their profits.

Local Industry Events

AVAD brings the industry’s newest prod-ucts and the best technologies to right to dealers’ doorstep through its Vend-o-Palooza and Opportunity Tours. These local events save integrators valuable time and money enabling them to see the best prod-ucts from the best manufacturers locally.

AvAd

Jim Annes, vice president and general manager, AvAD

Regions Covered:• U.S. (nationwide), Canada (Toronto and Calgary)

Brands Distributed:• Active Thermal

Management• AKG (JBL)• Altronix Corp• APC• Aprilaire

(Research Products)• Arlington• Artison• Artison Musiclite• AT&T - VTECH• Atlantic Technology• Augat• Bogen

Communications• Bose• Burton Wire & Cable• Caddy• CALRAD Electronics• CANPLAS• Carlon• Catamount• Channel Vision• ChannelPlus• Coleman Cable• Crestron• Crown International• Current Audio• DataComm• DBX• Denon Home• Denon Pro• Digital Security

Controls• Dirt Devil

(HP Products, Inc.)• DoorBell Fon• Draper• Dymo• Elevar LLC• Gefen• Global Cache• GRI• HAI• Harman/Kardon• Hosa Technology• Iport• JBL• JVC Professional• Key Digital• KRAMER• Labor Saving

Devices• Leviton• Lutron• Luxul• Marantz• MartinLogan

• Mid-Lite Products• Middle Atlantic• Mux Lab• Netgear• Niles Audio• Omnimount Systems• Onkyo• OnQ Technologies• OpenHouse• Optoma Technologies• Panamax• PANAMORPH• Panasonic

Audio/Video• Panasonic Phone Sys• Panasonic

Professional Display• Parasound• Peerless• Platinum Tools• Polk Audio• ProConnect Balun• Proconnect Bulk Wire• Proconnect Connectors• ProConnect Screens• ProConnect Wall

Mounts• Proconnect Wallplates• ProFlex Bulk Wire• ProFlex Interconnect• ProFlex Wire• Rainbow Fish• Repair Master• RTI• Russound• Salamander Designs• Samsung• Samsung Pro• Screen Innovations• Sharpvision• Sirius• SOUNDCRAFT• Speco• Structured Cable• SunBrite TV• TECHFLEX• Terk• Test-Um• TiVo• Toshiba• Transformative

Engineering• Triplett• Universal Remote

Control• VAN• ZeeVee

Contact:AVAD LLC16333 Raymer StVan Nuys, CA 91406Phone: 888.FOR.AVADFax: 818.742.4801 FaxWeb: www.avad.com

AvAD offers professional integrators high-end experience centers at all 23 branches throughout North America.

Regions Covered:• Nationwide

Contact:Phone: toll-free 800.888.8876Email: www.dsisystemsinc.com

AdvertoriAl

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DSI Systems is the nation’s largest distributor of satel-lite and consumer electronic equipment and is dedicated to serving our dealers with quality customer service and convenience. This is accomplished through individualized service, strong product offerings, a fast and efficient delivery system, and instant access to information via the DSI website, www.dsisystemsinc.com.

Locations Nationwide

The business began in 1984 with one location in Des Moines, IA. Twenty-eight years later, DSI Systems’ locations cover the country from coast to coast. This nationwide distribution coverage allows DSI Systems to deliver dealer orders in a swift and efficient manner. DSI can ship the products you need from the warehouse to your locations in one to two days. Stop tying up your inventory dollars in your back rooms and take advantage of being able to order the products you need in one to three days, from DSI.

Multiple Brands, One Shipment

DSI offers more than $50 million in inventory of television and satellite products, comple-mented by an extensive array of installation and consumer accessories. Choose from lines including Toshiba, Elite, Sharp, Mitsubishi, LG, Haier, Sony, DIRECTV, Monster, Exede, Pioneer, Yamaha, Chief, Sanus, Techcraft, and more. This wide selection of brands and products creates a unique one-stop shopping opportunity.

Additionally, dealers purchasing any mix of products totaling more than $2,500 receive free shipping for a $49.95 handling fee, orders of $3,500 receive free shipping for a $19.95 handling fee, orders of $5,000 ship with no handling fee, and qualified accessories orders of $250 also receive free shipping. This freight policy allows retailers to replenish many prod-ucts and lines in a single order. DSI’s “Mix and Match” freight plan is specifically designed to save retailers time and money, enabling them to combine product lines to purchase at a higher volume rate, and therefore a lower price category.

A Strategic Partnership

When dealers partner with DSI, they gain more than just a vendor. DSI continuously assists dealers with dedicated and knowledgeable account managers, year-round training, and educational opportunities on product lines. Exceptional product promotions are offered in conjunction with many of these programs, allowing dealers to make even larger margins, often on products that are in high demand. Vendor representatives, DSI trainers, and DSI senior management also share extensive product knowledge that helps give retailers an advantage over other stores. DSI believes that educated store owners have the power to

out-sell the competition.By providing products from

world-class manufacturers, sharing information on the latest technology, and work-ing closely with dealers to move product, DSI offers a wealth of services to store owners. To begin a work-ing relationship with DSI’s dedicated team, retailers are invited to call today and ask for a DSI catalog.

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Brands Distributed:

• AT&T• Atlantic Technology• CE Labs• Chief• Diamond• DIRECTV• Elite• Exede• Incenergy• LG• Mitsubishi• Monster• Pioneer• Sanus• Sharp• Sony• Techcraft• Toshiba• Tripplite• Universal Remote• Vanco• Wilson• Xantech• Yamaha

Doug Robison, President, DSI Systems

Nationwide distribution coverage allows DSI Systems to deliver dealer orders in a swift and efficient manner.

Regions Covered:• Nationwide

Warehouse Locations:

Brands Distributed:*

Contact: Dennis Holzer, executive DirectorPhone: 412.531.2068 Email: [email protected]: www.powerhousealliance.com

AdvertoriAl

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The PowerHouse Alliance, now 11 members strong, has firmly established itself as a respected national consortium of regional distributors, providing quality name brand, cut-ting edge, and high technology products to dealers and cus-tom installers nationwide.

The PowerHouse Alliance, combined, represents annual sales of more than $3.25 billion. Each member prior to join-ing the alliance, had a significant investment in their terri-tory, but recognized that they could gain additional oppor-tunities and benefits by joining forces with like distributors across the country, both for themselves and their dealers.

“The group has made great strides toward its goals, the first of which was to expand into related categories, increase brands and make larger purchases based on group buying power and pricing,” said Dennis Holzer, executive director. “For vendors looking for national fulfillment, we have also created cost efficiencies such as enabling members to fulfill distant order more cost-effectively by using a partner’s nearer warehouse. We’re continually opening up opportunities with larger retailers and custom installers since, as a group, we cover all 50 states. But our overriding goal is to bring together our customers and our vendor partners to create a seamless, profitable, and successful relationship.”

The PowerHouse Alliance has, in aggregate, more than 850,000 square feet of fully stocked warehouse space in 36 locations nationwide. Products span the spectrum of home theater, consumer electronics, and security, with more than 250 lines on the roster. Holzer is continuously improving the group of core vendors that fit with one another and that all members will support. This helps create stronger relationships with key manufacturers and additional benefits for all of the members and their customers.

“We continue to develop new exclusive product offerings,” Holzer said. “Our portfo-lio includes categories with reoccurring income streams, prepaid freight programs, total one-stop solutions for custom installers, advertising, training, and other programs that are advantageous to our members for their customers. We continue to receive significant vendor interest. As a result of no dealer membership fees, continually adding new lines, training, 36 convenient locations and having our name become better known, our dealer growth continues. Vendors, retailers, and custom installers are realizing that with The PowerHouse Alliance, they benefit from a national footprint, coupled with real local rep-resentation, product availability, and innovative custom solutions.”

Members of The PowerHouse Alliance are: 21st Century, Garner, NC; Audio America, Jupiter, Fl; Autco, St. Louis, MO; CED, Northbrook, IL; CTD, Ft. Wayne, IN; EDI, Portland, OR; M. Rothman, Ramsey, NJ; MRI, Plainville, CT; Mountain West, Salt Lake City, UT; Volutone, Simi Valley, CA; and Wave, Houston, TX.

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• Austin, TX• Buford, GA• Cerritos, CA• Carmel, IN• Charlotte, NC• Dallas, TX• Denver, CO• Indianapolis, IN• Ft. Wayne, IN• Garner, NC• Houston, TX• Las Vegas, NV• Marlborough,

MA• Merriam, KS• New Berlin, WI• New Orleans, LA• Baton Rouge, LA

• Northbrook, IL• Orlando, FL• Jupiter, Fl• Miami, Fl• Ontario, CA• Phoenix, AZ• Plainville, CT• Portland, OR• Ramsey, NJ• San Antonio, TX• San Diego, CA• Salt Lake City, UT• Simi Valley, CA• St. Louis, MO• SW Houston, TX• Tulwila, WA• Van Nuys, CA• Wichita, KS

• 2GIG• Chief• Jamo• Jamo• JVC • LG• OmniMount• Panamax• Pioneer/Elite• Polk • Sanus• SCP Wire• Sharp Elite

• Soundcast• SunBrite• Toshiba• Universal Remote Control• Vanco• Wyrestorm• Zuum Media…and 200+ more*Not all lines available in all geographic territories

Dennis Holzer, Executive Director, The Powerhouse Alliance

the Powerhouse AlliAnce

The PowerHouse Alliance has in aggregate more than 850,000-square-feet of fully stocked warehouse space in 35 locations nation-wide, with more to come.

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Over 35 Warehouse Locations

No Order Minimums

One-Stop Solutions

Will-Call Pick Up

Same-Day Shipping

No Membership Fees/ Charges

Dedicated Customer Service

Local Personalized Sales

Local Product Training

Live Technical Support

Drop Shipping Available

One Source for Most Brands

National Product Distribution With a Local TouchNational Product Distribution With a Local Touch

AdvertoriAl

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As installers and other residential specialists continue to expand into new and lucrative areas, Capitol is right there on the front line, supporting its dealers with an ever-growing mix of products and technologies that is only matched by the company’s commitment to customer service.

Since the company’s inception, Capitol has been at the forefront of new technologies that offer the best profit opportunities for its customers. Capitol’s extraordinarily focused and effective level of support speaks directly to the respective needs of all its clients, from mom-and-pop outfits to multi-location custom installation specialists.

Even our current economic climate cannot keep innovation down. The product selec-tion seems to grow every day. From “no new (long) wires” technologies to power manage-ment systems for the home, as well as HD video conferencing and high-definition outdoor video displays and literally all levels of consumer electronics and commercial AV, Capitol adheres to its commitment to offer the latest and most reliable products from more than 120 leading manufacturers. The company stocks more than 5,000 products, with more vendors and in-demand lines being added all the time. Capitol’s close-knit relationship with its vendors allows the company to help dealers increase profitability with an aggres-sive, yet sensible, mix that holds the greatest appeal for end-users at every level.

As a technology specialist, Capitol is in a unique position to introduce its customers to some of the most groundbreaking, easy-to-implement products to address the needs of residential and light commercial specialists alike. The advent of “no new (long) wires” technologies, for example, continues to command increasing levels of market share with new products that solve a wide variety of integration questions. Of course, it helps that Capitol has close working relationships with some of the most in-demand brands in the business, including Panasonic, Toshiba, and dozens more.

With this type of availability, custom installers, light commercial contractors, electronic system contractors, and other AV specialists don’t have to commit financial resources to carrying inventory, especially when taking into consideration that more than 98.5 percent of all orders are shipped the same day they are ordered. When customers order online, orders are shipped free when delivered via UPS Parcel to a primary business location.

Ultimately what mat-ters most to our custom-ers is that they receive their orders fast, ques-tions are answered in a timely manner, support is available when support is needed, and prices are competitive. Add to this equation Capitol’s knowledge, experience, and reputation in the residential and light commercial markets and it becomes clear that it is uniquely able to support every dealer and installa-tion specialist, both large and small.

CApitolRegions Covered:• National

Brands Distributed:

• Actiontec• Artison• Atlas Sound• Chief• Crown• dbx Pro• Draper• JBL Pro• KEF• Key Digital• Launchport• Lutron• Middle

Atlantic• Mitsubishi

Presentation• NEC• Niles Audio• Onkyo • Panamax

• Panasonic • Panasonic Pro

& Projector Systems

• Peerless• Pinnacle• QSC• Russound• Sanus

Systems• Sherwood• Shure• Sound Advance• Toshiba• URC• Vutec• ZeeVee… and more

Contact:Curt Hayes, President and CFOPhone: 800.467.8255 Email: [email protected]: www.capitolsales.com

Curt Hayes, President and CFO, Capitol

Since the company’s inception, Eagan, MN-based Capitol has been at the forefront of new technologies that offer the best profit opportunities for its customers.

AdvertoriAl

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Regions Covered:Nationwide

Warehouse Location:Edmond, OK

Brands Distributed:

Contact:Bill Stewart, President/CEOPhone: 800.443.6975Email: [email protected]: www.petra.com

Beginning its 27th year in business in 2012, Petra is a solution-oriented company devoted to providing the highest level of service, integrity, and product value to ensure customer satisfaction to custom installers and integrators nationwide. For all of its years in business, Petra has remained true to its mission, “Service With Integrity. Value Delivered!”

As a member of CEA, CEDIA, and PARA, Petra stays up-to-date with the latest trends, technology and opportuni-ties in the industry. Petra’s enormous buying power allows installers and integrators access to an extensive selection of more than 20,000 products and accessories from more than 500 industry-leading manufacturers. Installers and integra-tors also benefit from Petra’s unique combination of category experience and personal service to help keep them successful in this ever-changing industry.

Petra has built its business model around fast, cost-efficient distribution, and its central location in Edmond, OK, allows for quick shipping to either coast. Petra also offers a free three-day shipping upgrade to get items to their installer and integrator customers faster while keeping freight costs to a minimum. Petra’s same-day shipping guarantee and no min-imum order policy provides installers and integrators with the just-in-time inventory they need to keep their product mix well diversified without a big investment. Petra will also pick up the freight on any order of $800 or more, which drives down overhead costs even more, allowing for more profit on a project.

Petra keeps its installers and integrators informed of cutting-edge products and acces-sories through many communication avenues, including its full-color, 1,300-plus page cata-log that mails twice annually to more 100,000 U.S. retailers, e-tailers, custom installers and integrators. Always striving to find ways to serve its customers, Petra recently enhanced its full-service website with a live support feature that allows customers to get real-time online assistance for ordering, site navigation and account updates. Petra also communicates with its customers through Petra Channels, an online video series that highlights the consumer electronics industry’s latest developments. Installers can also shop from the full product selection 24 hours a day, 7 days a week at www.petra.com and can also take advantage of Petra’s mobile site using a system-supported smart phone or internet-enabled mobile device.

While Petra stays on the cutting edge of distribution technology, it has not forgotten the importance of customer-driven service. Petra constantly strives to better serve all of its customers regardless of business size, so they can run a more profitable business. Plus, from Petra’s flexible payment options like COD, credit cards, and net terms to its lowest price guarantee to beat any competitor’s price, Petra helps custom integrators stay efficient while adding to their bottom line.

• Acoustic Research

• APC• ArchiTech• Atlantic• AudioSource• Audiovox• Belkin• BIC America• Black & Decker• Cables Unlimited• CablesToGo• Canon• Ce Labs• Cerwin-Vega• Channel Plus• Clover• Datacomm Elec-

tronics• DeWalt• Eagle Aspen• Elite Screens• GE• HAI• Haier• JVC• Knoll Systems• Labor Saving

Devices• Leatherman• Level Mount• Leviton• Linear• Lorex• M&S Systems• Microsmith• Midlite• Monster

• OEM Systems• OmniMount• Open House• Optoma• Panamax• Peerless• Philips• Pinnacle Speak-

ers• Pro-Wire• Proficient Audio

Systems• Pure Acoustics• Pyle• RCA• Sanus Systems• Sherwood• Sima• SOG• Sony• Soundterrain• Speakercraft• Stanley• Surface• SVAT• Swann• Teac• Techcraft• TIC Corporation• TiVo• Tripp Lite• Universal

Remote Control• Velodyne• Winegard• Xantech… and more

PetrA industries

Edmond, OK-based Petra knows how important it is to truly be available to integrators and never outsources its customer service or sales, regardless of the account size.

Bill Stewart, President and CEO, Petra Industries

Distributor Forum

14

“Personal audio...is proving popular with people who rely on their tablets and other computers as their primary listening source. At least part of this trend is due to the popularity of streaming services that can be enjoyed anywhere in the home, from any number of devices.”

—Jeff Kussard, Director of Strategic Development, Capitol

“TV with internet capabilities, audio with Airplay and wireless streaming, tablets, control products, and more have been increasingly popular and will continue to increase sales and open doors to additional products that can be further incorporated into people’s homes.”

—Dennis Holzer, Executive Director, Powerhouse Alliance

“With the popularity of the iPad, particularly the excitement surrounding the new iPad, consumer demand is basically dictating that installers and integrators provide more types of solutions for home automation, security monitoring systems, home audio systems, DVR control, smart TVs, etc., whether it’s for a new home or retrofit.”

—Bill Stewart, President and CEO, Petra Industries

“The appetite from the U.S. consumer for affordable flat-panel options in these ultra large sizes is…well, ultra large. Even more appealing is that an 80-inch panel takes up way less space than an 80-inch rear projection TV used to.”

—Jerry Satoren, Executive Vice President of Consumer Electronics, DSI

“Consumers will demand to have their mobile devices and tablets provide them with access to and control of their homes and businesses—and they’ll insist on making that control functionality be as simple as updating their Facebook status. This concept also ties into the growing availability of cloud storage and access.”

—Jim Annes, Vice President and General Manager, AVAD, LLC

NewBay Media provides the information you need to know — and the audience you need to reach — in the Broadcast & Video, Professional Audio, Music, AV/Consumer Electronics, and K-12 Education markets. Our services help readers, service providers, manufac-turers, and associations reach their full potential, and exceed their expectations.

One COmpany. One GOal. yOurs.We are here to help you succeed in any way we can — whether it is through our unique online and print media or our award-wining events and custom publications.

Learn more at www.nbmedia.com, or contact Carmel King, Executive Vice President, at [email protected].

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For more information on these brands and the many others offered from NewBay Media, as well as subscription information for all of NewBay’s print and electronic products, visit www.nbmedia.com.

broadcast/videotv techNologyRadio WoRldRadiodigital videogoveRNMeNt videoBRoadcastiNg & caBleMultichaNNel NeWs

pro aUdioPRo souNd NeWsPRo audio RevieWaudio MediaMixaudio solutioNs

mUsicguitaR PlayeRBass PlayeRkeyBoaRdMusic PlayeR NetWoRkelectRoNic MusiciaNguitaR WoRldRevolveRguitaR aFicioNado

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the main graphical interface for their control system while adding the convenience of tactile control with hard buttons. SURFiR automatically controls the electronics that are being used, eliminating the numerous screen swipes needed for control tasks that require frequent interaction, such as watching TV.

URC’s Toomey sees increased opportunities for the future with new and novel forms of control such as gesture and voice control.

“While we don’t necessarily believe that either of these technologies will dominate the category anytime in the near future, in our constant effort to push the envelope, we’re studying these and other emerging control methods,” Toomey said.

Baker warned that convincing some smartphone-obsessed clients not to rely only on a touchscreen may still be a challenge.

“Dealers should be careful not to hang their hat entirely on a smartphone or tablet interface,” Baker said. “To ensure the ultimate customer satisfaction, every system should include some form of a professional control device with the added benefit

of access through a smartphone or tablet PC.”The real challenge,” said Pro Control’s Everett

will lie in helping users to find the best solution for their needs. “While we recognize that the availability of mobile control apps can be liberating and exciting, we want to be sure that customers are getting solutions–both dedicated and mobile–that provide lasting utility and long-term satisfaction with the user experience.”

Derek Dellinger is web editor of Residential Systems and Systems Contractor News.

r e s i d e n t i A l s y s t e m s 27

RTI’s SURFiR remote allows users to utilize their smartphone and tablet devices as the

main graphical interface for their control system while adding the convenience of

tactile control with hard buttons.

More OnlineEXPO FlashbackLearn more about URc’s MX-1200 and other new products in a video booth tour from cEDIA EXPO 2011, featuring commentary from booth tour guide extraordinaire Hank Eisengrein.

By combining functionality with flexibility, these

products expand the capabilities of wand-style remotes while dodging the shortcomings of touchscreen devices.”

“”


Dissatisfied with the quality or cost of cable/satellite channels, more and more consumers are said to be “cutting the cord” on their TV services. They are forsaking what has become the ubiquitous cable or satellite set-top for a combination of over-the-air stations received directly, the “old fashioned

way” with a built-in tuner and then using the wide range of internet based services for movie delivery, specialty, and supplemental programming.

Stepping up to the challenge, many set-top manufacturers are building in the capability to access this sort of content in today’s smart TVs.

But there are various situations where a smart TV is not ideal. This market hole has been recognized by a number of companies. To see if any of them truly answer the call to deliver smart TV services, I decided to really go, “over the top,” taking five products–GoogleTV, AppleTV,

An OTT Bake OffA HAnds-On LOOk At Five ‘Over tHe tOp’ videO services FOr cOrd cuttersby Michael Heiss

If the client requires AirPlay, an Apple TV is a must.

Roku, Netgear’s NeoTV, and BoxeeBox by D-Link–for a test drive.

GoogleTVThe first of these products is GoogleTV, something I first tried out many months ago in the form of Logitech’s Revue product. That device is now discontinued, but since it has been upgraded to the latest version of GoogleTV used in several new smart TV products, I thought that it would be a good benchmark.

After experiencing the latest upgrade, I realized what a shame it is that Revue was discontinued; its new software rectifies many of the shortcomings of the initial releases. On the service side, you now can access YouTube and Pandora, along with a range of other app-based services, including Crunchy Roll for Asian TV programming and some news and sports services.

Google’s Chrome web browser is the easiest to use of the products I reviewed, and compatibility with a full-sized keyboard and the ability to have a PIP window for simultaneous viewing of web and off-air content (from a downstream cable or satellite set-top) are unique features. Similarly, there is the integrated content search and recommendation engine, along with the ability to control all the products in a system thanks to a huge database of remote codes gathered to support Logitech’s Harmony product line.

If this is any evidence of how GoogleTV will work in smart TVs, it is a very nice product. Of course, there are also some downsides. Yes, this is the only contender featuring the IMDB movie

industry database, but it lacks Hulu+ for those who need to catch up on missed broadcast programs when there is no DVR in the OTT system. With the Android Marketplace powering the apps, you may see more content services added, and each implementation in a TV may be slightly different.

AppleTVPress deadlines made it impossible for me to use the Gen.3 of AppleTV for this article, but my Gen.2 model was upgraded to the 5.0 software, so the UI is identical to the new version, save for being limited to 720p along with the other content it delivers.

AppleTV is, in some respects, a basic product designed to do a few things, but do them very well. Of course, it streams audio and video content from computers on the home network with iTunes, and you can stream content directly to the display attached to an AppleTV from an iOS device using Airplay. Yes, other products offer Airplay, but the AVRs with Airplay can stream audio content only. The Boxee Box can stream video from iPhones or iPads, but it can’t do “mirroring,” as only AppleTV can.

The AppleTV remote is elegant, but small and IR-based. However, AppleTV cleverly lets you program the device to accept any codes on another IR-based remote you choose to drive it. This unique functionality, combined with an IR blaster if a larger keypad control system is used, makes integration easy. Of course, there is also a remote app for it as well.

AppleTV now offers video content from the


Flawless integration with an external DVR or set-top leads one to scour the web for the discontinued Logitech Revue.


NBA, MLB, and the NHL, making it great for sports fans. There is Netflix and YouTube, Vimeo, and podcasts, but not Pandora. Photo viewing can not only be streamed from your iOS device, but also viewed via Flickr or MobileMe. OTTers will be able to view a wide range of movies and TV shows via Apple’s own services, but no Hulu+.

Is the client an Apple fan? Are movies, sports, and YouTube their hot-buttons? Do they heavily use their iPhone as a camera or camcorder? If so, the lack of access to non-Apple services, DLNA connectivity to content on the network outside of the Apple ecosystem won’t bother them, making it a “must have” in many systems for $99.

RokuRoku’s products have come a long way from being known as Netflix boxes that consumers and installers bought as an inexpensive way to deliver streaming movie content to non-connected TVs.

The latest line of products offers literally hundreds of services in the Channel Store beyond the obligatory Netflix, Pandora, Amazon On Demand, and Hulu+. Roku’s content aggregation includes news from NBC, CBS, CNN, PBS, ABC, Fox News, CurrentTV, CSPAN, the BBC, and even Al-Jazeera. Other content providers include MOG, Live365, SHOUTcast, NBA, MLB, and NHL. Religious content covers all bases including TBN, CatholicTV, The Adventist Channel, Jewish Life TV, Vajra (Buddhist TV), and the Mormon Channel. International and ethnic programming runs the gamut from East Asian to Latin American, a great selection of African content, “Islam Box,” to Greek and German content, and many points in between.

Roku’s latest top-of-the-line model is 1080p

and includes access to Angry Birds and many other games, as well as an optional game remote with a motion sensor similar to the Wii controller.

The Bluetooth-connected game remote means that streaming from phones might be in the future, and there is no getting around the ever-growing list of more than 300 “channels” that seem to make it the big winner. One downside is the phone control app does not offer gesture/swipe control or a pop-up virtual keypad. Only the top-end model (at $99) offers a USB port and hard-wire network connectivity, and there is no DLNA access to content on the client’s home network.

Netgear’s NeoTVAt $49, the NTV 200 is the lowest cost unit in my test, but to look at the content list and video quality, you would never know it. Along with the usuals, it was the only device among those tested with Vudu

Apps. With Vudu doing the content aggregation for this, you won’t find NBC Nightly News, Today, MSNBC content, or programming from Discovery Channel, AP News, and many others on the “my channels” page; rather, click on the Vudu Apps icon. Unless I missed it in the massive channels list of the Roku, NeoTV is the only box with the Golf Channel, TV Guide Channel, and content from Showtime.

As you would expect from a company with Netgear’s main business line, the connectivity was flawless, and this is the only product with Wi-Fi Protected Setup (WPS), though that type of network configuration is more for consumers than installation pros. At the end of the day, the basics are all there, and more. The phone app is one of the best, and control is further extended by a unique-in-class implementation of HDMI CEC. No, it doesn’t have every app in the universe, but from a price/value point of view, Netgear’s NeoTV is a winner.

BoxeeBox by D-linkI’ve actually been using a BoxeeBox by D-Link since its introduction, but I have held back on the review until the product’s software had matured. It is truly a unique product, starting with the “cube on an angle” that sets it apart from the low-profile design of the others. Indeed, on our test desk, the BoxeeBox sits higher than the AppleTV, Roku, and NeoTV stacked on top of one another.

Its price is also unusual: a very un-round $167.99, which is enough to buy an AppleTV or Roku2 XS and the NeoTV with a bit left over to go toward the sales tax. Its remote is dual sided, with a menu, play/pause buttons and a directional pad/enter layout on one side, and a full QWERTY keypad on the other.For the largest selection of news and sports apps, Roku generally comes out on top.

Best value for the dollar for cost-sensitive applications would take you to NeoTV.

With the Logitech GoogleTV Revue out of production, this is the only unit in our group that lets the user access content from computers on the home network via UPnP, Windows Network (SMB), Apple Filing Protocol, or Network File System. It has a web browser with quite good readability, and it is the only unit in the group with Spotify, as well as Pandora. It may not have the wider range of news content that Roku has, but who else has the Onion News Network? For serious news there is no official content from the major networks, but no one else has content from the CBC, and through the browser, you can go directly to the news site of your choice. Along with the three sports networks available elsewhere (none of the products has NFL or MLS content) there is content from Speed, The Surf Network, The NLL for lacrosse fans, and Fastpitch Softball TV.

There is also YouTube, Netflix, and Vudu, though not Hulu+ (yet). But no other product has a built-in app for SlingBox, HBO GO, TNT, and Adult Swim. Did someone say adult? Although it is only there if specifically enabled, the Boxee Box has two of the leading adult entertainment aggregation sites as well.

Other than the AppleTV, the Boxee Box is the only product that lets users stream audio or video content from an iOS device. However, there is no mirroring, and the video quality is not up to par with that of the AppleTV.

All of this would set the BoxeeBox apart from the rest were there no more,

but its latest addition is what really takes it “over the top.” For an additional $49 you can add an ATSC/Clear QAM tuner module to the BoxeeBox, giving it the ability to receive all local TV content or, if the cord hasn’t been completely cut, non-scrambled cable channels. Particularly for projection systems with no internal tuner and where a cable or satellite tuner isn’t required, this is a major plus for viewing network or local news, or sports programming.

OK, we’ve established that the BoxeeBox is unique, but it is not flawless? The tuner is great, but it seems to be less sensitive than other OTA tuners I’ve used, and the stub antenna included with the tuner only brought in a few channels. A good, high-gain passive or amplified antenna is essential. If the viewer is accustomed to instant display of channels when surfing up or down, they will have to get used to a bit of delay with the BoxeeBox. Finally, channel selection cannot be done via direct entry; you either surf using the up/down buttons or bring up the channel listing. Finally, while there are channel listings for the OTA channels, the Clear QAM signals only have their natural channel

number, and it takes some detective work to convert that to the actual channel when surfing through the listings.

Perhaps as an outgrowth of Boxee’s architecture, and unlike the other products here, the apps are not stored in the BoxeeBox, but must load each time they are selected. For viewers with a “Type A” personality that demand instant display, this could get annoying. The dual-sided remote is a plus, but you need to remind clients to be careful not to put something on top of that, or the result of pressing the buttons on the “bottom” of the remote will lead to dead batteries. (It is also worth noting that the battery is powered by a CR 2032 button cell, not the standard AAA batteries.) Finally, note that the remote is RF. That’s great in that there are no directional problems, but it does somewhat complicate integration with other control systems. There is, of course, a smartphone/tablet remote that can be used on a client’s iPhone/iPad, etc.

Final ThoughtsThere is no perfect product among the five, though all are eminently capable,

and each does some things the others do not. If the client requires AirPlay, an Apple TV is a must. For the largest selection of news and sports apps, Roku generally comes out on top. Best value for the dollar for cost-sensitive applications would take you to NeoTV. Flawless integration with an external DVR or set-top leads one to scour the web for the discontinued Logitech Revue. If live TV reception, a web browser, and file access are needed, the capabilities of the BoxeeBox make it the only choice.

Michael Heiss ([email protected]) is a contributing editor to Residential Systems, based in Sherman Oaks, CA.

residentialsystems.com | r e s i d e n t i A l s y s t e m s 31

If live TV reception, a web browser, and file access are needed, the capabilities of the BoxeeBox make it the only choice.


In my experience teaching system integrators how to structure and realize the benefits of service contracts for CEDIA University, one topic that typically receives a lot of attention is the difference between service contracts and extended warranties, and how manufacturer policies ultimately affect service contract offerings.

To start, let us first define and clarify the differences between a service contract and an extended warranty.

Dealers that sell electronics, appliances, automobiles, and many other products typically offer extended warranties. They act like an insurance policy and serve to extend the manufacturer’s warranty coverage of the product, providing repair or replacement, often at little or no additional cost.

Regardless of any brief description, a certainty remains that the value of these warranties continues to wane. As consumers have become savvier and technically adept, and the prices of consumer electronics have continued to fall, the perceived value of electronics and their associated warranties has dropped significantly. Furthermore, as technology evolves at a feverish pace, products (especially electronics) often become obsolete before the extended warranty expires. Consumers are keen to these limitations, and dealers themselves have been stung by warranty companies that either do not pay or make the reimbursement process entirely too cumbersome to be effective.

protection for You and Your ClientAs opposed to extended warranties, service contracts protect the customer and the dealer, and legitimately have a place in every installation. Unlike warranties, service contracts can provide dealers a compelling bottom-line enhancement, delivering a steady stream of healthy, recurring revenue that can easily offset declining equipment margins. These serve as customer maintenance agreements and can be similar in many ways to what comes with the purchase of an automobile.

I like to use Lexus as an example. With Lexus, customers pay a premium for their vehicle, and

in return, they receive white-glove service that includes preventative maintenance, some pre-paid labor hours, discounts, and other value-added services or amenities. In our world, service contracts are similarly designed to protect a client’s investment by extending the life of the equipment

purchased, and operating at its optimal level. What’s more, service contracts provide a means for dealers to establish an ongoing relationship with their clients after the installation. This enables a positive customer experience from the start, and provides many opportunities for future upgrades.

Unfortunately, service contracts are often misunderstood. This is primarily because dealers

are unclear as to how a manufacturer’s equipment warranty fits into the service contract picture, and it requires a change in the way that service departments are structured and services are rendered. The upside potential, however, is huge.

Today, dealers typically provide a one-year

warranty on installations. This is usually just an extension of the manufacturer’s warranty, with labor also warranted for the same one-year period. The problem with this antiquated model is that manufacturers typically do not cover troubleshooting, repair, or replacement of defective products that are still under warranty (placing the cost entirely on the dealer).

Careful structure of a service contract has great potential to build value for your customers.

protect and provideserViCe ContrACts Vs. WArrAnties: tHe diFFerenCe And WHy it mAtters

by Michael Maniscalco

How to Structure a Service Contract

Buil

ding

Val

ue

remote monitoring

regular maintenance

Quality of service

Firmware Upgrades

Vacation preparations

Calibrations


As a dealer, how many times have you been called out to a site to resolve a defective product or do a firmware upgrade? How many times have you been fully (or even partially) reimbursed for the entire cost of that type of service?

The fact of the matter is that the benefits rarely, if ever, outweigh the costs. This model is broken and outdated. To make matters worse, it is costing you and your organization valuable time, money, and resources.

It is a given that the systems we install are complex. They also require a specialist to properly

sell, maintain, and support each of the components involved. In a sense, we are no different from Lexus or other car dealerships. Yet, those dealers are still compensated by manufacturers for time spent servicing vehicles, whereas electronic systems integrators typically are not.

Changing Your Business Model To rectify our current structure, dealers must evolve their standard practices and revise their business models. Service activities must be covered. Some suggestions for this would be to include labor in the initial warranty or to cover workmanship only–charging for time spent on troubleshooting, repair, or replacement services. One could also reduce the new installation warranty on labor to 90 days, then extend it under a service contract, or allow the customer to pay as they go. Regardless, dealers should be tying all of these options back to a service contract, which they and their customer understand and agree to upfront.

Putting all of this into practice is not a difficult exercise. My advice is to start with a very basic

service contract package that does not include an extended equipment warranty. This will keep both your costs and the consumer price at a reasonable level. You can then add a few value-added services (e.g.,

firmware updates or annual inspections) that your customers will appreciate. At a minimum, your service contract should cover these value-added services, and then, let it evolve to include additional options or services provided.

It might be overwhelming to consider overhauling your organization. However, I urge you to consider the cost-benefit analysis regarding warranty versus service work provided to your customers. In most cases, the upside potential for customers and dealers alike is significant, and well worth the effort. Service contracts not only work, they protect and provide. It is that simple.

Michael Maniscalco is ihiji co-founder and vice president of technical operations. He is also the instructor for the CEDIA University course, Service Contracts with Teeth: How to Create and Sell Service Contracts to Build Your Business.

“As opposed to extended warranties, service contracts

protect the customer and the dealer, and legitimately have a place in every installation.

“

More OnlineHead to Residential Systems’ LinkedIn, Facebook, and Twitter pages to expand this conversation, and read Michael Maniscalco’s advice on Selling Service contracts with Teeth, at residentialsystems.com/0312.

”


From Manhattan to Memphis, Kansas City to California, designer show houses, meant to impress potential clients with the skills of interior designers as well as raising money for charity, are more popular than ever. While it’s always great to help out local charities, many contractors have wondered what it takes to participate in these projects and how much they can expect to benefit from the exercise.

If the experience of Wilshire Media Systems and independent programmer Casgan is typical, the answer is that it takes some real effort, but the return can be well worth the investment.

Building the SystemThe Pasadena Showcase House of Design is an annual fundraiser created in 1965 to support the Los Angeles Philharmonic and other local cultural and educational programs. According to Wilshire Media system designer David Bradford, “in most cases they redesign a private residence, although in this case it was a 1930 mansion now owned by the local branch of the American Red Cross.”

As is the case in most show house fundraisers, the Pasadena committee asked a separate interior designer to donate their time and talents to redecorate each room of the house. The decorators, in turn, invited local contractors to donate time and materials needed to complete the project.

“We were approached by Karen Shoener from Designs of the Interior about a potential partnership in the production of a media room,” Bradford explained. “We felt it was a perfect opportunity to showcase Wilshire Media Systems’ ability to design a hidden, green, and fully automated entertainment system.”

Wilshire engineers designed a system featuring a 52-inch Seura Vanishing TV, a 46-inch Sony

Show-off SpaceCAliForniA inteGrAtor BeneFits From desiGner sHoWCAse Commitmentby Don Kreski


LED TV that rises out of a cabinet using an Auton lift, Crestron infiNET lighting, Lutron-controlled shades, two Sony Blu-ray Disc players, a Sony surround receiver with ceiling speakers, and a Velodyne subwoofer, all managed by a Crestron processor and touchscreen. They asked Casgan, a Crestron Authorized Independent Programmer (CAIP), to handle programming.

David Martin, president of Casgan, said that the idea was to create a self-running demonstration that could be started with the press of a button and, in about three minutes, show off all the various features of the room.

The demonstration began by lowering the shades while the lights simultaneously dimmed. The motorized lift raised the Sony flat-panel in a sitting area at one end of the room, while a segment from Planet Earth appeared in the Seura mirror. Accompanying the video was the segment’s stirring classical soundtrack played throughout the room. Then the lights brightened as the TVs faded away and tour guides talked about the energy-efficient features of the room. Those included earth-friendly building materials and Crestron Green Light technology that monitored the lighting and displayed the current energy use and costs on the touchscreen.

According to Bradford, it took two months for the system design and installation, and the room was open for one month. After the show closed, Wilshire technicians were able to remove most of the equipment and resell it at a reduced price. “The rules we operated under said that we had to leave anything permanently installed there in the room,” he said. “That essentially meant the shades, a wall-mounted control unit for the shades, and the speakers and wiring we installed in the ceiling.

(Right) The Wilshire Media Systems’ installation, operations, and design staff, back row (l-r): Adam Smith, Bennett Bowman, Dave Bradford, Brandon Jackson, Mike McMaster, Alan Thiele, Brian Nabonne; front row (l-r) Mark Kitchen, Tommy Eriksen, Sean Prater, Henry Villanueva, and David Stark.

(Below) The family room at the Craven Mansion in Pasadena showcased a Seura Mirror TV, a Sony TV on an Auton lift, Lutron shades, and the Crestron lighting installed by Wilshire Media.

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Wilshire removed the TVs and the control system, as well as the infiNET gateway and dimming modules, returning the old switches so the lighting functioned as it had before the project started.

Bradford estimated that the total cost of the system, including labor, was about $50,000, but the company recovered $12,000 from the sale of the 52-inch Seura TV. In addition, there was the opportunity cost of staffing the media room to demonstrate the system for a month–a total of about 200 man-hours.

Reactions from the public“We had an overwhelming response,” Martin said. “The public, showcase committee members, and employees of Designs of the Interior all expressed amazement with the technology. ‘I want this in my home’ was commonly heard, and we passed out over 100 business cards the first day alone!”

Bradford noted that his company gained valuable insight into the demographics of

visitors to the showcase. “What we learned from this experience is that 80 percent of the people who viewed the showcase home were women, and probably 99 percent of them hated electronics,” he said. “Yet they loved our demonstration because this was such a gorgeous room and because we had

made using the technology look easy to operate and incorporate into the home. We noticed people coming back two, three, even four times with their friends. It was a huge success.”

Written comments, collected from visitors at the end of the showcase, included the succinct “Breathtaking,” and “A WOW factor of 10!” Bradford added that, “We normally received applause when we ended each demonstration.”

Bennett Bowman, a senior sales consultant at Wilshire added that he was impressed with how well the Crestron automation system performed over and over, hundreds of times a day for weeks. “It allowed us to show that automation isn’t something only for people like Bill Gates, but can control the things that people use every day.”

When asked if he could quantify the business Wilshire Media booked as a result of this project, Bradford noted, “The total broke the $700,000 mark, just from the projects I am aware of. It generated several big projects. For instance, one client we met through the showcase has three houses, and we did work in all of them. Of course, I have no idea how much business we did in referrals from these direct clients.”

Don Kreski is owner of Kreski Marketing Consultants Inc. in Mt. Prospect, IL.

Casgan created an automated demo for a Crestron control system that revealed the room’s hidden AV systems and demonstrated their impact in just three minutes.

When asked if he could quantify the business his integration company booked as a result of the

showcase home project, Wilshire Media David Bradford said that the total “broke the $700,000 mark.”


by Jeremy J. GlowackiCantara Design Group took its name from the Latin root “canto,” which among other things, means “to enchant” or “to cast a spell.” And that’s exactly what the Costa Mesa, CA-integration firm sought to do when designing this relatively diminutive dedicated theater with an exquisite attention to detail.

The six-year-old firm, led by Jason Voorhees and Jim Bras, said they are fortunate to be based in Southern California where clients are still spending money. The client for the home theater pictured here was inspired by a photo that Voorhees showed them from a book of classic art deco movie palaces from the 1920s. “They selected one in Virginia and said, ‘That’s it!’ It had this dome on the ceiling and featured 1,300 seats.”

While Cantara was able to partner with interior designer Lisa Slayman and woodworking specialist Elile Abbass to replicate the “palace’s” interior themes, the size of the room ended up being much more modest, at just 120 square feet.

“This is actually one of the smallest theaters we’ve done, but the quality of the finish work stands out.”The molding for the dome was ordered from a catalog and when heated, was bent into shape.The theater’s hardware includes a DPI M-Vision projector, Arcam surround processor, Triad speakers,

including three in-wall subs, a Stewart Micro-Perf 120-inch screen with no masking, and AMX for control. Voorhees said his client still can’t believe how great the room turned out.

Detail WorkA Closer look At An ornAte soUtHern CAliForniA Home tHeAter interior

Although it’s one of the smallest theaters designed by Cantara Design Group, at 120 square feet, the quality of its finish work really stands out. The dome ceiling detail in a classic movie palace from the 1920s was the inspiration for this design feature.

A detailed look at a corner of the ornate theater in Southern California.


ProductReview

Fortunately, a lot has changed over the past 15 years. Fueled by the housing boom, distributed audio systems became a huge part of a custom installer’s business, and manufacturers responded by delivering architectural speaker designs in a wide array of price, performance, and size options.

Niles has been in this business since 1988 and understands the changing needs of both the installer and the marketplace and recently revamped its entire speaker line. One of the new models is the CM4PR, a speaker designed to deliver high performance in smaller rooms/areas. Like all of Niles speakers, the CM4PRs include a limited lifetime warranty, which is a powerful sales tool. If you install speakers in porches, patios, or other outdoor living areas where wet, humid, hot, cold, or otherwise unmerciful environments are

likely, being able to stand behind your installed equipment forever is tres awesome. Niles sent two pairs of these new speakers for testing along with its new SW8 compact subwoofer and a C5-A2 analog audio over Cat-5 balun for testing.

Though small, the speakers have a decent heft and some real build quality to them, with the beefy, 1-inch Teteron dome tweeter taking up a large percentage of the driver area. This is my first experience with a speaker using Niles’ Rear Wave Enclosure, which is said to maximize “air volume for deep bass” while reducing “unwanted sound from bleeding into adjacent areas and rooms.” It comes pre-attached to the back of the speaker and extends off to the side, making the install about five percent more difficult as it needs to be finessed up and into the speaker hole cutout.

The sub features several cool custom install features. First, it comes ready to accept an OmniMount wall-mount, making it a perfect option for commercial installs like restaurants or bars

Niles B y J o H n s C i A C C A

there’s a joke at our integration company that goes back to our first CediA eXpo in the late ’90s. our lead installer took a class on “installing architectural speakers” where he hoped to learn some new installation tricks. But when the instructor began the class with, “ok, there are two types of speakers; round and square,” our guy immediately stood up and walked out.

800.289.4434 nilesaudio.com

Kudosspeaker form-factor has a near-invisible aesthetic that will appeal to homeowners and are a breeze to install, which will appeal to installers. sub is amazingly custom install friendly.

Concernssmall driver size and lack of bass almost requires a sub; high-level/speaker-level inputs on sub would have been even more custom-friendly.

Product Specs

CM4pR ceiling mount speakers

4 3.5-inch mineral filled polypropylene woofer and 1-inch teteron dome tweeter

4 Hole cut-out dimensions: 4.625-inches; frame dimensions with grille: 5.5 inches

4 Frequency response: rated 70 Hz to 21 kHz +/-3 dB

SW8 subwoofer

4 Amplifier power: 1,200 watts (dynamic), 300 watts (rms)

4 Frequency response: rated 36 to 200 Hz

4 Wireless ready (with optional sW-r wireless receiver)

4 dimensions: (with grille) 10.75 x 10.5 x 12.125-in (WxHxd); 16.5 pounds

CM4pR Speakers with SW8 Subwoofer

Like all Niles speakers, the CM4PR in-ceilings include a limited lifetime warranty, which is a powerful sales tool. The SW8 sub’s controls allow one to tailor the bass to suit the room, placement, and personal taste. (continued on page 45)


ProductReview

these days, if new source component includes the word “audio” anywhere in its name, chances are pretty good that “network” or some variation thereof is also somewhere in its appellation. so the existence of pioneer elite’s n-50 audiophile networked audio player is no real surprise. What is surprising though–given pioneer’s iffy recent track record with Blu-ray players–is how good a product it is.

With a few exceptions, it hits all the right notes, incorporating high-quality audio performance along with the sort of nascent features that audiophiles probably have no use for but everyone else loves. So, on the one hand, chip-chip-cheerio for a really wonderful quality digital-to-analog converter (DAC),

especially at this price point, as well as support for 192kKz/24-bit FLAC among its list of decodable audio formats. And on the other hand, “wOOt” for Bluetooth audio support via an optional ($99) adapter that plugs into the back of the player.

And then there’s Air Jam, Pioneer’s own proprietary iOS app, which the N-50 supports. Air Jam allows you to connect up to four iOS devices, all at the same time, and

build group playlists with your friends and family. If this sounds cool to you in theory, you’re going to love Air Jam because the app works really well for what it is, allowing for a sort of socialist playlist-building experience with enough controls to keep it from devolving into complete anarchy. (And I don’t mean to sound harsh here, but I just prefer to run my audio system as more of a benevolent dictatorship. Objectively, though

Pioneer Elite N-50 Audiophile Networked Audio player

B y d e n n i s B U r G e r

800.421.1404, pioneerelectronics.com

Kudosthe pioneer elite n-50 is a fantastic-sounding UsB dAC/Airplay streamer with support for all the important digital music formats. it manages to bridge the divide between audio-phile sensibilities and fun features. the ios app is straightforward and easy to use.

ConcernsdlnA streaming is iffy and doesn’t deliver the same caliber of performance as the UsB interface even when it does work. And the front-panel display is a little too small to be useful from any appre-ciable distance.

Product Specs

With a few exceptions, the N-50 hits all the right notes, incorporating high-quality audio performance along with the sort of nascent features that audiophiles probably have no use for but everyone else loves.

4 supported sampling fs/bit: 192kHz/24bit

4 UsB dAC, (192/32)

4 digital inputs: UsB, optical, Coaxial

4 digital outputs: optical, Coaxial

4 Wireless lAn ready (requires As-Wl300)

4 ipod digital

4 Airplay

4 internet radio

4 Album Cover display

4 twin transformer

4 smart phone App


ProductReview

where big bass is needed. I’m not sure why more manufacturers don’t include this provision, but Niles does, and it’s awesome. Second, the sub can receive bass signals in two innovative ways; either beamed wirelessly using Niles’ SW-R wireless transmitter or connecting Cat-5 via the RJ45 connector when using a balun. For maximum flexibility, I would have liked to see high/speaker level inputs as well. It also has a trigger and signal sense turn-on modes, along with level, phase, and crossover adjustments for blending the sub to the room/speakers.

I really appreciated Niles new design when installing the speakers. Beyond the push-down, spring-loaded binding post for the speaker wiring, the unique tri-mount clip mechanism made installation fast and easy. Simply pull the tabs down, and slide the speaker into the hole, and gently press it up into place. No screws or drill are needed. Same goes for the magnetized microperf grille. (Round grilles are included, but square grilles are available, meaning you only need to stock one type of speakers for inventory.)

Since my kitchen ceiling is already a bit crowded–six can lights and a HVAC vent–kitchen ceiling, I was concerned how installing four speakers would look. (The sub sits on top of my cabinetry.) But once I laid out the locations and they were installed, I was surprised by how tiny they looked compared to the typical, 7-inch woofer speaker normally installed into a ceiling. Also, with the microperf grille, the speakers virtually disappeared after installation. This smaller footprint is a perfect companion to the new LED and fluorescent and smaller spot can-lights that are being used these days.

The speakers sound quite good at low volume listening, delivering clear, detailed audio, and having

four of them provided terrific fill. I listened to them for a bit without the sub, and it is quickly apparent that in my kitchen, they sound incredibly thin. Though, what do you expect from a 3.5-inch woofer? Without the underlying

bass support, they sounded tinny and anemic, like if you dialed the bass dial back to -12 dB. Adding the SW8 sub to the mix made all the difference, delivering full range audio that sounded like a real, high-performance audio system in my kitchen. The sub’s controls also allowed me to tailor the bass to suit the room, placement, and my taste, making it easily the second-best sounding room in my home.

The CM4PR will definitely find use in application-specific installs–small areas like closets and guest baths, where they offer a great way to add audio in a discrete footprint. In larger rooms, or for discerning listeners, multiple pairs can be employed for more even coverage, though adding a subwoofer will likely still be a must. Fortunately Niles offers a terrific custom subwoofer solution in the form of the SW8, which mates wonderfully with these speakers. Together this is a dynamic duo that delivers serious sound sure to satisfy any listener.

“The speakers sound quite good at low volume listening, delivering clear, detailed audio, and having four of them provided terrific fill.”

(continued from page 42 )More OnlineA GXR2 RefresherFor direct link to john Sciacca’s February 2011 review of the Niles GXR2, visit www.residentialsystems.com/0412

Air Jam works really, really well with the N-50. There’s even a dedicated input button for the app.)

Ironically, network connectivity doesn’t work quite so flawlessly. Setup is easy enough–perhaps too easy–and I haven’t had an ounce of trouble connecting to internet radio stations over the network–wired network, that is. I fussed and fretted with the AS-WL300 wireless network adapter that Pioneer sent along with the N-50 for the better part of a day, and never could get it to work, despite how very similar it is to the IOGEAR Universal Wireless-N Adapter sitting right next to it, working like a champ.

But DLNA connectivity from my main media computer to the N-50 has been spotty and aggravating, at best. When it does work, it’s lethargic. But often as not, the whole system just locks up when I try to access my media PC. It might be easy to assume my network is the culprit here, but the PlayStation 3 in the rack right above the N-50 has zero issues with DLNA connectivity, nor have any of the other DLNA streamers I’ve auditioned recently. Incidentally, my colleague John Sciacca

also has an N-50 in for testing and reports better success with DLNA streaming when using JRiver Media Center on his computer.

Ironically, this all sort of ends up not mattering much, though. Pioneer should have marketed the N-50 as a combination wireless DAC/AirPlay device because that’s where its real strengths rest. The few brief network streams I successfully listened to simply sounded a little flatter, less resolved, less detailed than a direct USB connection to my PC.

As a USB DAC, this thing rocks and pretty much hits exactly the right price point for its capabilities.

It also has a handful of different sound processing

modes–specifically, auto sound retriever and hi-bit 32–which I don’t claim to fully grok on a technical level (nor does Pioneer pretend to really explain on a technical level), but which nonetheless do make the 320kpbs MP3s I stream wirelessly from my iPhone sound better. There’s also a pure audio mode that results in the best sound when playing high-fidelity FLACs via the USB connection. (You can also play FLACs stored on a USB flash drive if your computer isn’t handy, or plug your i-device straight into the front, with full control and charging capabilities.)

AirPlay connectivity also means it doesn’t really matter that the N-50 lacks integrated services like Pandora and Spotify–they’re all in your i-devices, anyway–and the N-50 also boasts plentiful inputs and outputs for the coaxial, optical, and analog variety if you want to connect other devices. Your clients may really benefit from the digital ins, since the device, as I said, is a wonderful DAC. I can’t quite figure out the need for the digital outs, though. For some reason, the Bluetooth input won’t output audio over the optical or coaxial out, and audio via the analog outs sound great–right on par with the D-to-A capabilities of my Anthem D2v preamp.

(continued from page 44 )

“As a USB DAC, this thing rocks and pretty much hits exactly the right price point for its capabilities.”


Crash, Boom, Bam! TheDemoScene

Transformers: Dark of the Moon (Blu-ray)If this were a showcase of great 3D demo material, I would skip straight to Chapter 17 of this latest “Bayformers” flick. The wingsuit jump sequence is, without a doubt, the most compelling 3D eye candy to hit any screen since Avatar. But with the goggles off, I find myself returning again and again to the movie’s opening sequence for sheer AV delight. Even the Paramount logo has been spiffied up with a throbbing, pulsating metallic roar that rips around the room in a full 360-degree sweep that’ll leave your head spinning. The space battle that follows is one of the most epic we’ve seen since Star Wars: Episode III–every impact from the massive mortar shells that rip through the gorgeously contrasted backdrop resonate with a fury that your subwoofers will positively hate you for.

Even as the sequence moves into talkier territory on Earth, the pulse-pounding score keeps the adrenaline flowing until the Apollo 11 crew ventures into the creaking hull of the abandoned Autobot ship and a series of low-frequency groans waft through the surround sound field and positively suck the air out of the room.

Real Steel (Blu-ray)If it’s more robot-on-robot action they’re begging for, throw in this surprisingly good family flick–a riff on the old Rock ’Em Sock ’Em Robots toys.

Skip to Chapter 16 for the opening round of the title bout between the monstrous reigning champion and the Little Boxing Robot That Could. From the get-go, the scene slams you from all sides with 7.1 channels’ worth of thousands of cheering, chanting spectators rendered in a deliciously mixed DTS-HD Master Audio track, all of which surrounds a slick, inky, shimmering image that absolutely redefines “reference quality.”

All of that takes a backseat when the mighty Zeus barrels into the arena and the steel fists start flying. Every punch is a bowel-quivering, ear-tickling

mix of subsonic oomph and blistering high-frequency clank.

The iron Giant (VUDU HDX)Sadly, this–undeniably one of my all-time favorite animated films–isn’t available on Blu-ray just yet. It’s a great opportunity to turn your customers on to just how good streaming internet video can be. Queue up the VUDU HDX rental (Amazon’s HD stream will also do in a pinch if you don’t have access to VUDU in the showroom for some reason), and zip to about the 18:20 mark for a gorgeous little demo.

The film’s sumptuous mix of cel animation and computer wizardry translates wonderfully into a high-def stream. And the sound mix in this scene–in which the titular Iron Giant chases his newfound human friend Hogarth Hughes through the woods–is a perfect complement to the visuals: as the Giant stomps through the foliage, every step rattles the rafters (without, for some reason, disrupting the delicate bird-chirping that permeates and sweetens the mix). When

by Dennis Burger

I’ve been guilty in the past of saying that explosions and carnage do little to show off a speaker system’s fidelity, but let’s face it: nothing sells a home theater like carnage. We all appreciate the fine finesse of a truly capable speaker tugging the heartstrings with the delicate nuances of a fine orchestral piece. But sometimes you just need to shock and awe your potential clients, and there simply isn’t a sound that delights my ears quite so well as crumpling, clanking, clamoring metal-on-metal action. check out these scenes to feel what I mean.

Four Great Metal-Crunching Demo Scenes

transformers: dark of the moon features one of the most epic space battle’s we’ve seen since star Wars: episode iii–every impact from the massive mortar shells that rip through the gorgeously contrasted backdrop resonate with a fury that your subwoofers will positively hate you for.

When the mighty Zeus barrels into the arena and the steel fists start flying in real steel, every punch is a bowel-quivering, ear-tickling mix of subsonic oomph and blistering high-frequency clank.

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he squats to get a closer look at Hogarth? Boom! Seriously, if you have any doubts that streaming is the future of home theater, load this one up, buckle your seatbelt, and get ready to rumble.

Super 8 (Blu-ray)Okay, that’s enough robots for one column. How about some elusive alien action in the best ’80s Spielberg movie that Spielberg never made in the ’80s? The train wreck scene from Chapter 3 of this recent Blu-ray release is already legendary in home theater circles, so if you haven’t seen it yet, you’ve got some catching up to do.

Even before the crash itself, the bodacious Dolby TrueHD 7.1 soundtrack telegraphs the impending catastrophe with a quease-inducing grumble as the camera points down two gleaming railroad tracks that emerge from the pitch-blackness of night. Kudos to writer/director J.J. Abrams for trying his best to prime your sphincter for the onslaught that follows by flooding the sound mix with the clack-clack-howl of the speeding train. But I’m not sure there’s really anything that could prepare you for this one. When the train finally derails, physics be damned, it’s such an intense attack of screaming, screeching, booming metal flying from one corner of the room to another that–no joke–the grills on my center channel and one of my subs popped off the first time I demoed the scene. And just when you think the killer surround sound attack has run its course, one last train car drops from the ceiling into the center of the surround mix with all the weight and power of...well, a train car falling from the ceiling.

If you have any doubts that streaming is the future of home theater, load the iron Giant up, buckle your seatbelt, and get ready to rumble.

The train wreck scene from Chapter 3 of recent Blu-ray release super 8 is already legendary in home theater circles.


NewProducts

Pakedge’s K63 is a preconfigured, multi-VLAN, gigabit router, and Power over Ethernet switch that includes the company’s R6V router and S24P8 24-port gigabit/hybrid PoE switch and mounting brackets. With its eight ports of full PoE, the K63 can be used in installations that have a mix of PoE

and non-PoE devices and those eight ports can

be individually and remotely power cycled. In addition,

the K63 provides four fiber capable ports for longer cable runs and can operate as a fiber hub. The K63 also offers dual WAN (wide area network) ports for ensuring internet redundancy, and a DMZ port, for easy connection of web servers, ftp servers, or gaming consoles without additional configuration.

The ELAN g! Version 5.4 software, which adds increased iPad app functionality, KNX support, updates to the newest drivers, and enhancements to the user interface, is now available to dealers. The upgrade makes it easier to manage a zone that has two separate source volume controls and control a zone with multiple displays. ELAN also has added a new way to manage a bar or restaurant with multiple TVs. The goal, ELAN says, is to give its dealers much more room for customization, while making the system easier to operate for the end user.

KEF has introduced two new series of architectural loudspeakers, including square and rectangle models. Each new model in KEF’s Custom Installation (Ci) loudspeaker series features a new

ultra thin bezel (UTB) design and select models are driven by KEF’s Uni-Q driver array, providing installers with discreet in-wall/in-ceiling loudspeaker solutions. In addition to an ultra-low profile design, the Ci Series’ special grille treatments allow them to be used in humid or moist environments, including bathrooms, patios and porches, and boats. The “Q” series Ci loudspeakers are backed by KEF’s patented Uni-Q driver array, which places the tweeter in the acoustic center of the woofer.

Fortress Seating has designed a new handcrafted wood arm designed for storing elec-tronic devices. The 11-inch arm houses a custom-fit re-tractable touchscreen mount for an iPad docking station, a side-opening storage compart-ment, and two front-access storage drawers, all made to disappear when not in use. The wood can be stained to match any sample.

By placing the woofer and bass vent on the bottom of the speaker cabinet, Atlantic Technology’s new SB-900DF can be squeezed into tight spots behind furniture with no concern of its output be-ing muffled by the back of fur-niture, as might be the case with the original SB-900 front-firing subwoofer. Its 8-inch long-ex-cursion woofer has an oversized surround and high-energy mag-net. When combined with the tuned bass port and 125-watt power amplifier, the system deliv-ers high output levels and low-frequency extension down to 32 Hz, -3 dB.

Utilizing an advanced form of Spread Spectrum Time Domain Reflec-tometry that allows its use over energized ca-bles, Platinum Tools’ Snap Shot fault find-ing/cable length mea-surement TDR detects, locates, and identifies fault conditions such as opens, shorts, and arc faults on energized cable of all types, up to 3,000 feet in length. Made in the United States, a large backlit LCD display clearly shows lengths in both feet and/or meters with an accuracy of better than one percent for pinpointing any fault or con-dition. Dual internal memory allows users to store cable parameters for easy reference, while a built-in tone generator with multiple tone capabilities trace found faults.

April AdditionsIn this month’s tech roundup, we check in on the video projector category, highlighting models from

top vendors in the channel.

Digital Projection’s dVi-sion scope 1080p is a native 2:35:1 precision dlp projector designed to deliver more than 2.75 million pixels of imagery without optical stretching or an anamorphic lens solution.

JVC has begun shipping seven new 3d-enabled projectors. the compa-ny’s 4K e-shift technol-ogy, which upconverts and scales 2d Hd content to a 4K signal, is featured in the top four models, which are also tHX 3d certified.

Mitsubishi Electric’s new 3d projector, the HC7800d, uses texas instruments’ latest dlp 0.065-inch dmd chip, and its ultra-hushed fan creates 23 dBa of noise in low mode and boasts one of the industry’s best 2d-to-3d conversion technologies.

Runco’s ls-12d is in-tended for 3d projection in “flex-theater” spaces where 2d content still comprises the majority of material viewed. it uti-lizes active 3d technology and comes equipped with three sets of active shutter glasses.

SIM2’s active 3d led full Hd dlp-based projector, the m.150, utilizes super pureled and active 3d technologies and the same video processing electronics that are used in sim2’s high-end lUmis 3d-s 3-chip series.

Sony’s first consumer 4K digital projector features 2,000 ansi lu-mens, delivering twice the output of previous sony home models and allowing it to drive screens up to 200 inches in size. additionally, it features install-friendly options such as dual triggers, a 2.1 motorized zoom, longer throw distances, Rs-232, and ip control interfaces.


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rti-remote technologies 25 952.253.3100

sanus systems 35 800.359.5520

tri-net technology 29 888.598.8818

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GoingForward

Now that most manufacturers offer a control system app for mobile devices, the looming question is, so what now?

“An industry challenge is trying to understand where smartphone or tablet technology is going,” said Andrew Wale, VP of marketing, Vantage Controls. “The latest iPad doubled the screen res. What does that do for apps? With an HD-plus quality screen, you can get more finite on how you interact with the app.”

While envisioning the next generation of home control apps is challenging, most manufacturers have new features in the works. Somfy’s app upgrade will reflect TaHomA’s latest features, like the ability to view live streaming camera feeds and choosing between English, French, and Spanish as a display language. “System alerts, whether through text message or email, will also become more popular as user desire for status updates increases,” said Alex Keichinger, product marketing manager, lead on TaHomA.

Mike Everett, GM at Pro Control, also identified display notifications as a feature his ProPanel app will integrate in the form of notes posted at the top of the screen, similar to the way Android and iOS systems currently notify users of a new email or text message.

For some, the app evolution is also about the relationship between an app and the traditional touchscreen GUI. RTI has introduced the SURFiR remote, which automatically tracks what is done on an app, so if a mobile device is being used for something other than control, the remote knows where the app left off (read more about SURFiR on p. 24).

ELAN is also working to “ensure consistency between the GUI,” and other devices, according to Joe Lautner, manager of business development and project management.

Byron Wendling, Crestron technology manager, of touchscreens and user interfaces, identified providing a “unified user experience” between touchscreens and mobile as Crestron’s main app initiative. He said that specific features “coming down the pipe include SSL support, the ability to launch third-party apps from within our own app,

integrating the web browser into the app, and dynamic scrolling lists.”

HAI is committed to exploring different mobile platforms, and the next app the company

is releasing is designed for the Kindle Fire e-reader. For BitWise, new GUI elements, such as

dynamic scrolling media lists and popup menus has provided rich media browsing and more content discovery, so users can access web services like Pandora while browsing their stations and playlists through the BitWise Touch app.

Cortexa Automation, specializing in smart home, energy-saving control, is introducing a new user interface built on HTML5, which allows the app to work across all mobile device platforms. HTML5 also allows Cortexa to make changes to the app on the fly, according to Jesse Lind, sales and marketing director.

Control4 is unique in that it has an app development kit, so third-party developers can create apps specifically for the Control4 ecosystem. Ross Livingston, product development, Control4, said, “Hints of apps that have potential include GPS home recognition, voice and motion control apps, and new smart kitchen apps.

Voice and motion control were also cited as future trends by RTI’s Baker and Vantage’s Wale, who said Vantage is attempting to second-guess when those technologies will start finding their ways onto tablets.

–Lindsey Adler

Evolution of the AppThe Future of Mobile Device-based Home Control

Future App Wish List Cedia’s director of technology, dave pedigo is currently working with sub-ject matter expert ian Bryant (right), co-owner of simpli-fied Concepts, on a whitepaper called “designing for mobile de-vice integration.” in an interview with RS, Bryant discussed some frustrations with mobile device integration he sees as a control systems programmer.

Bryant believes “there is so much more we can do with apps,” than today’s offerings provide. One such feature he said amX’s app currently offers is the ability to provide “push” notifications, which is apple’s term for forwarding notifications from third-party servers to iOs devices.

Consolidating the multitude of control apps is another area developers could address. this could take the form of “app switching,” or having a button in an app to switch directly back to the other apps instead of having to go back to a main screen in the device.

making apps more customizable, so they play better together with other apps, could help enhance the experience for end users. Bryant suggested manufacturers could supply programmers with some of their app codes to help achieve this.

–Lindsey Adler

More OnlineRead about iRule, a new player in app-based control systems with a fresh outlook and strategy, at www.residentialsystems.com/0412.

Manufacturers are developing the next generation of their apps. Pictured here are apps from Cortexa (left) and HAI (above).

residential systems - april 2012

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