April, 2008 www.enrightcompany.com

Volume 6, Issue 1

 

Yosemite Valley

INSIDE THIS
ISSUE

  • Notes from Logan
  • We Asked Our Integrators
  • RGB Spectrum
  • Liberty Wire & Cable
  • Events
Welcome to the April edition of Scanlines, the newsletter of The Enright Company, Professional Video/Multimedia Representatives, 1801-I Parkcourt Place Suite 100, Santa Ana, CA 92701 (888) 334-7773.
Notes from Logan
by Logan Enright, CTS

The trade show season is on us. Digital Signage Expo in Vegas was well attended and seems to have gained some steam. Electrograph held their local show in Anaheim. ISC – the security industry show at the Sands Convention Center in Las Vegas featured many IP related products. NAB and our largest show, Infocomm are next. For a manufacturers’ rep firm, shows are our lifeblood and are a great chance to see old friends.

In this Scanlines, we feature survey results that give us a chance to delve into the hearts and minds of our dealers/integrators - those who make this industry tick. Taken the first two weeks of March with the economy as its topic, we hope you find the results to be germane to your business. We are bullish on business in our sector and say “Create your own economy”. 

Thanks for scanning Scanlines!


We Asked Our Integrators

An Enright Company Dealer Survey - Answers to Our Five-Question Regional Economy Survey
by Logan Enright, CTS

In this month’s Scanlines, we have reactivated a survey we used to do many years ago in this newsletter called "We Asked Our Integrators". The economy is the subject of this poll. We conducted telephone interviews with the owners or GMs from the highest profile companies in our region. Many thanks to the thirty-five people who participated from the top audiovisual and video integrators or dealers in our region of California, Arizona, Nevada and Hawaii.

It occurred to us to separate questions 3 and 4 (forecast and actual growth or decline) into two groups based on years in business. A start-up business can achieve much greater percentages for the first few years than an older company. However, upon examination most all companies interviewed were in the established range so we did not separate the questions.

Question 1: On a scale of 1-10 (10 most), how concerned are you with the economy as it relates to your company’s sales?

Answer: Average - 6.3

Question 2: What percent growth (or decline) are you forecasting for 08?

Answer: Average - 13.6% increase

Question 3: What actual percent growth (or decline) did your business actually achieve last year?

Answer: Average - 12.5% increase

Question 4: What percent increase or decrease in expenditures will you make in 08 (personnel, offices, demo goods etc.)?

Answer: Average - 7.3% increase

Question 5: What are you doing to achieve your goals?

Select answers and quotes:

  1. New equipment – new internal software (NetSuite); new phone system.

  2. Hiring more people, Marketing efforts include shows, training, etc.

  3. New sales manager hired and rebranded company (new name).

  4. ‘No time for marketing efforts now” – RFPs have increased dramatically and hence very reactive now.

  5. “Focus on strategic initiatives; cautiously monitoring opportunities in the marketplace; looking at funnel reports more carefully and choosing projects wisely”.

  6. Chase jobs that are more profitable.

  7. Expect to be working at capacity thru Q1 09 – “small company doing big jobs”.

  8. “Cut excess fat from company”

  9. “Keep reputation pristine, locate and train good people.

  10. “Strict adherence to a strategic plan to help chart growth”.

  11. New hires – reconfigure staffing.

  12. Develop core competence – work on standards and practices. “Shameless self promotion thru PR and shows.

  13.  Current clients growing and bringing them along with them.

  14. Provide value added service. Control systems in schools big market.

  15. Watch finances very carefully.

  16. Hiring sales people – marketing to major corps and key clients.

  17. Attract and keep good people – “that’s what it is all about”.

  18. Drive sales force; call volume up – don’t undercut marketing. “upgrade skill base”

  19. Get company name in front of contracting companies.

  20. “When the town is burning is the time to buy real estate” Focused campaigns – easier to do in ed market.

  21. Watch expenses – spend money on key items; marketing that will result in direct sales.

  22. “Tighten up on overhead”

  23. “Keep a strict eye on overhead and cut as needed”.

  24. “Review internal processes and streamline”.

  25. Brought on one additional sales person.

  26. Going into more verticals: themed entertainment, corporate. Capture more biz from existing projects such as security systems, interior design, financing clients. “Rather have 1000 small clients than 10 huge ones”.

In future editions of Scanlines we will be asking other pertinent questions which should be of value to the AV integrator. Again, many thanks for your input on this questionnaire.


Enright Company Top Reps for RGB Spectrum for 2007

Linx DVI Router and Personnel Changes Announced at RGB

Alameda, CA. RGB Spectrum, www.rgb.com, is pleased to announce the results of the 2007 AV REP Sales Contest. The Enright Company outperformed all other AV manufacturer representatives in the country by focusing on major corporate, medical, entertainment, and academic applications.

According to Tony Spica, VP Sales, " the 2007 contest was extremely close with the top firms separated by less than $100K. I am very pleased with the effort that Logan and his staff -they really worked hard to achieve the number one ranking".

Linx DVI Router from RGB Spectrum
The Linx is a high-performance non-blocking DVI 8 x 8 matrix routing switcher, with eight inputs and eight outputs. All inputs are available to any or all of the outputs. The Linx delivers pure digital switching and routing of DVI signals. When combined with digital signal sources and digital displays, it allows for fully digital end-to-end signal distribution.

The Linx switcher accepts input signals up to 1600 x 1200 and 1080p, and supports the full 1.65 Gbit/sec DVI standard. In addition to switching picture information, the Linx supports pass-though EDID DDC allowing for transparent communication between output and input devices. The Linx also provides for programmable or manual override of the EDID.

Personnel Changes at RGB
Chris Wallace, formerly regional sales manager at RGB has been elevated to the position of Director of Western Area Sales for the company. JX Loeb has been appointed at product manager for the above mentioned routing switcher line of products at RGB. Lee Clem, former owner of Repcor, a rep company handling RGB for the aerospace market, has been hired with the company as regional sales manager for the Southwest.


Liberty Wire & Cable Now Stocking Wire in California

Enright Company Receives Award for Top Performing Integrator
by Dave Fahrbach, CTS

Liberty Wire & Cable, www.libertycable.com worldwide supplier of a broad and expanding range of wire and cable products for the audio/video trade, is now stocking many popular cable products in their Southern California warehouse. Based in Buena Park, this facility is conveniently located on the LA/Orange County line just off Interstate 5.

“This will be a huge advantage for our dealers in Califor
nia and surrounding states” per Cliff Wernet, Regional Sales Manager for Liberty. “Local availability of many products will benefit all integrators and their clients in the region” added Wernet.

In other Liberty news, Enright Company won another Liberty award. The traditional Liberty hand-made cowboy statue award for “Highest Increase in Sales for a Commercial AV Dealer” at the recent Liberty rep sales summit in Colorado.

Liberty, a division of Communications Supply Corp. (CSC), is headquartered in Colorado Springs, Colo., and is in its 14th year of operation. Its core goods, sold primarily for audio/video and security applications, consist of a complete line of wire and cable products along with connectors and connector systems, cable assemblies, interconnects, and a broad range of related accessories. Liberty principally serves the commercial, broadcast, residential and rental and staging segments of the pro/AV industry. It also enjoys long-term relationships with a number of prominent OEMs. Liberty manufactures and markets the PanelCrafters line of custom and stock plates and panels. The company, which sells in 49 countries, has other facilities in Charlotte, N.C., and Phoenix, Ariz., and holds memberships in ICIA, CEDIA and NSCA.


E V E N T S
WHAT WHEN WHERE MORE INFO

Liberty Wire & Cable 2-day San Diego Blitz

Apr 7-8

Various

Logan Enright
(888) 334-7773

MS Walk

Apr 12

Irvine, CA

www.mswalk.com

National Association of Broadcasters (NAB)

Apr 14-17

Las Vegas, NV

www.nab.org

Tech Ed

Apr 14-16

Ontario, CA

www.techedevents.org

Infocomm

Jun 14-20

Las Vegas, NV

www.infocomm.org

Thanks for scanning Scanlines. Send us your comments.

Sincerely,
The Team at The Enright Company
www.enrightcompany.com

1801-I Parkcourt Place Suite 100
Santa Ana, CA 92701
(888) 334-7773