Sunset on way home from
to the August edition of
the newsletter of The Enright
Professional Video/Multimedia Representatives, 1801-I Parkcourt
Place Suite 100, Santa Ana, CA 92701 (888) 334-7773.
by Logan Enright, CTS
The role of the
manufacturers’ rep firm, such
as The Enright Company,
is simple but at the same time often misunderstood by many in our
industry. Clearly there is some confusion when an integrator asks “Do
we get X (name a manufacturer) from you”? The italics are on get
This implies the individual believes the rep company is the entity that
ships and bills your company. A pure rep does not stock product for
sale. He is an agent of the manufacturer with full authority, but the
goods come from the factory or manufacturer’s warehouse.
Better rep firms have offices, fully trained staff, demo facilities,
host shows, training seminars, open houses, golf tournaments and other
marketing events. These services make them quite valuable to the
manufacturers and integrators they serve. Reps are independent
contractors who are paid commission only under the IRS 1099 Misc tax
model. This lowers overhead for the manufacturer as they only pay us
when we sell something. Reps carry multiple lines and do the same tasks
as the sales person who is employed directly by a manufacturer.
So what can a good rep offer your integration company?
- Knowledge – Reps by virtue of having
many lines and many
years in the industry have a wide spectrum of experience in the
industry. Especially useful for your new hires.
- Confidentiality. A good rep firm
subscribes to complete confidentiality – we only disclose public info–
nothing more. Loose lips sink ships.
- Contacts. We know pretty much everyone
in the region. You
might want information on key individuals in the industry. Glad to
introduce you, unless it violates number 2 above.
- Advocacy – We can make your
relationships with our
manufacturers smoother and visa versa, as we know both party’s inner
workings. We regularly negotiate on your behalf.
- Client meetings. Invite a rep to your
next call to help
drive the business - We are good in front of your clients. This
includes only discussing what we are brought into discuss. We’ll show
up on time, well groomed and have a lot to offer the sales call.
- Demonstrations and free demo goods. Reps
typically have one or more of all items we sell consigned to us and are
anxious to get them out on demo. Just ask.
- Exposure to new products. It’s what we
are all about.
- Leads. They’re still out there – ask
your rep (and your factory guys) for them.
- Price and availability inquiries. A good
rep will do cross price quotes from other manufacturers.
- Quotes. The Master Quote concept popped
up in the past
several years. It’s a quote done for a specific job wherein multiple
manufacturers’ products from the same rep company are on the same bid.
In this instance the spec was done by a consultant. The rep firm then
can publish a Master Quote so all bidders have the same consistent data.
- Documents. We provide your firm the
necessary docs (applications, forms, etc) to make it all happen.
- Registration Pricing. Another new
concept in the past years.
Some manufacturers will offer a specifying dealer a special
registration price for recommending a product. We reps can assist in
administrating that process.
- Problem solving. Sometimes things can
get difficult and
downright ugly out there. We can handle issues ranging from freight,
delivery, service, pricing and more.
For more info on using a rep firm, visit the Enright
this issue of Scanlines we introduce some new and exciting products
from Radvision, AV Rover, Viewsonic and Brightline. Looking forward to
seeing you at our golf tournaments this fall.
Be sure to check out our new Enright
. The articles in this edition of Scanlines are
posted there, along with other late breaking news for your convenience.
As with all blogs, this will be an area which will allow full
interactivity and comments. Please visit our blog regularly for the
latest in events, products and goings on in our very active world.
Thanks for your continued support and thanks for scanning
Vaddio New Products from InfoComm 2010
has introduced several
new major products this year at InfoComm.
Contemporary furniture systems for classrooms and videoconferencing
applications includes Edge™ videoconferencing carts and Instrukt™
educational teaching stations. Both lines are designed to integrate
modern form, function and style for any classroom, boardroom or
combines IR camera tracking and a wireless
microphone into one
easy to use system designed for the education and distance-learning
marketplace. The instructor wears the IR lanyard, with an integrated
microphone. An IR PTZ camera tracks the IR lanyard, sending commands to
the Tracking PTZ camera, keeping the instructor framed in the shot,
which becomes the high definition or standard definition video output.
cameras are Vaddio’s first architectural integrated PTZ
cameras that come with two options for the camera glass: either clear
or electro-chromatic. The electro-chromatic glass turns opaque and
mutes video when the camera is turned off or by RS-232 command.
from Vaddio is a revolutionary digital bus technology was
created to reduce the number of cables required in any
videoconferencing or presentation installation. With OneLINK, power,
video and control are passed over a single bi-directional Cat. 5e cable
providing easy installation for TANDBERG Precision HD cameras.
Viewsonic - We're Back
Cheryl Badley, Viewsonic
introduced their new video wall software solution, MultiView®. It
has a sophisticated yet user-friendly interface where customers can
create professional video presentations and dynamic screen layouts in
just a short amount of time. Simply drag-and-drop from various media
elements including .txt, JPEG images, video, PowerPoint, RSS feeds and
HTML web pages. Using the ViewSonic video wall capable monitors (CD4232
& CD5232), users can display multiple high-resolution images
video on as many as 25 displays using a single video source for a
cost-effective, dynamic digital signage solution. Stay tuned for more
information on the launch of the Viewsonic MultiView® software solution.
conference rooms just got easier using the ViewSonic EP1020r wireless
10” commercial LCD display and running ScheduleIt!® on a single
computer. The solution involves mounting displays in front of each
conference room that are automatically updated, right from your Outlook
calendar. Outlook users don`t have to do anything they are not doing
now! Just schedule a meeting as you always do. When you specify the
room and save the event, you are done. ScheduleIt! does the rest.
ScheduleIt! allows each room to have its own individual schedule
format, including background, title, sub-title, footer, time, date,
font, color, and style. Because you can continue to use Outlook, rather
than an expensive and complicated facility management program, you will
be amazed at how inexpensive it is. ScheduleIt! is compatible with
hundreds of media players, and web browsers, as well as LCD screens
with built in JPG players.
from ViewSonic are here! The new ePoster products make it easy to
replace those old backlit printed signs with new impactful
high-definition digital posters. These sleek new displays feature
built-in memory for storing high impact graphics as well as a powerful
management tool featuring a content scheduler, duration timer and
special effects editor for image transitions. Retail messaging is easy
with ViewSonic’s new ePoster family of retail displays. Information is
disseminated through the ePoster’s internal network connection or
locally via the USB port. ViewSonic’s new ePoster products are
available in various sizes and models and can be free standing or wall
mounted. Great for announcing special promotions, computer-generated
information or communicating multimedia with photos, audio, signage,
and video. Call for more details on this and all our digital signage
& Cable Is Now Liberty AV Solutions
by John Harmyk
gives better definition to company’s expanding role worldwide
global leader within the professional AV marketplace known for its
wide-ranging catalog of wire and cable, Liberty Wire & Cable
officially changed its name to Liberty AV Solutions. Debuting with its
new moniker, a totally revamped booth, and a number of new brands and
product lines at this year’s InfoComm, the company changed its name to
better reflect its new presence as a comprehensive connectivity
infrastructure AV solutions provider.
“Unveiling Liberty AV
Solutions as our new name marks a significant milestone in the history
of our company,” explains Liberty AV President John Dace. “The name
Liberty Wire & Cable no longer adequately represented our
our products, or our position as a leader in connectivity
infrastructure AV solutions. The new name embodies our ability and
continuing commitment to help our customers find labor savings, as well
as one-stop-shop solutions through a unique combination of products and
In conjunction with the name
change, the company
also revealed its Dedicated to Digital? commitment (which is backed by
a line of products and services designed to aid customers as they
transition from analog to digital.
“Growth necessitates change,”
Dace adds. “The new name more accurately reflects the company’s
leadership position, and the new product advancements provide the
professional AV industry with the products they need to maintain an
edge in today's market.”
The company’s new web address is
Effective immediately, all future business activity will
be conducted using the new name. There has been no change in the
company’s management or ownership.
About Liberty AV
Solutions (formerly Liberty Wire & Cable)
AV Solutions is recognized as a leading contract manufacturer of AV
integration products. They are also positioned to be at the leading
edge in digital solutions. Liberty’s headquarters is in Colorado
Springs, Colorado. Liberty’s distribution offices are located in
Colorado, Arizona, North Carolina, Hawaii and Europe. Liberty remains
focused on customer service and education while continuing to provide
the broadest range of professional AV products available.
AV Solutions is a subsidiary of Communications Supply Corporation,
which is owned by WESCO International, Inc., a publicly-traded Fortune
500 holding company headquartered in Pittsburgh, Pennsylvania.
Brightline Makes the
customers need to spend a few more dollars to add proper lighting that
HD VC system you’re installing. Why? How do you get it done correctly?
business over 11 years, we at Brightline, www.brightlines.com
are thrilled to be represented
by the Enright Company team. Brightline manufactures lighting
systems for use in video applications. As an integrator, you need not
be a lighting expert out of the chute. You need the right number to
call for expert help: that person is your Enright Company
Today more and more VC systems are sold in high
definition. In 720P, the image sensor has four times more pixels than
standard definition on a chip that in many ways is smaller than the SD
predecessor. This means in equal settings, each HD pixel
potentially 75% LESS light than that of an SD chip. For accurate
exposure and focus, enough light must reach the camera from the
subjects. A CEO who looks like a silhouette, green, out of
or has dark circles under his eyes will not communicate as effectively
as when he looks his best. Some companies include lighting in their VC
packages not only to optimize system performance, but also to reduce
Seeing is believing: ask your Enright Company
representative to arrange a brief VC with Brightline’s
Pennsylvania-based demonstration room. We’ll show you the
and after. Prepare to be amazed.
Brightline makes a wide range
of lighting products that are built to order based on a lighting design
Brightline creates to meet the needs of the system you are selling. As
I make the rounds with the Enright Company, I want to arrange with you
a training to get sales and engineers up to speed to successfully sell
and profit from Brightline lighting systems with each new VC system
sold. I’m looking forward to working with you!
From motorized multipurpose fixtures to personal portable lighting,
Brightline has every need covered.
Conferencing Joins Enright Line Up
Enright Company announces our
new relationship with RADVISION, www.radvision.com
a leading technology provider for unified visual communications.
RADVISION offers video network infrastructure, developer tools, desktop
and mobile video conferencing systems, and now endpoint products. The
SCOPIA XT1000 room system and SCOPIA VC240 desktop endpoint have
revolutionized the high definition (HD) market.
With its acquisition of Aethra endpoint technology in February 2010,
RADVISION has introduced its own HD room system, the SCOPIA XT1000. The
SCOPIA XT1000 delivers the perfect blend of value and a high quality,
high-end experience, making it stand out amongst the competition.
Key features of the SCOPIA XT1000 include:
Dual Full HD 1080p 30fps:
The SCOPIA XT1000 delivers two full HD (1080p 30fps) video streams as
standard. The included high end PTZ (Pan-Tilt-Zoom) camera
supports 10x optical zoom and wide angle capability for viewing details
as well as an entire group. The second 1080p video stream can
be used with an additional 1080p camera for complete visual coverage or
with a PC for data sharing.
High Resolution PC Data
The SCOPIA XT1000 supports high resolution PC data
sharing at 30fps so
presentations and even video clips can be shared with zero loss of
quality. The quality of the data channel does not degrade
even when the main video channel is operating at full HD 1080p 30fps.
Embedded HD Multi-party
RADVISION’s multipoint expertise is embedded
in the SCOPIA XT1000. Support for high definition, continuous presence
meetings with up to nine participants are very affordable utilizing the
SCOPIA XT1000’s built-in MCU.
Full Band Audio with Beam
Forming Microphone Technology:
The SCOPIA XT1000 provides
48 kHz (full band) audio encoding to ensure high clarity audio
transmission with no loss of quality. Beam forming technology
is used in the 3-way microphone to put the focus on the speaker while
isolating background noise.
The SCOPIA VC240 is the result of joint design and development between
RADVISION and Samsung and leverages each company’s respective best of
breed expertise. The SCOPIA VC240 is the first product in the
market to integrate all the components required for high definition
desktop video conferencing into a single unit at an affordable
price. It can operate as a standalone desktop HD video
conferencing device as well as a 24 inch high resolution monitor.
Key features of the SCOPIA VC240 include:
All-in-One Desktop Video
Conferencing & PC Display:
widescreen LCD, high definition camera, high fidelity speakers, echo
cancelling microphone, along with an advanced video conferencing engine
provide an elegant All-In-One standalone HD desktop video conferencing
system and PC display.
High Quality HD Video
& Data Sharing:
Enjoy superior quality
desktop video conferencing with full 720p, 30 fps performance with
bandwidth as low as 750kbps, while supporting up to 2Mbps. Sharing PC
data and presentations with other systems couldn’t be easier with the
SCOPIA VC240’s integrated H.239 dual video capabilities.
Making calls and connections is as easy to use as your mobile phone.
Forget what you know about complicated user interfaces for
sophisticated systems. Connecting with the SCOPIA VC240 is simple, fast
and brilliantly designed. Get your last dialed calls, detailed history
and phone book in an instant.
Seamlessly integrated with RADVISION’s SCOPIA total solution, including
the XT1000 with uncompromised 1080p for conference rooms, the SCOPIA
Elite MCU offering multipoint power and scale, SCOPIA Desktop enabling
HD conferencing on the go, SCOPIA Mobile for touch control and SCOPIA
Management Suite for deploying and managing distributed deployments.
The SCOPIA VC240 breaks down barriers to desktop deployment by allowing
users to enjoy all the benefits of the HD video communications
experience at a fraction of the cost of competing hardware solutions.
With its market leading price point, the VC240 enables wide-scale
deployment of HD video on the desktop, dramatically increasing the ROI
of a video conferencing deployment.
Enright Company is representing RADVISION thru HD
in MN. For more information, please
contact your Enright Company sales representative.
E V E N T S