Commercial Integrator August 2023 - 6

AV BRAINS & BRAWN
Solving the Dilemma of Vendor Selection
Having a good product, a fair price and competitive programs are table stakes these days.
Top-tier vendor partners offer something more distinguishing. By Alan C. Brawn
In a very real sense, prospective vendor partners are applying to you for a job where the aim is to become your vendor partner.
With this in mind, look at the prospective vendor the way you would look at a potential employee.
AS REGULAR READERS KNOW, I tend
to write about things that get under my
skin. These are things that, in my mind,
beg for exploration and clarification. This
is one such topic. What originally brought
on this need to explore and clarify was
the biggest trade event in commercial
AV - InfoComm - arriving. Each year, in
preparation for the show, I like to peruse
the website and see all the exhibitors.
AVIXA posts the names, booth numbers
and, most importantly, descriptions
of the exhibitors. Of special interest to
me are the product categories represented.
These provide insights into trends,
old and new companies, and the degree
of exposure that a given category has. In
a very real sense, this tells us where the
industry is headed - at the very least, as
far as the manufacturers that exhibit are
concerned. Trust me: If you value time
management and productivity, this is
one of the best ways to start your preparation
for the show.
6
What Really Caught My Eye
As you probably know, I am a " display
person. " So, what really caught my
eye this year - and the catalyst for this
article - was the number of companies
exhibiting in the direct-view LED (DVLED)
category. When I counted them, there
were more than 70! Just think about that
for a moment.
A couple of years ago, InfoComm had
less than half that number. When any product
category is hugely populated, it invites
the question of whether that indicates
abundant market demand, an oversupply
of manufacturers or a combination of both.
What I can say is: The sheer number of vendors
in several categories - but especially
DVLED - is overwhelming. It's perhaps
even a little intimidating. It makes even
a seasoned industry pro wonder how to
approach and evaluate the myriad choices
in a well-populated and competitive category,
as well as which one(s) to ultimately
select as a vendor partner.
Commercial Integrator AUGUST 2023
At first glance, the quick-and-easy
answer is to choose the vendor partner
that has " the best technology. " Well,
I'm sorry to bust your bubble, but, in my
research and tracking of AV manufacturers,
including more than 100 display companies,
I've drawn this conclusion: Most of
the major suppliers manufacture comparable
products. They might call things by
different names, but, in terms of overall
quality, the products themselves are
similar. At this point, there is not a single
major disruptive technology or manufacturer,
display or otherwise, that is head
and shoulders above the rest. (I won't go
off on a technical rant, but let's use DVLED
as a prime example. If all else is equal, a
good 1.5mm-pixel-pitch display is a good
1.5mm-pixel-pitch display.)
Ah! But here is where we get to the
point: My " if all else is equal " caveat.
Without fear of contradicting myself, I
will declare: All else is rarely equal. And,
although the DVLED category caught my
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Commercial Integrator August 2023

Table of Contents for the Digital Edition of Commercial Integrator August 2023

Commercial Integrator August 2023 - Cover1
Commercial Integrator August 2023 - Cover2
Commercial Integrator August 2023 - 1
Commercial Integrator August 2023 - 2
Commercial Integrator August 2023 - 3
Commercial Integrator August 2023 - 4
Commercial Integrator August 2023 - 5
Commercial Integrator August 2023 - 6
Commercial Integrator August 2023 - 7
Commercial Integrator August 2023 - 8
Commercial Integrator August 2023 - 9
Commercial Integrator August 2023 - 10
Commercial Integrator August 2023 - 11
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Commercial Integrator August 2023 - 13
Commercial Integrator August 2023 - 14
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Commercial Integrator August 2023 - 16
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Commercial Integrator August 2023 - 18
Commercial Integrator August 2023 - 19
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Commercial Integrator August 2023 - 21
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Commercial Integrator August 2023 - 37
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Commercial Integrator August 2023 - Cover3
Commercial Integrator August 2023 - Cover4
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https://www.nxtbook.com/emerald/commercialintegrator/january_2023
https://www.nxtbook.com/emerald/commercialintegrator/december_2022
https://www.nxtbook.com/emerald/commercialintegrator/november_2022
https://www.nxtbook.com/emerald/commercialintegrator/october_2022
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https://www.nxtbook.com/emerald/commercialintegrator/december_2021
https://www.nxtbook.com/emerald/commercialintegrator/november_2021
https://www.nxtbook.com/emerald/commercialintegrator/october_2021
https://www.nxtbook.com/emerald/commercialintegrator/september_2021
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https://www.nxtbook.com/emerald/commercialintegrator/may_2021
https://www.nxtbook.com/emerald/commercialintegrator/apr_2021
https://www.nxtbook.com/emerald/commercialintegrator/march_2021
https://www.nxtbook.com/emerald/commercialintegrator/february_2021
https://www.nxtbook.com/emerald/commercialintegrator/january_2021
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