Distributors & Integrators

SpinetiX Announces Partnership with Littlebit Technology's Own Brand

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SpinetiX partners with Swiss distributor Littlebit Technology’s in-house brand axxiv computing devices to offer SpinetiX ARYA cloud service and SpinetiX DSOS.

SpineTix and axxiv

With almost 200 employees, the Littlebit Group targets DACH and Benelux countries and achieves about 500 million CHF (475 m Euro or USD$508m) in turnover.

The Littlebit Technology collaboration will bring SpinetiX technology to more IT business channels and customers.

Commercial-grade axxiv devices, already known to IT integrators who are Littlebit customers, can now come with the SpinetiX DSOS and the SpinetiX ARYA cloud-based service. This bundle offers an all-in-one digital signage solution, working out-of-the-box-- ideal for businesses who want to get started with digital signage quickly.

DSOS is maintained by a dedicated engineering team at SpinetiX. The default DSOS configuration includes access to the SpinetiX ARYA cloud service, available to use by anyone, with a zero-cost option that includes first-line support.

Go SpinetiX ARYA

Go axxiv from Littlebit Technologies



Maverick AV Solutions Adds IAdea

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John C. Wang, CEO, IAdea

Maverick AV Solutions will partner with digital signage company IAdea to distribute its range of digital signage media players and all-in-one screen solutions across Europe.

Maverick and IAdea will be working together to supply digital signage solutions to integrators in corporate, smart city, smart transport and retail spaces.

IAdea’s displays range from 10” to 22” and can operate in both indoor and semi-outdoor environments. Each comes equipped with a built-in microphone and camera, enabling video communication capabilities.

Additionally the 10” and 15” models have LED lights and Light bar technology to assist in room management applications, providing distinctive booking communication at a distance for the end user.

Joel Chimoindes, European Commercial Director, Maverick AV Solutions comments: “IAdea are a well-respected brand, both in quality of its products and offering a very agile solutions for corporate and transportation applications. We will be working with its products throughout all of our European markets, launching at ISE 2019 for our visitors to experience both the media players and display screens. This solution is perfect if you are a long-time MagicINFO reseller, as IAdea continues to produce its signboard display line-up which Samsung discontinued, enabling you to complete your business portfolio without having to fully re-install for your smart meeting spaces.”

IAdea has a strong presence with over 300,000 displays deployed, including room booking applications, smart transportation and retail projects. Each product offers an end-to-end solution for deployments of all scales; all displays include a media player that can be upgraded to suit professional or enterprise-grade platforms, provided by certified third-party software partners, MagicINFO, EMS by Accurent, SignageLive, and many others.

John C. Wang, CEO of IAdea adds: “Partnering with Maverick at a time when digital signage is heavily relied on in everyday life will vastly enhance our ability to properly service the European market. Maverick’s proven experience in delivering successful results in the region, with regards to technical support, specialist sales teams and global project execution will help us to support the channel better throughout Europe. The products are increasingly enabling smart applications and playing part of the IOT roll out in smart buildings, which is an exciting opportunity for the coming years in the AV/IT sector.”

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RMG and AV Intelligence in UK Commercial Partnership

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Stuart Humphries, AV Intelligence

RMG Networks and Audio Visual Intelligence announce a UK distribution agreement to represent the Korbyt and RMG MAX products in the AV marketplace.

With their expansion into the digital signage sector, Audio Visual Intelligence have recently made a number of key staff appointments-- and with this made the decision to include Korbyt and RMG MAX into their portfolio.

Stuart Humphries, managing director of AVI comments on the new partnership: “Audio Visual Intelligence are thrilled to announce the distribution of RMG Networks’ Korbyt and RMG MAX offering for UK and Ireland. The recent growth at AVI has seen leading industry signage professionals join the business, allowing us to increase the added value to our suppliers and customers in the digital signage market. The new partnership with RMG allows us to provide customers with a first class Content Management System.”

RMG Networks are the world's largest publicly-traded (NASDAQ) provider of intelligent visual communications and digital signage solutions to enterprise and consumer markets. The company specializes in turnkey solutions providing consultancy, design, project management, hardware, software, installation, creative services and a 24x7 service desk. Headquartered in America in Texas, and with their European and South-East-Asian HQ in London, RMG Networks works with 70% of the world’s largest companies and with more than 7500 worldwide customers and more than 20,000 installations deployed.

Korbyt, RMG’s state-of-the-art CMS platform for enterprise-wide visual communications, was launched with the aim that its unique set of features would make it the most adaptable digital signage CMS platform.

MAX is RMG’s range of next generation displays, available for a wide range of applications and in design styles, modular sizes, shapes, and viewing distances.

Concerning Korbyt, AVI was particularly interested in bringing some of the platform’s unique features to their partners and clients, allowing the creation of professional looking visual communications in the most user friendly way, providing a high degree of creative freedom.

Justin Peyton, RMG’s Channel Director for Europe states “RMG is very excited to appoint AVI as a UK distribution partner and we are looking forward to working with Commercial Director Roy Martin and his team to make our Korbyt and RMG MAX products a success in the channel. Together with our external and internal sales teams we will assist their efforts and provide a full partner program that provides the very best support and expertise in digital signage.”

CAPTION: Stuart Humphries, Managing Director of Audio Visual Intelligence (AVI)

Go Audio Visual Intelligence

Go RMG Networks

Exertis Medium Signs on TrilbyTV

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Tribly TVExertis signs a distribution agreement to sell software licences for TrilbyTV through its specialist AV division, Exertis Medium.

TrilbyTV is a digital signage platform for educational institutions. Cloud-based and with no limits on the number of screens or users, content can be easily managed through a TrilbyTV app.

Ian Aitken, Exertis Medium director says, “TrilbyTV has started to become widely used as a digital signage platform in education as users appreciate the simplicity and reduced set up time it enables. The TrilbyTV app works with any Apple, Microsoft or Google device and content can be pushed to an unlimited number of screens with fully assignable permissions to control access. It’s a solution that complements our extensive range of AV products.”

The TrilbyTV dashboard can manage multiple screens with web-based tools that configure screens and schedule content and playlists. Supporting all popular video and file formats, these can be uploaded to the TrilbyTV app and tagged to a screen. Each TrilbyTV license comes with 25GB of storage, providing approximately 6-8 continuous hours of video.

Neil Emery, director at TrilbyTV, explains, “We developed TrilbyTV because we were fed up walking into schools to find digital signage turned off. Since launching at the BETT Education Show 2016, TrilbyTV has been on a mission to become the #1 digital signage platform made for education. By partnering with Exertis Medium, our digital signage platform is now available to an extremely well-established AV channel. This is an exciting partnership and one we are very proud to be part of.”

Go Exertis Medium to Sell TrilbyTV



SignStix Partners Up with Smart LED

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Interactive Digital Signage

Smart LED is the latest partner to join SignStix’s partnership network in delivering large-format digital displays and multi-touch experiences across a range of sectors, including retail.

Smart LED is a sub-company of established audio visual hire specialist Smart AV, which owns one of the largest fleets of LED, multitouch and interactive audio visual technology available for hire within the events and exhibition industry.

SignStix is an award-winning digital engagement platform, a cloud-based Software-as-a-Service (SaaS) solution used by commercial and corporate enterprises to drive engagement and enhance customer experiences.

Earlier in the year, SignStix worked with Smart LED to build an impressive 52.5sqm video wall display for TK Maxx’s Munich flagship, now the clothing retailer’s largest store in Europe. The installation provides TK Maxx with the ability to effortlessly takeover all video wall content in real-time or schedule seasonal and promotional campaigns ahead of time.

SignStix and Smart LED are also working with a leading online fashion retailer who are set to open their first ever brick-and-mortar store this month.

Nick Fearnley

Nick Fearnley, SignStix CEO, [shown in photo] adds, “We are delighted to have Smart LED join our multi-skilled network of partners. Our partnership has already resulted in a number of exciting digital retail projects and we are looking forward to continuing our work with them.

“As we have continued to expand our international presence and project portfolio, we have gained major success within the fashion retail and footwear sectors - 2017 is set to be another remarkable year for both SignStix® and our partners.”

“We are delighted to announce this partnership with SignStix whose support and high-standards allow us to easily deliver the software side of our proposition to clients,” comments Smart LED Managing Director Ryan Walker.

“Smart LED continues to rapidly grow and work in partnership with some of the world’s leading retail, corporate and advertising brands and we see the digital signage solutions from SignStix as a valuable part of our delivery and offering.”

Go Smart AV

Go SignStix

Medientechnik Thomas Partners with Tripleplay Services

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Medientechnik Thomas GmbH

Medientechnik Thomas GmbH based in Siegen (NRW), part of the Hess Bürowelt group, has been appointed an authorized partner in Germany for Tripleplay Services and its single-platform digital signage, IPTV and video streaming solution.

Medientechnik Thomas has been in operation for more than 20 years delivering sophisticated room facilities and technology. Using best-of-breed intelligent AV systems and the most modern technologies Medientechnik Thomas’ has proudly supplied to a variety of customers in many industries.

Tripleplay Country Manager, Martin Flemming is looking forward to the partnership; “The experienced project management and top trained staff of Medientechnik Thomas GmbH will help us to expand our business in Germany.”

Uwe Thomas, MD of Medientechnik Thomas adds, “The flexible and professional solutions of Tripleplay Services were decisive in deciding to become a partner. I am sure we will carry out many more successful projects together.”

Go Medientechnik Thomas


The Death Spiral: 6 Stories That Need to Be Told

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Chuck Wilson

by Chuck Wilson, Executive Director, NSCA

Fortunately, the vast majority of NSCA members own or operate systems integration businesses that are doing well; however, a handful of others no longer have a company to own or manage. They got caught up in what I call the “death spiral.” With their permission, we’re sharing their stories – although each source will remain anonymous – with the hope these things never happen to you.

Each person had a unique situation to face, and he or she didn’t identify what had to be done early enough to correct the problem.

Each story was each written by the person who experienced it. All six people I approached with this idea agreed without hesitation to share their accounts with other NSCA members that may be in – or close to – the “death spiral.” Each of these stories is very different, but the results are all pretty much the same.

Integrator #1

Our company got caught up in regional bidding wars. Before we really knew what was happening, we experienced a major cash-flow problem during a year with record sales. We had landed six jobs that were each over $1 million. We celebrated like crazy until we discovered that we had to buy the equipment and pay for it in advance of the billing and collection cycle. Our bank of 20+ years bailed, leaving us with almost no room on the line of credit, which essentially shut us down. We couldn’t deliver and had to forfeit our bid bonds on several of these projects.

Lesson Learned: We certainly should have known better. My advice is to keep in close contact with lenders or finance companies that can facilitate large purchase order financing. Our egos led us down a bad path and right into the death spiral. We didn’t know it until the bank shut us down.

Integrator #2

We bit off way more than we could chew on a very large government project. Before we really understood the severity of the many problems associated with this project, we found ourselves faced with a decision to perform, default, or tap into personal assets saved for retirement. As it turned out, we defaulted and tapped our savings due to personal guarantees. Our biggest mistake was placing way too much trust in a very large general contractor that, as we found out later, has taken down dozens of subs.

Lesson Learned: We had at least five people (including NSCA) suggest that we should walk away from this project because it represented more than 30% of our historic annual revenue. We didn’t, and it cost us our company and the retirement we had all planned for ourselves.

Integrator #3

We were led down primrose path by a manufacturer and consultant that teamed up on a project and selected us as the preferred vendor. What we didn’t know: Several others had passed on this prestigious project that we convinced ourselves would one day be the feather in our cap to launch the integration business. It’s now three years later; to this day, the owner has never accepted the system as installed or paid anything toward it. I had to bail out as I could no longer afford to defend myself, having already spent over $50,000 out of pocket in legal fees.

Lesson Learned: I will never, ever place the fate of a business in the hands of others who have no vested stake in a project of this size. If I could do it over, I would insist on shared risk or walk away. I would still own a successful business today if I had done either of those things.

Integrator #4

Looking back, I see that my company failed as a result of my own stupidity. We had a great niche business going until I decided we should get bigger. I felt that I was the smartest guy in the entire industry, and I was sadly mistaken. That was the start of my problem, actually; I thought our technical chops alone could make the business run. But, as I reflect upon the mistakes we made in inaccurate reports, underbidding, giving away our expertise, late billing, taxes, slow collections, and signing bad contracts, that couldn’t be further from the truth. When it came to time and money management, we were lost. I feel awful when I think of the bills that didn’t get paid and the payroll obligations I couldn’t meet. I let so many people down.

Lesson Learned: I should have hired a business manager right away. My background in engineered systems and design didn’t prepare me at all for the business challenges that confronted me. I would suggest that others learn from my naive approach to business. Don’t wait for the chain and padlock on the doors like we did.

Integrator #5

Our demise started in 2009, which was several years before we recognized the hole we were digging for ourselves. The “death spiral” was masked by our own belief that we would come out of this recession stronger than ever; we had lined up plenty of work. Unfortunately, the projects we started winning had something go wrong on each of them. Mostly, it was our underbidding of labor. We convinced ourselves that we were better, faster, and smarter in everything we did; therefore, we consistently underbid jobs to win them. As it turned out, the only thing we did on a consistent basis was underbid hours. We ignored the labor surveys, the financial reports, and the benchmarks, and instead created our own metrics for success. In hindsight, we entered the spiral the day we started believing our own hype. Excessive labor costs and unbilled hours sunk this company.

Lesson Learned: The biggest lesson I learned was to not let my pride and competitive nature get in the way of sound business practices. We had access to the information, resources, and knowledge that could have made a huge difference in how this turned out – yet we didn’t use it. I will always regret that.

Integrator #6

Our spiral occurred over a several-year stretch. Two principal issues contributed to our eventual demise. One issue was the types of projects we undertook (specifically large scale municipal transportation projects). On the surface, these projects appeared to be very lucrative and beneficial for our reputation. In reality, they were extraordinarily complicated: excessive administrative time, funds administration through the bonding company, dense documentation and submittal requirements, and, of course, most debilitating was our inability to receive timely payments for work completed or materials stored. This delay in payment had nothing to do with the quality or timeliness of our work, but with vendor performance complications, severe construction delays, and even Mother Nature. A natural disaster made a huge physical impact on mass transit systems. A project originally slated for a two-year completion stretched into more than five years! Cash flow from the project was virtually stalled. Eventually, the vendors turn off the spigot and you can’t buy gear for new jobs; the spiral continues until you can’t fund your business from project cash flow. To compensate, you go deep on the credit line and start to deplete your retirement. The second issue we faced was our employees. If you have producers who stop producing, you need to be religious about understanding why – and turning them around. You can’t afford to keep them on your payroll if they continue to lack productivity. The sooner you let them go, the better.

Lesson Learned: Stay with “what you know and do best,” and balance your work to maintain a positive cash flow if possible. When things start going bad – read the signs and make immediate changes.

Closing Thoughts

Knowing these companies, I can tell you that none suffered from a lack of technical savvy. Some were known as the best integration companies in their local markets. The quality of work was never a problem. They always got the job done no matter the price they quoted or the hours that were underbid.

We tell these stories to help others take measures to avoid the death spiral before they get in too deep. NSCA has the benchmarks and resources to identify companies in trouble – all you have to do is admit that there may be a problem and then ask us for help.

Chuck Wilson is the Executive Director of the NSCA. The National Systems Contractors Association is a not-for-profit association representing all who work within the low-voltage industry, including systems contractors/integrators, product manufacturers, consultants, sales representatives, architects, specifying engineers and other allied professionals.

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