Schedule

2021 is winding down and it is time to prepare for the challenges and ongoing uncertainties in 2022. There are opportunities and risks ahead and we will explore them in terms of government initiatives, consumer trends, market opportunities, labor issues and production costs. We will also discuss business responses, tactics and strategies given the projected changes in the economy. We will also: -Assess business demand for 2022 and into 2023. -Look at ITR’s key leading indicators that clearly foretell the upcoming cyclical turns in the economy and markets. -Present relevant market outlooks and discuss issues that have an impact on your profitability via resource allocation, budgets, expectations, and strategic planning. -Present the unintended consequences of the massive government programs, including infrastructure and other initiatives. -Assess interest rate and other financial market trends, including the latest information on stock market performance. -Inflation is of concern to many businesses. We will tackle this important topic and leave attendees armed with information they need to plan for the future.

Most outreach today from clients for AV or security services starts with a web search. But before clients can even get to your website, they have to be able to find it. In this panel discussion, two industry experts will review the good and the bad of what integration companies are doing on their websites. Among the analysis will be a look at the AV-iQ product comparison tool that not only elevates SEO, but eases product specification. Also, EVERY attendee at Total Tech Summit will receive an individual “report card” on the effectiveness of their site looking at a multitude of criteria.

Is now the right time to invest in a showroom or office space? What about having a virtual showroom? Integrators explain the pros and cons, and what are the key product areas for their showrooms, if it is worth it to have a certified showroom, how to staff it, retail or appointment only, solid demo techniques, inventory and rack-building needs, incorporating human-centric lighting/wellness elements and more.

This session will cover all of the aspects of IT that have fallen into the AV integrator’s purview. Panelists will discuss cybersecurity, networks, unified communications, work from home technology, Wifi 6, 5G, AVoIP, Desktop to AV, and more.

Reputation, positive word-of-mouth and referrals are important for most businesses but none more than security, where trust is paramount. This was never put more to the test than during the stress and uncertainty of the pandemic. Sure enough, ask most any security systems provider worth their salt what sets them apart from their competition and you’re likely to hear verbatim or to the effect of, “Our customer service.” However, when further pushed to define that, many spout platitudes and struggle to clearly articulate formal practices or empirical evidence supporting that claim. This essential session crystalizes that picture for dealers and integrators, digging into the components that comprise an airtight feedback loop for commercial and residential customers alike. Best practices and tools to plan, execute, measure and continuously improve will be discussed, as well as the post-COVID new normal.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

The pandemic has boosted the need for Work From Home Unified Communications & Collaboration Systems / videoconferencing solutions as integrators deploy home networks, displays, microphones, lighting, acoustical treatments and more. Where does it go from here post-pandemic? Meanwhile, corporate offices that have been vacant for a year now need video upgrades to accommodate Zoom and Teams video conference calls. How can dealers get in on that action as the corporate market comes back? Lastly, the MDU space is a quasi-commercial opportunity for common areas with security, Wi-Fi, access control and displays. Dealers discuss their success strategies for these resimercial opportunities.

Building off of the morning session, our panel will share how to get your organization better prepared for the continuing convergence of AV and IT. This discussion will include training paths for engineers, service technicians, and sales personnel respectively, along with new revenue streams available and how to capitalize on them, and what technology to target first.

Recent years have seen exponential growth of high-rise and standard apartment and condominium dwellings in and within close proximity of metro centers across the U.S. These residential properties in commercial settings represent enormous opportunity for technology solutions providers — both with the real estate management firms and tenants/homeowners ― to deploy and maintain security, life-safety and automation systems. Other buildings with multiple dwelling units (MDUs) — such as hotels, dormitories, retirement communities present similar needs and opportunities. This can’t-miss session brings insight to these trends and specific guidance on solutions and tactics to optimize market success

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

What are your current account receivables? Do you have the right amount of cash on hand? Have you established a line of credit? When was the last time you raised your prices? These are just some of the key business operations questions integrators need to be answering to maintain their successful growth. Matt Bernath of VITAL will review some of the industry benchmarks from some of the leading integrators in the industry so attendees will be able to compare. Following his presentation, attendees will be able to discuss in open roundtables what works and doesn’t work for them.

With the massive move to hybrid offices more companies are forming digital transformation strategies than ever before. How can integrators get a seat at the table to help customers not only plan for technology implementation, but build business processes, realign strategies, and allow technology to help their business evolve?

A clear-eyed, real-world dive into the “fresh horses” technologies that will ignite your excitement, imagination and lead your company into 2022 and beyond: Thermal imaging Gunshot detection & LPR Cybersecurity services Cloud & Security as a Service Leveraging IoT, 5G and connectivity AI for predictive security & operational efficiencies Unification (PSIM) for situational awareness Surveillance drones & security robotics Voice command & smart automation

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

Boardrooms are 35 minute presentations conducted by sponsors that take place in convention center meeting rooms. Guests are divided into groups of 10–15 peers and are escorted to their sessions by a group leader. During these presentations, sponsors present on a variety of topics, including new products and the sales and profit opportunities they open up, new support or pricing programs that create a bottom-line impact for guests and product/technology road maps. Case studies on how design/build and/or tech integrators/contractors have successfully deployed sponsor products and services are common as well. Some companies take a focus group approach for part or all of the boardroom time slot, asking guests for feedback on products and programs under development.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.

There is something to be said for staying true to your core AV business, but the explosive growth of categories like lighting and shades show that sometimes it can be lucrative to move outside of your comfort zone. After hearing from one integrator who is having success with the Living in Place market, this interactive roundtable discussion will allow integrators to analyze potential new market oppotunities such as Wellness, Lighting Fixtures, Digital Art, Security and more.

Roundtable One: IT Implementation Strategies: How to best prepare employees to be successful in IT? How to structure your management team for IT success? How to effectively have sales conversations with clients about IT implementation? How to best prepare employees to be successful in IT? Roundtable Two: Market Expansion Strategies: How do build new market areas: 1: Security/Surveillance, Wellness, Communications/Collaboration/Home office, Recurring Revenue; 2:Vertical Markets successes/failures; 3: Digital Signage/AV; 4. Which suppliers here you excited about using and why?

Deep dive roundtable moderated discussions among attendees sharing their best ideas for finding, training, fulfilling, motivating, retaining, incentivizing, balancing wages and salaries, creating career paths, and optimizing internal communications. Also, best to hire for skills and/or experience, or for temperament and attitude? Ultimately, it’s about building teams and establishing a company culture that empowers those employees to grow with the business, become leaders, and eventually ascend to a management or executive level.

One-on-one meetings are 15 minutes in duration and take place at the sponsor’s exhibit based on a schedule established in advance for sponsors and guests. There are 5-minute intervals between meetings. Sponsors are provided with detailed profile information for all guests they are meeting with, so all engagements are personalized. During the time slots guests are not scheduled for meetings, they can browse the exhibits freely.