Vantage LED: EMC

Showing posts with label EMC. Show all posts

Wednesday, June 24, 2015

Old Technology vs. New: Does "innovation" really matter?

-Deacon Wardlow

I work with a lot of innovative companies. These companies are on the leading edge of hardware, software, and cloudware. Many people I work with (on the reseller/buyer end) contact me and ask if they should stick with the known company they've been working with for several years or take a "risk" on something new.

I have a Commodore 64 with the cassette tape drive, the 3.5" floppy disk reader, and I even have the original programs (some games and a simple word processor) I programmed back in the day. The C64 boots up with that beautiful blue screen and start prompt to this day and (somewhat surprisingly) the floppy disks and cassettes still work even though they're about 30+ years old now. Reliable and low fail rate doesn't always mean the technology meets your current needs. That C64 is excellent, but I rarely use it as anything other than a distraction.

Reliable, trusted, tried-and-true are good, but not necessarily reasons to stay with a company or manufacturer. Innovation matters, if you don't believe me - check with Apple, Samsung, Google, and others who are primarily innovation driven. In the LED Sign world (aka Direct LED Displays, Electronic Message Center, etc.) many manufacturers still run the same software they had outsourced or released six or seven years ago. Think about the smartphones people had seven years ago and what's available now, vast differences... While some technology is slow to change, you'd think there'd be some changes to the display hardware and software which improve both the end-user experience and the display quality and options.

When taking a look at options for LED outdoor signage - please take a moment to ask a few simple questions to see if you're getting something which is both current and future-forward:

1. What changes have occurred in the last 3 years which made the product better?
2. How often is the software/cloudware updated and when are new features added?
3. What is the company doing to deliver a product which meets current need while being able to be upgraded/adapted 3 - 5 - and more years down the road?
4. How are you more innovative than your competition?

If the company hasn't changed and/or upgraded its hardware and/or software options in the last 3 years (or worse, longer...), think long and hard before considering them as an option. If the company doesn't upgrade the software/cloudware at least twice a year, how does that reflect upon their reaction to client/end-user requests for new features/options? If you can't easily and readily upgrade the software or hardware to meet a future need (i.e. change the face to a tighter pitch without changing the whole sign, or upgrade the controller software to some other company's control solution) - be wary as you may be buying into a WYSIWYG (What You See Is What You Get) and that purchase most assuredly will equate to buyer's remorse down the road when the end-user wants to get more out of their system. Especially considering the lifespan of an Outdoor LED Sign Display can be 10 years or more.

There is risk going to any new company (and even sticking with the "old" option). So take time to pick the sales rep's brain on what warranties are in place. What are their guarantees and how does the company ensure the end-user (and sign company/reseller) can get parts and service even in the worst case scenario of that manufacturer being out of business or unavailable. Make sure you're not just getting a solution for "now" but looking down the road and getting the best solution overall for the end-user and yourself!

Note all posts - thoughts - writings- etc. are strictly the viewpoint of me and me alone and do not reflect nor speak for Vantage LED’s beliefs, attitudes, thoughts, etc. unless specifically noted. Direct emails can be sent to deacon@spectacularmedia.com for queries and/or assistance.

Thursday, December 18, 2014

Blog #199 - the year+ in review, start 2015 off with some solid education resources!

-Deacon Wardlow

All said, I lived in Japan for about 12 years. The time, people, and culture definitely affected the way I look at the world. Every December, Japanese get ready to send out their "O-sho-gatsu" (New Year's) cards. A card is sent out to the people in their life, both personal and professional contacts. The card is a way of keeping in touch with the people who've touched their lives in some positive way. Gifts are also given to people who've helped them in some way in the year - a kind of year-end accounting and "thank you" to everyone who helped them get to where they are. I love the tradition and, while I no longer send out a stack of cards each New Year's - I appreciate taking stock of the year past and acknowledging the many people who've helped, challenged, assisted, and gotten me to where I am.

This article makes #199 in the series started about two and a half years back. My thanks to my fellow "Special Ops" Director of Spectacular Media (Scott Hofheins) and our associate/friend/all-around pontificate Mike Prongue of Signvine. Our thanks go to Vantage LED for giving us a place to rant, rave, educate, elucidate, and help bring a little order to the chaos that is Digital Signage (without having to write advertorials or "sponsored" pieces, but rather sticking to the truth and helping people get educated on what matters most for LED and other Digital Signage). It's been a long road with a longer one ahead and we're glad to have you, our reader, out on the journey with us. If you read our articles and have a question - drop us an email or line (email deacon@spectacularmedia.com - scott@spectacularmedia.com - or michael@signvine.org). We all like to hear from you and appreciate feedback.

This will be the last posting for the year (we'll start up a little after the new year). I've done my best to sort the articles we've released into categories so you can find helpful info a bit faster. If there's some way we can help out, a topic we've missed or something to delve into deeper - let us know (we're happy to have more to write about and the year ahead promises to be a full one). If you have a moment, checkout the SignVine site (these are guys who know a lot about giving and lending a hand) - https://www.signvine.org/

We wish you a safe, happy, and most excellent year-end. I hope your holidays are full of friends, family, and happiness. Problems are simply challenges helping you along the path to success and hopefully we've written something here which can help you overcome the obstacles you're facing (or will encounter down the road).

Digital Signage Sign Tech & Spec:

Digital Signage Content:

Digital Signage Sales 101:

Why LED Signage?:

Costs for Digital Signage:

How much can an LED Sign Cost?
Short term gain, long term costs (cost of a "cheap" LED Sign)
"Value Line" vs. Single Level of quality (i.e. why there aren't iPhone or Droid "lite" versions)
Is an LED Sign (or any Digital Signage) an investment or a purchase?
Selling the value of a Digital Signage Solution (LED Sign, LCD, or other)

Digital Signage 'How To':

Digital Signage 'Need To Know':

Quality vs Cost

Warranty and After Service

Insurance and Warranty
Parts and Labor doesn't always equal warranted repairs...
US Based Support for LED Signs is More Than Phones and Technicians
Is after service an after-thought?
The Value of a warranty
On Site Service Warranties (underwritten vs. carried by the manufacturer)
Future proofed DS.
Support and service on systems.

System Build and Design Elements to be aware of

Potential Issues to be aware of

Heat
How to protect against heat
Power (undervoltage)
Physical Factors for Effective LED Sign Use and Installation.
Are LED Billboards safe?

LED Sign System Controls & LED Sign Sales Success

Vantage LED has white paper resources and more educational material on the website (http://www.vantageled.com), please check it out when you have a moment. Note all posts/thoughts/writings are strictly the viewpoint of me and me alone and do not reflect nor speak for Vantage LED’s beliefs, attitudes, thoughts, etc. unless specifically noted.

Monday, November 24, 2014

Thank you one and all!

-Deacon Wardlow

Thank you. Thanks for reading our blog, our LinkedIn, Facebook, and Twitter posts - Thank you to Vantage LED for hosting a space for open, honest, and transparent discussion of Digital Signage issues. Thank you (the readers and contributors) for being inquisitive and wanting to know more.

It's Thanksgiving in the USA and this is an excellent time to reflect on the many things in our lives to be thankful for. Work can definitely be a roller-coaster ride of ups, downs, and a lot of unexpected turns (even when you see something coming, it can still hit you hard). It's important to remember there's a lot to be thankful for.

Even when I've had businesses fail, deals fall apart, and been as low as I thought things could get (boy was I wrong there... things always had another layer of "down"), I found the things I was thankful for were the lessons my mistakes and failures gave me; the friends and family who supported me through the rough times, and the simple things I enjoyed which didn't need money or anything other than a little time set aside to enjoy.

Wherever you are, I invite you to take five minutes (or more if you've got it). Think of the simplest things which give you happiness and be thankful for them. Think of the people who've helped you out along the way in your life and think about the lives you've touched. If there's an opportunity to give thanks by giving some time or resources, do so as you'll find the rewards may not be tangible, but they are definitely amazing and give life the richness and wealth which no amount of money or things can reward you with. The biggest and best part of Thanksgiving isn't necessarily being on the receiving-end of things, but rather the opportunities to give back to those who've given us so much.

I was recently reminded of this when a partner of ours had a special request. Feeding America was looking to expedite an order with Vantage LED, but the non-profit didn't have the money for a rush request. A great opportunity for me to help an organization which helps so many throughout the year. I spoke with the CEO of Vantage LED (Chris Ma) about the situation and he said he wanted to give back something, but what could I do in exchange? I offered 1,000 push-ups to help the client - If I went a bit above and beyond by giving my time and efforts directly in the form of push-ups, perhaps Vantage LED could do the same and push the build through. Chris agreed! I've done 600 of the 1,000 (four more days of painful giving) - while it definitely hurts (I'm reminded I need to get back into shape) - the giving and reward for the non-profit feels great!

Thank you to you and yours this Thanksgiving week. If you have a moment, share what you're thankful for here (it's humbling and inspiring to see what others are doing - so please share as you're able). For those in the USA (and other places) celebrating this week, safe travels and happy Thanksgiving!

Thursday, November 6, 2014

Digital Signage 101: Do not leave sales to chance, know your partner and your product.

-Deacon Wardlow

While some element of chance (whether fortunate or unfortunate) plays into our lives, winning or losing an opportunity rarely comes down to luck. Timing, ability, proficiency, and competency all come into play regardless of what's being sold/bought.

Repeated winning isn't a miracle or lucky draw. The salesperson who's a constant winner has an excellent team supporting them and (more often than not) has taken it upon themselves to be an expert in what they're representing.

In a market where it seems like there's a new competitor with a new offering at a lower price right around the corner, sales can be daunting (and it's even more daunting for buyers who see 100+ options and don't know which way they should go). Education is the key here. Competence = confidence for both the seller and the buyer. We must take it upon ourselves to learn as much as we can and stay on top of things so we can give fast (and simple) answers to complicated questions. A knowledgeable person can slim the choices down and eloquently explain why their particular solution is the overall best option for a buyer.

This doesn't mean a salesperson has to go out and become an expert in whatever they're selling (nor should the buyer study long and hard on options before a purchase). Buyers and sellers need to know enough to be confident, the companies who produce the things being bought/sold (in my instance, Digital Signage systems and software/cloudware - but perhaps it's computers or lighting or something altogether different) - those companies should be the "go to." The partner to the seller and buyer should be the provider of product who can quickly and easily thin the herd of choices and make it clear why their product stands out as the best choice.

Don't wait for a miracle solution to come along, don't trust in luck of the draw or being first to the table. Knowledge and expertise is key. Manufacturing and product providers need to deliver more than what they make, they need to support you and the end-user with experience and education. When you need an answer quickly, can your partner get the right people involved to deliver or are you left in the dark? First to the table is excellent, but don't get beat out by someone coming in last minute who has a bit more industry knowledge, better technology, and a stronger partner. Test the waters when you can, ask questions which may seem crazy because one day, someone will ask you that same question and expect an answer. Don't leave it to the moment you need help to test whether you'll get it or not... Make sure your partner is educating you whenever possible and available to answer the hard questions when they come around.

Thursday, October 30, 2014

Digital Signage, Need to Know: Solving Problems and Raising the Bar

- Scott Hofheins

One of my favorite things about the sign industry is the creative problem solving required across the board. Static signage, outdoor LED signage, indoor digital boards, manufacturing, fabrication, installation, design, artwork and many more all demand a certain level of creative problem solving. The way in which solutions are found and implemented can make a big difference for the end user experience.

A Platform

Having a good platform to provide solutions is very important. Some platforms, software, hardware, or otherwise, can be more workable than others. For example, a printed encyclopedia is a great resource and can be very useful, but it’s limited to the ink on the page, it cannot change unless re-printed, or minor notations made in the margins. A smartphone or tablet on the other hand, is an open platform for terabytes of encyclopedic information via the internet, apps, and local programs. Users can use, hack, and manipulate these platforms to do what they need, providing fertile ground for innovation and creativity.

There are many types of platforms. How do you keep track of your leads, quotes, support tickets? How do you educate and provide resources to your staff so they can in turn help existing or potential customers? Manage logistics for your trucks and crews? When these platforms are open and efficient, they empower you to make faster decisions and execute solutions much more effectively.

Balanced Approach

Finding a solution that a customer needs and what they want is sometimes hard to do. A customer may want a sign installed on an existing structure that may not be large enough to support it, but matches their branding or style. The professional knows the limitations, and will be able to suggest an alternate solution that still fits their design wants, but doesn't sacrifice on what’s needed.

Another good example is pricing. There is a certain level of “Sticker Shock” in the sign business that may be a bit more common than other industries. This can make it even more tempting to lower the pricing and component quality to compete. While some amount of flexibility is needed, educating the customer about getting what they pay for tends to work out better for all parties in the long run with a quality product at a fair price.

Education

Providing education in tandem with an effective solution generates powerful results. What is the fundamental purpose of your signage solution? How do you integrate it with existing branding, physical location, target market and demographics. Experienced sign providers can help guide their potential customers through these important variables.

Even a simple static sign on a pole will have site and size restrictions, budget considerations, fabrication options, and artwork needs. Helping a customer not only understand what solutions they should consider, but why they should consider it is key. This speaks to not only your perceived authority on the subject, but your actual expertise and professionalism.

The Team

Many start alone, but few finish alone. Having a solid team that can rely on each other is a significant factor in the success of any venture; personal or business. Growth is dependent on it, and problem solving is almost certain to be expedited with the combined knowledge and perspective of others.

While any team is bound to get on each others nerves, it helps when they are all in it for long term success. It helps to see the goal, the light at the end of the tunnel that everyone is striving for. A solid sales team means more business. A solid design/artwork team means more efficient sales, and better manufacturing/fabrication. Good manufacturing means a better product and experience for the install crew, project management and support team. A streamlined support team working with a quality product and platform, mean happy customers, more referrals, and more sales.

New technology, better materials and better communication are all making it easier for people to solve problems, and provide solutions in our industry and countless others. This doesn't necessarily mean problems will go away, but it does mean a continual increase in our expectations as end users, solution providers, manufacturers and business leaders. I have no doubt, the industry and the people and individuals who comprise it, will rise to the challenge.

-TSH

I hope this post has been informative and helpful. As usual, I welcome ALL constructive comments. Please feel free to comment and add anything I’ve missed, or additional tips you may have regarding this topic. Please visit www.vantageled.com for many other resources, white papers, and of course: Great looking LED Signs!

**All posts/thoughts/writings are strictly the viewpoint of me and me alone and do not reflect nor speak for Vantage LED’s beliefs, attitudes, thoughts, etc. unless specifically stated.

Wednesday, October 22, 2014

Digital Signage Sales 101: 10 Behaviors, Making LED Sign Manufacturers Great!

The LED Sign Industry is a comprised of many manufactures all with unique strengths, weaknesses, and product offerings. There are many choices for sign companies to select from, depending on their individual company’s needs.

Not all companies are alike, not all product is alike, not all warranties are alike and it takes some work and trial and error to find the best relationship. Just like a first date does not mean marriage is imminent, neither does the order of one LED sign project, or two or three. It takes time to determine the true nature of the supplier for your LED sign.

Also, over time, it’s possible to glean the truth about your current LED sign manufacturer. How do they behave when the pressure is on? What kind of choice do they make when someone will win and someone will lose- do they sometimes take the proverbial “hit”?

Regardless of who supplies your LED display projects, there are 10 awesome characteristics that a sign company should consider:

1.       They are open and available and you can call them up, visit their factory and meet their team.
2.       They support your sales plan and do not compete with you for retail sales in your area.
3.       They constantly “push the envelope” on new technology and innovations, sometimes challenging the industry status quo.
4.       They have great software engineering capabilities.
5.       They recognize “Content is King” and can provide customized solutions.
6.       They have a responsive sales team that answers your questions, usually immediately.
7.       They provide flexible solutions for your urgent production requests.
8.       They find a way to always say “yes”.
9.       They provide a “rock solid” warranty on their product minimizing loopholes.
10.   They are focused on educating you, your customer, and giving back to the community.

With all the great possibilities that exist why would you settle for any LED sign manufacturer who did not conform to these ideals? LED manufacturers have you as “their” customer, they are not your customer. Consequently, it is okay to expect more from them. It is okay to ask more from them. It is okay to seek out and select the best possible choice for your sign company.

In the early days of LED sign technology with limited manufacturing choices, you were restricted and had to settle for a “less than perfect” fit. Now with some “due diligence” you can find exactly the best LED sign manufacturer "fit" for you.

Remember too, that there is a difference between a business "partner" and just a "vendor". Referring back to my earlier metaphor of "marriage", it applies here as well. Your spouse is your partner, your administrative assistant at work is more like your vendor. Your partner stands beside you and helps you as part of a deeper and more intense commitment. Your assistant supports you to a point. At your workplace that point may be when 5PM rolls around or you've fallen into organizational disfavor.

When you find a LED sign manufacturing "partner" that can boast many of the 10 aforementioned characteristics, then you will rest easier, live a less complicated business life and make more money by way of happier customers.

Do it, you’ll be able to tell the difference immediately and your customers will support your choice.

This blog post and comments represents my personal perspective and do not reflect the opinion of Vantage LED, Inc. or SignVine, Inc. or any other person or organization. Thank you to Vantage LED for allowing me to pen a guest blog every 3 weeks. If you have constructive feedback please email me at michael@signvine.org. - Mike Prongue

Wednesday, August 20, 2014

Digital Signage 101 - Content: Show, don't tell... the importance of graphic content with DS

-Deacon Wardlow

Somewhere along the line, someone didn't take into consideration the unique aspect of a digital medium and (more importantly) how it's supposed to be used. A digital menu board isn't just the menu on an LCD or other HD screen with some animations. A digital menu board is a visual diorama of what's available, the cost, and options. The best example I've seen of this is in Japan with the plastic food.

A visit to Japan will net you amazing and eye-opening experiences and one of them is the plastic food. Items displayed at the restaurant entrance which are eerily exactly WYSIWYG (What You See Is What You Get), down to the sheen on the soup. Amazing, simple, to-the-point, and just what I want as food is such a visual thing to begin with. Why is this not catching on with our DS systems?

LED Sign systems tend to be more in-line and "get it" than interior (or some exterior) HD displays (meaning LCD, OLED, other...). Partially this is because the average viewing time is somewhere between 3-6 seconds as a driver goes by an LED Sign. Short viewing times mean the message has to be brief, impactful, and memorable. Regardless of the location or image quality, all DS should be like this. Brief - impactful - memorable.

If someone wants to know more about a given food item, they'll ask. Entice them with images and price and let the DS display be as impactful as possible. Whether it's a chicken filet sandwhich or information about new dental services - a DS systems needs to be designed in such a way as to grab the viewers' attention and be successful at whatever the DS objective is.

Want to reduce perceived wait times? - Quick fun and quirky trivia (with pics if possible).
Digital Menu Board? - Show food and prices with special items animated (especially if the "special item" is something that needs to be sold out ASAP)
C-Store/gas station? - Highlight lunch specials, the new milkshake machine, free 72 hour refills on soda w/receipt and special cup, etc.
Airport - Show a map highlighting where a person is and which flights are going out at which gates - maybe even a path to the gate with special mention of food/drink/stores along the way...

As Scott pointed out in last week's article, we say too much and end up losing the message. With DS the important emphasis should be on SHOWING, not tellling the important details of the message you're looking to convey. By simplifying the message and cleaning up the clutter, you'll achieve your DS goals faster and better than before.

Wednesday, August 6, 2014

Digital Signage, Need to Know: Cheap is, as Cheap does.

One evening this past week, as I prepared to click over to Netflix to watch a movie, the old sitcom “Leave it to Beaver” was on. Wally, played by Tony Dow, the older of the two kids who star in this American classic, was lamenting the fact that his sarcastic and hard-headed friend Eddie Haskell, played by Ken Osmond, could never change his behavior and he said something like this:

“You could slug him a thousand times and he’d never get the message- Eddie is Eddie!”

Well, that is exactly the attitude of some sign companies who still sell LED Signs on price alone, cheap price alone!

We’ve slugged them and slugged them with information. Heck, they “slug” themselves each day with unhappy customers, repeat service calls, and technical issues: LED signs that dim after a few months for example, but some never seem to “get the message”.

Many LED sign companies have gotten the message, but sometimes when their customer screams “Price!” they run back to those importers who advertise their product on “price” alone- those importers who steadfastly deny all they know, hear and see to be true when they advertise that “All LED signs are alike!”

Really, there is never a reason to sell on price. I know, I know… you are thinking “that one guy across town said he’d only spend $8,000, so I had to import a ‘burner’ to make him happy!”

Let’s try to shift your LED sign paradigm a bit! Shall we?

When you buy a watermelon that is an expendable item, right? When you buy an X-Box or a TV set, for example, those are items that have value because they entertain you. These items are commodity items, or consumer items. Other items such as a refrigerator or a kitchen range have value because they help you live comfortably as we can store and process our foods effectively. They have utility value.

Sometimes a person can save money by “going cheap” on commodities or consumer items. A cheap range may be all that is required if a person only cooks once a week. Or if a refrigerator is for occasional use in a vacation home, then you can argue that a basic model may suffice because it’s not relied upon daily.

An LED sign is not a commodity no matter how determined the ad in the magazine declares that it is!

An LED display is called upon frequently to run 24 hours a day, 7 days a week. It is the “face” of the business that is projected to new customers and the community. It is the “pitchman” always promoting the business.

Here is how you show the customer that they can afford a quality LED sign having it paid for from the increased sales the new LED sign provides.

You’ve heard it before but here again is the process:

Determine what life-span you wish to assign your LED sign installation. For the sake of argument, be conservative and say “5 years.”

What is a realistic interest rate for commercial financing,"8 percent”?

Assume a percentage increase in the customer’s business from the new LED sign,“15 percent”.

Assume a gross margin percentage for the business, “25 percent”.

What is the current sales level of the business, “$600,000”?

Do the math:

The finance cost of $20,000 at 8% interest for 5 years is about $405 per month.

If sales increase at 15% from the current $600,000, at 25% margin, how much new income is there available to pay for the LED sign? ($600,000*.15*.25) = $22,500 per year or $1875 per month.

So the sales increase from the LED sign should cover the cost of the financing and add an additional $17,640 to the business’ annual income ($22,500 – ($405*12 months)). It's a "free" sign!

Why go cheap? Why suffer with poor, cheap software? Why project the face of your business or non profit concern with an LED sign that operates intermittently?

Customers have a belief that “X” dollars is all they can spend or that's all the project's worth. It is your job to dispel that myth stuck in their head. Slug 'em with some information, or an example to keep them from buying an LED sign they'll regret for years.

Other considerations when selling LED signs:

What do you do when you have a non-profit? How do you make the return on investment point?

Each new member of the church’s congregation, or each new member of the Elk’s Club (for example) adds to the success of that non profit. Ask the question:

“How many new faces will the LED sign attract?” Or, if that question is too precarious, ask how much money the non profit spends on bill board or TV advertisement that will not longer be required.

A local church had suspended it’s billboard ads, and then suddenly a new LED sign popped up at the church! Someone was on their toes at that LED sign company!

Another suggestion is to challenge the customer and have them drive around the town and look at the LED signs that don't work! Who makes them? No-name Nellies... imports. Show them the LED sign carcasses that litter the sign poles in your town.

On premise advertising works. That is an undeniable fact.

It works better for all parties concerned when the product is a high-quality, and domestically engineered and manufactured. Say it… “USA, USA, USA!”

All I've needed to know in life was learned from Wally Cleaver, "Golly, that sure is neat!"

These comments are my personal perspective and do not reflect the opinion of Vantage LED, Inc. or SignVine, Inc. or any other person or organization. If you have constructive feedback please email me at michael@signvine.org. - Mike Prongue