State and Future of the AV Industry

Copyright 2011 InfoComm International®

Regional RoundtableRegional RoundtableScottsdaleScottsdale

January 20, 2011January 20, 2011


AgendaAgenda

State & Future of the AV IndustryMarc Bialek, Membership Development Manager, InfoComm International

How Fit is Your Sales Force? Best Practices in Sales Force EffectivenessPaul Vinogradov, Vice President, The Alexander Group, Inc.

Break

Roundtable DiscussionsWhat issues are AV pros facing? How can InfoComm help?

Reception


Scottsdale Regional RoundtableScottsdale Regional Roundtable



Key FindingsKey Findings

►Global pro-AV market grew from $54 billion in Global pro-AV market grew from $54 billion in 2006, $68 billion in 2009, projected $91 billion 2006, $68 billion in 2009, projected $91 billion by 2012by 2012

►North America is largest pro-AV market, North America is largest pro-AV market, comprising 45% of the global market in 2009 or comprising 45% of the global market in 2009 or $30.3 billion$30.3 billion

►North America and Europe are expected to North America and Europe are expected to grow 9% between 2009 and 2012grow 9% between 2009 and 2012

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Global Pro-AV MarketGlobal Pro-AV Market

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Pro AV Market Growth RatesPro AV Market Growth Rates

►All markets are expected to show strong All markets are expected to show strong growth through 2012growth through 2012

►Growth of the Asia-Pacific region would be 15% Growth of the Asia-Pacific region would be 15% 2009-12 if you exclude the mature Japanese 2009-12 if you exclude the mature Japanese marketmarket

►The smaller/younger markets are expected to The smaller/younger markets are expected to see the fastest growth, Latin America 14%, see the fastest growth, Latin America 14%, Middle East/Africa 13%Middle East/Africa 13%

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Pro-AV Market Growth RatesPro-AV Market Growth Rates

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* Projected

Copyright 2011 InfoComm International® 9



Apples and OrangesApples and Oranges►Regional market drivers make direct Regional market drivers make direct

comparisons difficultcomparisons difficult– U.S., Europe and Middle East more heavily impacted U.S., Europe and Middle East more heavily impacted

by global economic downturn than Asia-Pacific and by global economic downturn than Asia-Pacific and Latin AmericaLatin America

– North America receives 55% of its revenue from North America receives 55% of its revenue from Services compared to 22% in Asia-Pacific Services compared to 22% in Asia-Pacific

– Residential and Hospitality sectors are very Residential and Hospitality sectors are very important in Central America and the Caribbeanimportant in Central America and the Caribbean

– Karaoke accounts for nearly 50% of the Asia-Pacific Karaoke accounts for nearly 50% of the Asia-Pacific Venues/Events category revenueVenues/Events category revenue

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Pro AV Market by ProductPro AV Market by Product► Fastest growing product categories are displays, AV Fastest growing product categories are displays, AV

conferencing equipment, streaming media & conferencing equipment, streaming media & webcasting and wireless connections & softwarewebcasting and wireless connections & software

► Increasing demand for directional speakers and cone Increasing demand for directional speakers and cone speakers in digital signage applications to create an speakers in digital signage applications to create an immersive experience for the consumerimmersive experience for the consumer

► Digital signage, videoconferencing and digitized high-Digital signage, videoconferencing and digitized high-end audio systems will continue to drive growth for the end audio systems will continue to drive growth for the 2009-122009-12

► Control systems have the potential to expand the reach Control systems have the potential to expand the reach of the AV industryof the AV industry

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Pro-AV Market by ServicesPro-AV Market by Services►Services represent 38% of the global market Services represent 38% of the global market ►Pro AV services growing faster than products Pro AV services growing faster than products

in all regionsin all regions►Services represent more than 50% of North Services represent more than 50% of North

American market for the first time, followed by American market for the first time, followed by Europe, 35%Europe, 35%

► Installation and integration represent over 50% Installation and integration represent over 50% of pro-AV services revenue, of pro-AV services revenue, fastest growing fastest growing services are programming, maintenance & services are programming, maintenance & trainingtraining

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Pro AV Market by ServicesPro AV Market by Services

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The fastest growing services are programming, maintenance and training.

*Projected



Pro AV Market by CustomerPro AV Market by Customer

►Two corporate segments together account for Two corporate segments together account for 28% of the global pro-AV market28% of the global pro-AV market

►The fastest growing customer segments are The fastest growing customer segments are education, government, corporate and education, government, corporate and hospitalityhospitality

►The slowest growing segments are The slowest growing segments are rental/staging companies, home/residential and rental/staging companies, home/residential and retail/distributionretail/distribution

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Economic SnapshotEconomic Snapshot

www.infocomm.org/marketresearch

Latest Report ReleasedLatest Report Released

February 2, 2011 WebinarFebruary 2, 2011 Webinar


InfoComm Performance Index (IPI)InfoComm Performance Index (IPI)►Examines company performance of past 6 mos.Examines company performance of past 6 mos.►Company expected performance next 6 mos.Company expected performance next 6 mos.►Does not use hard numbersDoes not use hard numbers

– Stresses perceptions Stresses perceptions

►Performance is rated on a scale of 10-100Performance is rated on a scale of 10-100

10 10010 100

Bankruptcy Bankruptcy Record ProfitsRecord Profits

& Growth& Growth


September 2008September 2008 70.470.4 71.071.0

January 2009January 2009 70.870.8 64.664.6June 2009June 2009 59.459.4 63.163.1October 2009October 2009 57.157.1 63.863.8February 2010February 2010 63.663.6 69.969.9October 2010October 2010 64.564.5 68.968.9February 2011February 2011 69.969.9 74.374.3

InfoComm Performance Index (IPI)InfoComm Performance Index (IPI)Past Six Months Next Six Months


October 2009October 2009 45.345.3 47.447.4

February 2010February 2010 54.554.5 53.953.9

October 2010October 2010 62.362.3 61.561.5

February 2011February 2011 62.862.8 62.762.7

InfoComm Demand Index (IDI)InfoComm Demand Index (IDI)

Past Six Months Next Six Months

1010 100100Zero AV Spending Record AV SpendingZero AV Spending Record AV Spending


BreakBreak


7 Things You Need to Know7 Things You Need to Know

1. Webinars – 2011 Series1. Webinars – 2011 Series

2. Outreach (Lunch & Tours, AV Week)2. Outreach (Lunch & Tours, AV Week)

3. InfoComm Community3. InfoComm Community

4. Member Benefit Programs4. Member Benefit Programs

5. Volunteer5. Volunteer

6. Awards6. Awards

7. End User Conferences7. End User Conferences


1. Webinars1. Webinars► February 2: Highlights from InfoComm’s Latest Economic Snapshot SurveyFebruary 2: Highlights from InfoComm’s Latest Economic Snapshot Survey► February 9: Sneak Peak of InfoComm Academy Training at InfoComm 2011February 9: Sneak Peak of InfoComm Academy Training at InfoComm 2011► February 16: CEO Series – Boxes to Net-Centric AVFebruary 16: CEO Series – Boxes to Net-Centric AV► February 23: CEO Series – The Manager as CoachFebruary 23: CEO Series – The Manager as Coach► March 2: CEO Series – Generations in the WorkplaceMarch 2: CEO Series – Generations in the Workplace► March 9: CEO Series – Managing TransitionsMarch 9: CEO Series – Managing Transitions► March 16: TBDMarch 16: TBD► March 23: Digital Signage Business Planning: Content CreationMarch 23: Digital Signage Business Planning: Content Creation► March 30: Digital Signage Business Planning: SchedulingMarch 30: Digital Signage Business Planning: Scheduling► April 6: Digital Signage Business Planning: Network ManagementApril 6: Digital Signage Business Planning: Network Management► April 13: Business Development: Best Practices in Sales Force EffectivenessApril 13: Business Development: Best Practices in Sales Force Effectiveness► April 20: TBDApril 20: TBD► April 27: Business Development: Business InsuranceApril 27: Business Development: Business Insurance► May 4: How To Make the Most of InfoComm 2011 for AttendeesMay 4: How To Make the Most of InfoComm 2011 for Attendees► July 13: AV Week Webinar: Ways Your Company Can Celebrate AV WeekJuly 13: AV Week Webinar: Ways Your Company Can Celebrate AV Week

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2. Lunch & Tours2. Lunch & Tours►6 Lunch & Tours a year6 Lunch & Tours a year►Presentations and Facility Tours to the Presentations and Facility Tours to the

Architect and Building CommunityArchitect and Building Community►Architects receive 2 AIA/CES Learning UnitsArchitects receive 2 AIA/CES Learning Units

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3. InfoComm Community3. InfoComm Community►AV Week 2011 eGroupAV Week 2011 eGroup►Building Information Modeling (BIM) eGroupBuilding Information Modeling (BIM) eGroup►Classroom Technology eGroupClassroom Technology eGroup►Device Programming eGroupDevice Programming eGroup►Digital Content Creation and Delivery eGroupDigital Content Creation and Delivery eGroup►Digital SignageDigital Signage►Green AVGreen AV►Women in AVWomen in AV►Etc…Etc…

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4. Member Benefit Programs 4. Member Benefit Programs ►Business Insurance – Take 1Business Insurance – Take 1►Debt Collection Solutions – NCSPlusDebt Collection Solutions – NCSPlus►Discount Shipping Program – PartnerShipDiscount Shipping Program – PartnerShip►Full Service Marketing – Eclipse MarketingFull Service Marketing – Eclipse Marketing►Office Supplies – OfficeMaxOffice Supplies – OfficeMax

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5. AV Week 20115. AV Week 2011 ►October 16-22, 2011October 16-22, 2011►AV Week ToolkitAV Week Toolkit►Member WorkshopsMember Workshops►PresentationsPresentations►Career FairsCareer Fairs►Open HousesOpen Houses►Spotlighting the AV Industry WorldwideSpotlighting the AV Industry Worldwide

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Roundtable DiscussionsRoundtable Discussions

……..what are the top three ..what are the top three issues facing the AV industry issues facing the AV industry today?today?

……..what can you suggest your..what can you suggest your

association do to help?association do to help?

From your perspective…From your perspective…


Thank YouThank You

for being a member for being a member

and supportingand supporting

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