Audio/Video

DIY Audio Visual Is an Opportunity, Not a Threat for Integrators

AVIXA exec David Labuskes says A/V integrators should see the importance of following DIY audio visual trends.

David Labuskes, CEO of AVIXA says that the ability for clients to order A/V products off of Amazon and DIY install them may be an opportunity, not a threat.

Adam Forziati · March 26, 2018

Scary buzzwords can be just as harmful to an industry as real economic crises, but one of the most recent ones — DIY audio visual — is unique, insofar as it directly threatens potential relationships A/V integrators can have with end users.

After all, what if your client’s nephew can order parts for a videowall and install it for a fraction of the price?

Scoff at that notion all you want, but some of the attendees at the recent PSA TEC event in Colorado had already experienced it (half of the attendees are in the security business, so it’s no wonder that they had...just look at Ring doorbells).

AVIXA Exec: There’s Opportunity in DIY Audio Visual

David Labuskes, chief executive officer of AVIXA, said recently that the ability for potential clients to order A/V products off of Amazon and attempt to install it themselves presents integrators with more opportunities to brand themselves and their services.

He says integrators need to focus on why their customers hire them.

“There are many A/V integrators who have already made money fixing a cheap installation put in by the end user’s nephew,”
— David Labuskes

“If you define your value to the customer as putting a display on a wall, then DIY Audio Visual is a threat. But if you define it as enhancing customer engagement; enabling strategic discussions in a boardroom with employees scattered across the globe — you can’t have that shipped to you from Amazon.”

Knowing the client is a big part of the battle. Some jobs require super simple systems.

But all too often, integrators design or bid on a project with overly complex system designs; particularly with the user interface (UI).

Labuskes says the market has evolved so rapidly that, if integrators try to protect a business model based on the market of 10 years ago, DIY will undoubtedly hurt their business. Likewise, if they see it as a facet of the modern industry, it can be an opportunity.

“There are many A/V integrators who have already made money fixing a cheap installation put in by the end user’s nephew,” Labuskes says.

Learn more about the commercial side of integration from our sister site, Commercial Integrator



  About the Author

Adam Forziati is the web editor for CE Pro's sister publication Commercial Integrator. Have a suggestion or a topic you want to read more about? Email Adam at aforziati@ehpub.com

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  Article Topics


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