2011

Selling the NEC 46 LCD Video Wall

Sales Support Document For Internal Use Only Version 8 8/11/2011

Selling the NEC 46 LCD Video Wall

Product Overview This product (iCode X462UN) is SmartSources high-end solution for temporary videowall installations. Based on the most current 46 16x9 LCD videowall product from NEC, it is an award-winning industry standard and it is widely available from many sources. The increase in viewing size compared to the Orions (which are still in our inventory) is significant much more than the extra 4 might seem, and in fact a 2x2 NEC videowall is almost 20% bigger than a 2x2 Orion. The price per square inch is therefore almost the same. Questions to Ask: When placing an order, be sure find out the following information so that you can place the order correctly. How big is the wall? (2x2) and (3x3) are the most common sizes, but some odd aspect ratios can also be supported, including displays like a (2x12) a (4x6) and many others. How is it being mounted? The usual choices are: o Wall-Mounts - These are included free in every package but make sure the clients understand that a videowall is HEAVY, so special rigging of the booth walls is often necessary.

SELLING TIP # 1
Video Walls are expensive. If you get price resistance, dont simply offer to drop the price. Our prices on this product are already pretty competitive. Instead, try to sell the benefits of using a video wall to help your client communicate more effectively. A Video Wall is often the BEST way to tell your story. A Video Wall image is brighter and sharper than most projected images. Video Walls can be designed in unusual aspect ratios to make a statement and attract attention. A presenter can stand directly in front of a video wall, without blocking a projected image. Video Walls can be flown OVER a booth making content visible from a great distance away. Audiences remember a Video Wall presentation. It is different and special!

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

Dual-Posts - The NECs are different from the Orions that you are used to renting. For safety reasons, standard dual-posts can only be used for NEC Video Walls that are no more than two displays high. Since these are always available in all of our branches, we include these stands free for smaller video walls orders. For bigger Video Walls that are 3 displays high, however, we have purchased special center mounted 84 high dual-post stands that are needed to safely support the extra weight. We charge extra for these and therefore they must be included on your order so that Operations can Why should your client rent their Video Wall solution from move them to where SmartSource? Its a reasonable question and here are they are needed. Use Isome thoughts about a few talking points that you might code PSDCS84 when use during a sales call: ordering NEC Video Wall Dual-Posts. SmartSource has years of EXPERIENCE in providing video wall solutions to our clients. From custom o Flown - We have special 2x2 products, to the Orions, and even to groups of kits available at an extra low-cost conventional displays, we have provided a charge iCode X462FLY2 wide-variety of video wall products to our clients or FLY3 to allow us to over the past 10 years. fly a video wall up to 8x8 in size) SmartSource offers a COMPLETE NEC solution, with trim kits, special stands, wall mounts, special o Truss - These are custom accessory kits, fly kits and alignment gear generally used for video that is available for every order. walls bigger than 3x3. We align our displays to the HIGHEST broadcast Our standard wallstandards. In the past year, we have spent tens of mounts are attached to thousands of dollars buying special color alignment the truss using gear, testing our displays and training more than 20 cheeseborough clamps, SmartSource Video Wall Ninjas who will assure which we generally do the highest technical standards NOT supply. A staging We SUPPORT our Video Walls in the field. company most often Competitors like VER and Aria are among many handles this. others who only supply Video Walls as a boxWhat video signal and resolution rental which leaves the success of the entire event is being fed to the wall? Each at risk. individual display panel is NOT true HDTV (native resolution is 1366x768) but when combined together, this product can display a 1080P picture, which is a slightly higher picture quality than the 1080i that an Orion is limited to. The best way to feed a signal is via DVI, since a single signal can be looped to multiple displays. HDMI, VGA and component analog are also frequently used. S-Video and Composite video will work, but are

SELLING TIP # 2

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

REALLY not recommended because of low resolution. HD-SDI is not natively supported and requires a converter box Will multiple images be switched onto the wall, or will multiple images be displayed simultaneously? This would usually require a Project Manager or video wall specialist to discuss. Extra charges and programming time will usually be needed. Note that the NECs will NOT switch seamlessly between sources. In fact, they are worse than the Orions in this regard and if this feature is needed then recommend the Orions instead of the NECs. Will an edge-of-screen trim kit be needed? This extra cost kit i-code KT46UNOF covers the sides and joints between displays and makes a smoother, more finished presentation, especially in a booth where visitors can walk right up to the display. Order multiple kits for longest visible side if needed ie. order 2 kits for a 2x2 display and order 3 kits for a 2x3. Will sound be needed? The NECs do not have built-in speakers. Offer separate speakers and stands if needed. How far away will the source of the video content be located? DVI and HDMI signals have a maximum cable length. Offer an extra-cost DVI-CAT 5 extender (i-code B140101X) if the distance is more than 10 feet. Who will be doing the mounting and rigging of the videowall? Two SmartSource techs are required to mount the NECs on dual-posts, and ANY other mounting option might require freelancers or a rigging company, since many of our branches do not have techs with experience in flying a video wall or rigging a truss. In all cases, however, it is recommended that a SmartSource tech supervise the electronic set-up and color matching of the displays. 1 day of set-up is included free with each package. Charge normal IT Labor rates for additional time. Will your client purchase Damage Waiver? Videowalls are absolutely the most fragile and easily damaged piece of equipment in our inventory and the most expensive. Sell them this protection. They might need it!

PRICING
End User Prices 2 x 2 Video Wall 3 x 3 Video Wall Reseller Prices 2 x 2 Video Wall 3 x 3 Video Wall 1-2 Day Price 3-8 Day Price $4,000.00 ($1000 ea) $4,800.00 ($1200 ea) $9,000.00 ($1000 ea) $10,800.00 ($1200 ea) 1-2 Day Price 3-8 Day Price $4,800.00 ($1200 ea) $6,000.00 ($1500 ea) $10,800.00 ($1200 ea) $13,500.00 ($1500 ea)

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

Please note that Resellers are companies that will offer their services along with ours to their end users as a value-added solution, such as IT or AV Rental Companies, or Exhibit Houses. Pricing and Availability Our pricing is pretty firm on this productespecially during our traditional busy season. If absolutely needed, consider offering only a small discount of up to 5% with GM or VP approval. For opportunities over 8 Days in duration, connect with Bob Kastner for pricing suggestions. We seldom rent Video Walls for a monthly period. The pricing is valid for our own internal stock. We own a relatively limited number of panels, so it is imperative to check availability with Bob Kastner or Jim Mitchell prior to quoting. This product is widely available from our competitors and most of them use the same Adaptive Technologies wallmount we have purchased, but double check that fact before re-renting videowall product. Mis-matched wallmounts will ruin your day! VER, NMR, and Abcom seem to have the best wholesale prices currently, but double-check before ordering, since this changes all the time. Expect to pay $800-$900 per panel, so it will be very hard to get our 69% markup target if you discount at all. You might even have to sell ABOVE our standard rates if re-renting. On quotes and contracts, the dollars should be assigned to iCode X462UN. The rental durations noted below are equal to the show days plus up to 2 days for setup/strike. For example, if the job sets up on Monday, runs Tues and Wed, and strikes Thursday, that would fall into the 1-2 Day pricing.

SELLING TIP # 3
Good. Better. Best. Think about using this tactic to save a sale when you are facing pricing pressure on a potential Video Wall deal. Rather than simply lowering our prices try to position each one of Smart Sources Video Wall solutions into a wide spectrum of choices that offer your customer a wide range of capabilities at a range of prices. The BEST solution we offer is the new NEC LCD Video Wall outlined in this sales guide. A typical out-the-door package price for a 3x3 wall is $14,000-$15,000. The BETTER solution is our existing Orion 42 plasma Video Wall system. Its a smaller and older product, but still an excellent choice, with some features that are actually better than the NECs . These features include thinner bezels, faster display switching and deep, rich colors. An average price is $10,000-$12,000. Our GOOD solutions include a variety of other display options. For example, suggest mounting four Non-Video Wall 55 LCD displays in a square This will have a thick bezel, but a large impact at an average cost of only $3,000-$4,000. Think Sandler! Always make your customer feel good about their decision to rent a Video Wall solution from SmartSource!

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

Heres what is automatically included in the Package Rates at NO extra charge: Seamless displays (four for a 2x2 wall and nine for a 3x3) A single spare panel An Adaptive Technology wall mount for each display (no need to put this on the quote) Basic Laptop with Serial Port for calibration (D630 or NC8430 are good) Accessory Kit including all cabling, color sensor, remote control and Ethernet Hub (iCode X462ACCKIT must be added to every order, even though it is a zero cost item) Interbranch shipping costs if order is given with at least 7 business days (OPTIONAL) Standard Dual post stands for a 2x2 video wall. (You must add these to the order separately. The iCode is PSD-TS72))

Heres what you should charge extra for on almost every order: Local Transportation/Setup/Strike is a flat fee o $450 for 2x2. (Weekday) o $650 for 3x3. (Weekday) o Other configurations should be discussed with Bob Kastner. Additional transportation costs for non-Local delivery or weekend or evening setup/teardown. A project manager if the project is complex. Typically 2 days @ $750/day. Onsite tech for show days, if needed. Typically $500/day for IT Labor Internal. Any video content sources (Desktop computer with high end video card pushing DVI cabling is ideal, but might be a DVD player or a laptop.) Any special video switching equipment and cabling Long-distance cabling if needed (DVI CAT 5 extenders) Audio if Needed Fly Kit if Needed - includes stiffeners for the sides of the display as well as a top beam. o $300 for 2 Wide (iCode X462FLY2) o $450 for 3 Wide (iCode X462FLY3) o $600 for 4 Wide (iCode X462FLY2 Needs 2) Trim Kit if Needed o Each kit is $100 (iCode KT46UNOF) o Choose 2 kits for a 2x2 o Choose 3 or more for bigger walls Sell Green!. Special Dual post stands needed for 3-High Freestanding Video Wall Video Walls draw a huge amount of power. o $75 each (iCode PSDCS84) Three are needed A typical 3x3 display requires three 15 Amp for a 3x3 plus sandbags circuits at 110VAC and good ventilation to Any applicable union or location fees disburse the heat. Interbranch shipping costs for expedited shipping requirements (get price from Jim Mitchell) The good news is that the NEC X462UN is Damage Waiver Energy Star 5 compliant one of the few products to receive this high efficiency rating..

SELLING TIP # 4

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

Setup and Strike Set-up and testing of even the smallest Video Wall is often a full-day affair. The setup and strike of the video walls are also common times when damage occurs. For each setup and strike, even if the venue insists on union labor, we will need an experienced supervisor onsite. This person will supervise the work, encourage work practices that protect our gear, and be the main point of contact for the client. Technical Questions Rick Lee - the Technical System Manager in our Chicago office is very experienced with this product line and is ready to help answer your questions. Over the past 30 days, more than 20 talented Field Service Reps have attended and successfully completed an in-depth training course on the NEC Video Walls. How many of our competitors have that many certified technicians on staff?

A SMARTSOURCE SUCCESS STORY

Heres a recent Case Study about how a successful Orion Video Wall project was sold, controlled and executed here at SmartSource. A brand-new client - Haley Miranda - reached out to Chicago Account Rep Isela Calzolaio on behalf of their customer CNN/Headline News. Their initial request was for a Video Wall solution to be used at the Essence Festival tradeshow to be held in New Orleans over a 3 day period. Isela put together a standard quote for about $12,000 and succeeded in landing the job . The opportunity didnt stop there, however. After listening carefully to the clients changing needs, Isela realized that the clients client CNN - had very complex switching needs for the video content to be displayed on the Video Wall. They wanted 7 different sources to be displayed in multiple patterns on the 9 separate monitors. This was NOT a standard order! She reached out to a support team that included Chicagos John Cuthbertson, Bob Kastner, Mike Fayette, New Orleanss Trey Casteix and Project Manager Robert Mink. The key was carefully controlling the clients expectations. The team then designed a complete solution created engineering drawings, added more gear to the order, and the then flew down to New Orleans site to make sure that no last minute changes disrupted the implementation of a very complex and tightly integrated solution. The event was a huge success the stage is now set for future business together and by communicating the REASONS why more gear and people were needed to meet their changing needs, Isela was able to increase the total sale from $12,000 to more than $24,000 and keep a VERY happy customer! Great job everyone!

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

Here is a look at some of the packaging and features of the NEC Video Wall system: BASIC VIDEOWALL CASES NEC Video Walls are shipped 2 to a case and include ONLY the 2 displays, 2 Adaptive wall mounts and 2 power cords. NO CABLES or REMOTE CONTROLS ARE INCLUDED! Weight is 350 pounds.

Some Rerent customers may only need the display and the mounts. If so, then the accessory kit below WILL NOT BE DISPATCHED!

ACCESSORY KIT All Cables and accessories are shipped in a separate case iCode X462UACCKIT

Cables and accessories are packed into labeled clear plastic bags with 9 cables of each type of cables that may be needed on site. Bags are stapled shut on dispatch so that we can easily tell if cables have been used when a bag is returned. 1 set of spare cables will be included in each kit.
In addition, 2 laptop bags are included in this rolling case. One contains the control laptop and NEC software and the other bag contains a critical NEC remote control and automatic color sensor. Clients WILL BE CHARGED for missing gear and cables must go back into this case not into the Monitor case shown earlier.

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

WALL MOUNTS The wall mounts have a unique sliding bar system that locks the display together. All locking pins are permanently mounted to the wall mounts. Unfortunately some early clients of ours have actually taken these essential pieces off, so all mounts must be thoroughly checked after each job.

VIDEO WALL FLY KIT Our Adaptive wall mounts also have available a very solid horizontal truss bar that is used to attach cables so that the video wall can be flown. These are rented separately (iCode X462FLY2 and FLY3) and are available in 2-wide to 8-wide configurations. Safety is critical here. Do not rent the fly kits unless a SmartSource trained employee or a rigging expert is part of the set-up and tear-down. These fly kits are shipped in long PVC pipes.

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

DUAL-POST STANDS SmartSource has now ordered almost a dozen brand new, heavy-duty, center-pole, 84 dual-post stands for use ONLY with NEC video walls. (iCode PSDCS84) They are NOT automatically included in each rental. When used in a 3x3 configuration, the bottom edge of the lowest monitor will be about 24 above the floor. For safety reasons, all of these stands should be weighted down with at least 45 pounds of weight. Each dual-post stand will also have to have the additional half-collar sleeves necessary to mount the Adaptive wall mounts. The new stands will all have a mattblack finish and standard carpet insert. We will try to avoid shipping these around, but STANDARD LIGHTWEIGHT STANDS MUST NOT BE USED IN ANY CONFIGURATION TALLER THAN TWO DISPLAYS HIGH.

VIDEO WALL TRIM KIT Our Adaptive wall mounts also have available a black-finished trim kit that can be used to cover the sides and hide the seams of a video wall. These are rented separately (iCode KT46UNOF) and are available in 2-high to 4wide configurations. Order as many kits as the longest side of your Video Wall ie. order 3 for a 3x3 display or order 4 for 2x4. These trim kits are shipped in long PVC pipes.

For Internal Sales Purposes Only | Confidential

Selling the NEC 46 LCD Video Wall

10

VIDEO WALL LIFTING BLOCKS The standard NEC hand-grips that come with the display will NOT work with the Adaptive wall mounts. This makes it very hard and dangerous to lift these displays from the shipping cases and mount them to the wall mounts. To solve this problem, we have purchased 2 silver lifting blocks for each display. They must remain in the travel case and are semi-permanently mounted to the display. (They can be moved for portrait or landscape mode) In addition, 4 lifting handles must be included in each job. These screw into the block and must be removed when shipping.

For Internal Sales Purposes Only | Confidential