May 17, 2006

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May 17, 2006

• Making Digital Signage Part of Your Systems
  Integration Business

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Presented By

• Mike White
• President/CEO
• Multi-Media Solutions, Inc.

Affiliate
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Mike White

• Founder, Multi-Media Solutions, Inc. 1990
• Governor-at-Large, InfoComm Board of Governors
• InfoComm IQ Board of Directors, SAVVI Member
• CTS, CAVSP Gold
• Degree in Electrical Engineering
• Systems Integrator 16 Plus Years
• Digital Signage Player since 1999
• USAV Affiliate Member
• USAV Dealer Advisory Panel
• USAV Instructor Digital Signage University
• Over 50 Digital Signage Deployments
• Largest to Date Office Depot

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Multi-Media Solutions, Inc.

• Formed in 1990
• Two Locations, Knoxville and Nashville
• Touch Screen Kiosk Tourism Industry
• Systems Integrator
• Network Operation Centers
• Corporate Communication
• Education and GSA Schedule
• Church Integration
• Digital Signage Integrator
• Retail
• Casino
• Way-Finding
• Corporate
• Church
• Education

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Office Depot

• The Call
• Putting together the Team
• The Presentation
• Careful Negotiation
• National Deployment
• Earning the Reference
• Transition
• Long Term Support

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Office Depot

• Pilot
• 12 to 14 Plasma per store
• 8 Separate Channels
• Content Control Home Office
• Economic Impact
• External Forces
• Result

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Making Digital Signage Part ofyour Systems
Integration Business

• Digital Signage Not Box Selling
• Digital Signage How People See It
• Digital Signage Consultative Selling
• Digital Signage Not For Short Term Players
• Digital Signage Teaming Relationships
• Digital Signage Other Elements to Consider

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Digital SignageNot Box Selling

• Your profit is not in the box sales
• Dont make the mistake of guessing on a price
• Choice of components by duty cycle
• Fully understand your service and support
  liability
• Test your design Vaporware

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Digital SignageHow People See It

• Questions Mean less pain
• Questions Establish clear understanding
• Questions Reveal real budget
• Questions Can tell you who else is on the game
• Questions Go fit Deal or No Deal

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Digital SignageConsultative Selling

• Convergence of AV/ IT/ Content Creation/ Service
• Actual Selling Process
• Discovery Definition
• Research Refinement
• Proposal under Non-Disclosure
• Design Build
• Paid Consulting
• Free Consulting

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Digital SignageNot For Short Term Thinkers

• Biggest opportunities take a long time
• Cash flow can be your biggest challenge
• Pilots are a necessity
• Dedicated Digital Signage salesperson or shared
• Pick your team carefully

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Digital SignageTeaming

• Content Management Company your biggest
  challenge and strongest supporter
• Carefully choose your content creation partner
• If content is King, then network connectivity is
  Queen.
• Carefully choose your alliance for regional and
  national deployment

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Making Digital Signage part of your Systems
Integration BusinessAdditional Considerations

• Life blood of long term success as a system
  integrator in digital signage is references
• Minimizing surprises is your key to success
• You must pay attention when shipping your
  equipment into new construction locations
• Never underestimate the impact of accounting
  practices
• Infrastructure challenges They will happen
  electrical and mechanical
• Financing options Leasing vs outright purchase
• Company credit impact will the project put a
  halt to your other business.
• How are you going to do servicespareswho will
  do the service mounting challenges
• Security and vandalism
• Hours for installation

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Making Digital Signage part of your Systems
Integration BusinessAdditional Considerations

• 11) Liability you are exposedbig time
• 12) Customers just want it done make it easy and
  you win
• 13) Dont assume power is clean
• 14) Audio conflicts and ambient light
• 15) Cable infrastructure VIP
• 16) Make sure people understand your nomenclature
• 17) Screen burn and image retention Its going
  to happen
• 18) Content Management who calls the shots?
• 19) Training and go-backs
• 20) Remote connection to the network - essential
  for good support and profitability

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Thank You
PowerPoint available at www.digitalsignage-usa.com
Mike White mwhite_at_m-media.com