Tips, Data and Definitions for the Government Market.
Tips for Working with Government Customers
- Learn the Market. Government and military requirements are very specific, and for good reason. AV technology plays an important role in mission critical communications so the firms chosen to design and install these systems must demonstrate knowledge of the environment, as well as knowledge of the technology.
- Install Reliable Technology. This market is usually reluctant to invest in the newest, cutting edge (i.e., unproven) technology. There are regulations as to the type of equipment that can touch a government network and the government maintains an authorized equipment list of products that are pre-approved for installation.
- Create a Track Record. Most prestigious clients have a hard time hiring an AV consultant or system integrator with no demonstrable experience in their market. Members of the AV community can build relationships with government and military contacts by joining trade associations like the Armed Forces Communications and Electronics Association (AFCEA), the Association of the United States Army (AUSA) and the National Defense Industrial Association (NDIA).
- Get the Right Certifications. As unified communications and Web 2.0 begin to push more AV requirements into the military community, it is believed that AV certifications will rise in importance over the next several years. And while there is no direct correlation to a technical certification and federal government security clearance, those like the CTS from InfoComm are large parts of the procurement conversation when it comes to the level of people specified to work on a project.
Source: A/V in the Government and Military Markets, InfoComm International
Government AV Data
Government AV Data Government information technology spending by the U.S. federal government alone reached $70 billion in 2009. INPUT, a research firm in Reston, VA, predicts that IT and AV spending will grow to $97.6 billion in fiscal year 2013. The slow but steady increase in funding opens the doors for AV technology to make a greater impact on our nation's health, safety and security.
Source: InfoComm International
Key Government Terms Defined
TAA: The acronym for Trade Agreements Act. TAA-compliance requires that products originate from the U.S. or another approved country. Failure to comply can lead to award cancellation, multimillion dollar fines and suspension or debarment from federal contracting.
GSA: The acronym for General Services Administration. GSA is the procurement arm of the Federal government. The GSA requires that GSA Schedule/Contract holders are certified to sell products that are TAA-compliant.
GSA Schedules: Also referred to as Multiple Award Schedules and Federal Supply Schedules that provide access to over 11 million commercial supplies and services at volume discount pricing. GSA schedules allow government customers to realize cost savings, experience flexibility and choice, save time, achieve transparency and control the procurement.
IDIQ Contract: The acronym for Indefinite delivery/indefinite quantity. This is a type of contract that provides for an indefinite quantity of supplies or services during a fixed period of time. Awards are usually for base years as well as option years. It allows for a certain amount of contract process streamlining as negotiations can be made only with the selected company and such contracts are exempt from protest. They are frequently awarded by various U.S. government agencies, including the GSA and the Department of Defense.
LOS. The acronym for Letter of Supply. A letter written by a product supplier (manufacturer/distributor) for a GSA schedule holder (reseller/integrator) to provide to the GSA. The LOS guarantees a source of supply for the contract period (usually about five years), that the products are TAA-compliant, and includes commercial data supporting the prices being offered.
NOC. The acronym for Network Operation Centers. A NOC is one or more locations from which control is exercised over a computer, television broadcast, or telecommunications network. NOCs are responsible for monitoring the network for alarms or certain conditions that may require special attention to avoid impact on the network's performance. Large organizations may operate more than one NOC, either to manage different networks or to provide geographic redundancy in the event of one site being unavailable or offline.
How are state, local and federal government agencies using Pro A/V solutions?
Here are some examples:
- Emergency alerts - Notify staff and visitors of emergencies and communicate instructions for dealing with the situation (i.e. evacuation information, safeguard personal items, take shelter immediately, etc.)
- Way finding - Touch screens can be used to direct traffic within an office building or military base, as well as a searching kiosk to locate names, contact information, location, and schedules for staff.
- Communicating security information/rules/regulations/best practices - Ongoing communications to educate and update individuals regarding new security information, current threat level, and best practices.
- Visual command center (multi-screen matrixing) - Mission planning, tactical and strategic charting, and simulation exercises.
- Entertainment (aboard ships and overseas locations) - Broadcast television (cable, satellite) for movies, sporting events and game consoles.
- Deployments - Sending to overseas sites, air shows, expos, and events.
- Mobile solutions - Mobile carts for military hospital environments.
- Recruiting centers - Promotional content for military recruitment.
Source: LG Electronics
Don’t Forget to Accessorize
Almo Pro AV offers a wide variety of high margin peripheral products to complete each government installation:
Tripp-Lite. Products that power, connect and protect computers and other electronics, best known for its Uninterruptible Power Supply (UPS) systems and Isobar Surge Suppressors.
Chief. When it comes to flat panel and projector mounts for government, Chief has been awarded GSA certification, allowing its workstation mounting solutions to be sold to U.S. government agencies.
Kramer Electronics. Delivers signal management products including distribution amplifiers, switchers and routers, format and standards converters, range extenders and repeaters, and more.
Magenta Research. MultiView and scalable Mondo switching products have often eclipsed competing products for a variety of “top-secret” undisclosed installations. Magenta products have been installed in venues such as Kennedy Space Center, the U.S. Mint, the U.S Federal Reserve, the Bronx Courthouse, and many more.
Draper. Projection screens and motorized projector lifts from Draper are proudly made in the U.S. Draper also offers a wide line of projection screens, ranging from manual pull-down and electric screens for training facilities to rear projection surfaces for command center and NOC applications.
QSC, TOA Electronics, Niles. Audio products are a necessary complement to video displays. QSC offers a wide range of power amplifiers and loudspeakers for use in either low impedance or 70v/100v distributed systems. TOA’s line includes amplifiers, speakers, mixers, wireless microphone systems, digital processors and network audio. Niles is a company focused on providing high-quality products that integrate and distribute audio and video for light government applications. |