[November 24, 2008] Soundman's quiet confidence Tweet COLTS NECK, Nov 22, 2008 (Asbury Park Press - McClatchy-Tribune Information Services via COMTEX) -- If Glen J. Dalakian does his job right, nobody will notice the quality of his work. Dalakian, founder of CSAV Systems Inc., a commercial audio-video company based in Colts Neck, said sound and video display systems should be transparent. The actor on stage should be heard clearly by everyone sitting in the audience. The boss who transmits her presentation from a laptop to a large projection screen in the front of the room should be able to turn the electronic pages without a glitch. And the teleconference call between companies separated by an ocean should feel like neighbors chatting on the front porch. The only time this type of behind-the-scenes work gets noticed is when something goes wrong. The audio-visual industry, he said, has changed dramatically over the years, but its essentials have stayed the same. The basic goals of providing clear communication from one individual to many have remained, but now the tools are different. The technology used to provide teleconferencing systems, for example, has made "dramatic, quantum leaps in the last two or three years," he said, noting that teleconferencing systems have transitioned from pricey ISDN phone lines to the Internet. "One of the biggest changes is that it's become an expected norm," he said. Dalakian said 40 percent of his business comes from houses of worship, installing sound and video systems in churches and temples. Another 40 percent comes from corporate clients who need everything from background music in their bank branches and supermarkets to sophisticated video and teleconferencing systems in meeting rooms. The remainder of his clients are mostly retail stores, restaurants, hotels and schools. Clients can spend between $10,000 and $12,000 for a basic teleconferencing system and six figures for a high-tech audio-visual system. Dalakian, the newly elected president of the Colts Neck Business Association, said he has noticed that other small businesses in the area are losing money in this down economy. His sales, conversely, doubled last year and are traveling on the same growth track this year. "We provide a niche service that businesses cannot do without," he explained. He did not disclose sales or profit figures. David Silverman, editor of Sound & Communications magazine, a trade publication for installers of commercial audio-visual equipment, said he anticipates that there will be a lag for commercial installers because many corporate clients signed contracts and began work on large-scale projects before the economic downturn began. The first signs of a decline may come from the religious institutions, which have provided nearly 25 percent of the industry's income, because their income is tied to the consumer segment. "We will see a slowdown because the collection plate won't have as much money in it," Silverman said. Cathy Mrosko of the National Systems Contractors Association said her Cedar Rapids, Iowa-based industry group is feeling optimistic about the economy, but worries that the credit crunch may effect how much clients can spend. She said the three hottest growth areas for this field are security, digital signage and mass notification. Growing up in Livingston, Dalakian learned how to run a busines by watching his parents operate multiple dry-cleaning stores throughout North Jersey. He started his own business in high school, installing car stereos to earn extra money. He eventually taught himself how to install commercial sound systems while in college. "My high school electronics teacher had a big influence on me, but it was really trial and error," Dalakian said. His first business venture after high school was working as a mobile disc jockey. "I learned to buy equipment and set it up. Then it would break down and I would have to fix it," he recalled. "There's no better way to learn than when you're at a party with 500 people and the equipment breaks down." Dalakian pursued a communications degree at Seton Hall University, hoping for a career as a movie director. Instead, he built several related audio-visual companies while he and his wife, Cindy, were raising their two sons in West Orange. He sold the companies in 1998 and moved to Colts Neck that same year. "The key to my success is my wife and children," he said. "My family allows me the flexibility to succeed not only in business but with my community service." After working as a consultant for a few years, Dalakian started CSAV from his home office in 2001. He partnered with his son's music teacher, Bob Leibner, and moved the business office to the back of Leibner's store, Colts Neck Custom Shop, on Route 34. "That's when the company starting taking off," Dalakian said, noting that the business employs six full-time technicians and took on a junior partner, Shy Feliciano, last year. Dalakian, 48, and a small crew of technicians recently upgraded the sound system in the Colts Neck High School auditorium. They replaced the mixing console, repaired the stage lighting and automated the sound system so it would be more user-friendly for school productions and presentations. The project cost $12,872, school officials said. "I am thrilled," Jack Maniaci, the school's music director, said last week. He noted that students had trouble operating the outdated equipment they had to run their plays. "It'll make a huge difference." Dalakian said he provides on-the-job training to his workers and they take courses while serving as apprentices. Many have backgrounds that include an electronics trade school or music production. "There's no specific school that teaches what we do," he said. Much can be learned, however, from two of the largest manufacturers of audio-visual equipment. They require that those who sell or install their products take certification courses. "It's a good area for people to learn," he said. "I think it's a great business. It's a lot of fun." To see more of the Asbury Park Press, or to subscribe to the newspaper, go to http://www.app.com Copyright (c) 2008, Asbury Park Press, N.J. Distributed by McClatchy-Tribune Information Services. For reprints, email [email protected], call 800-374-7985 or 847-635-6550, send a fax to 847-635-6968, or write to The Permissions Group Inc., 1247 Milwaukee Ave., Suite 303, Glenview, IL 60025, USA. [ Back To TMCnet.com's Homepage ]