Architects want to have access to technical expertise as early in a project as possible. But some architects are reticent to bring in an AV integrator too soon.
Danny Forster, an architect and host of the “Build It Bigger” television series, recently addressed this issue in his keynote address at Crestron Masters 2019.
An article by Tom LeBlanc on CEPro.com outlined some of Forster’s reasons that integrators may find it difficult to get to architects early in a project:
- They want expertise but fear there will be a sales pitch
- Instead of a focus on client needs they get a “needs assessment;
- There is too much technical jargon and detail too early
- There is a tendency to focus on selling a product, not developing a solution.
Draper has a dedicated sales team calling on architects, and we have learned how to work with them at all stages of a project to provide what they need. Here are a few ways we can help you become an important partner for architects:
Experience
Relationships with architects are built on trust. Draper has been working alongside architects for decades. Our regional sales managers are available to meet with architects to discuss project needs, provide lunch-and-learn training sessions, and support the AV integration needs from the very beginning.
Documentation
Providing in-depth and easily accessible documentation saves architects time and money. They will find Draper specifications included in services like AVITRU (formerly ARCOM). We also offer tools to build a custom spec for your project and we have SpecWizards for our most popular electric projection screens at ARCAT.
We also provide 2-D CAD files and BIM objects for most of our screens, lifts, and shades. Our BIM objects were developed by AutoDesk partners and put through quality and accuracy checks before being made available. MasterFormat specifications, BIM objects, and CAD files are available on Draper’s online product pages.
AIA Classes
Lunch and learns are a good way to gain facetime with architects. Draper’s PS301—Updated Projection Science provides a clear understanding of factors to consider in selecting or specifying a projection screen. The course covers several topics, including:
- Viewing categories that conform to standardized ANSI/INFOCOMM 3M-2011
- Appropriate screen size and format
- Screen tint and how it helps in certain lighting conditions
- Reflectivity of different screen surface types
- Ambient light rejecting screen surfaces
PS 301 earns 1 AIA Learning Unit.
We also offer Present an Experience—Using Projection Properly, which is good for 1 renewal unit/CST learning unit.
Contact your Draper representative to learn more and schedule an in-person class.
Custom Design Support
Sometimes there isn’t a pre-fab solution for what the architect and their client want to achieve. Draper’s custom AV solutions teams will work with you from project conception to develop a custom design that will integrate into the overall vision.
Photos and Case Studies
It’s helpful to see a product in context and in action. Draper offers a variety of case studies on our website. Each product page features photos, and our architectural sales managers can share portfolios with large photos and project information. Click here to locate the architectural sales manager for your area to schedule an appointment.
To read Tom LeBlanc’s article on why some architects might be hesitant to meet with AV integrators, click here.
