If you read my October column, it was probably the first you have heard of using films applied to glass to create a rear projection video screen, or even an interactive touch screen digital display. (See www.sdgmag.com/article/inside-scoop-behind-screen) It’s an intriguing idea, with many possible applications, but if you haven’t already invested hours into research and networking, you are probably wondering how this technology relates to you and your sign shop.

 

It’s not likely that customers will be beating down your door demanding video on their windows, but if you set up a demo in your showroom and start looking for appropriate situations to offer it as an option, you know the business will come. Once you have one system installed in your local mall or downtown storefront, it’s the sort of thing that will turn heads and have people asking, “Where did you get that?”

 

Of course, there is much more to it than just slapping some film on the window and pointing a projector at it. You must develop working relationships with audio/visual system installers, programmers and content providers to offer a complete package to potential customers. If you are already familiar with electronic digital sign systems, this can be an alternative to plasma screen or monitor-based systems. If you have the trained staff and network in place, you may find that in certain situations it is far more cost-effective to use one of the etched vinyl or window tint films for the screen, with acceptable image quality for the end user.

 

If you are hesitant about jumping into the electronic digital market, partnering with one of the two main rear projection screen distributors will give you the support of their experience and a network of service partners to work with. Even if you already have your staff trained and your support network in place, it is probably worth the investment to become part of an established network as a dealer and benefit from the promised referrals.

 

Spyeglass is a Master Distributor of 3M and Plexiglas projection screens and films, and regional distributor of 3M’s digital signage software. They are accepting applications from companies that want to develop the capability to design, sell and support digital signage systems throughout the world. They offer access to their reseller network on three tier levels, plus a separate level for OEM partners. Resellers may also apply to become a part of their Service Partner Network. All Resellers except Tier III must purchase a demo kit before being approved to resell Spyeglass products. Demo kits range from $700 for a set of sample screen materials and a CD of sales content in a storage case to $5,500 for screen materials including touch screen, a PC loaded with software, Hi-Def projector, mouse, keyboard and two hours phone support. All Dealers receive an Interactive Demo/Sales Software package ($25,000 value) that provides full technical information as well as a variety of sales and marketing assets. Spyeglass also offers custom content design and digital signage network creation and management (ala cart or turn key solutions available) Up to 3 free screen samples can be requested per company.

 

These photos were taken with the same paused movie scene from the same distance and location for each material, with the projector pointed directly at the camera to show the most intense hot spot for comparison. As you can see, there are differences in image quality, contrast, color accuracy and hot spot reduction between the materials, but depending on the needs of your client, there are many options available to fit the demands of their image and their budget.

Tier III resellers have a specific skill-set or presence in a certain geographic area, but are unable to implement a full Spyeglass system on their own. The application process consists of a one-page form, and reseller status will be confirmed upon placement of the first order. If needed, a demo kit can be rented if the reseller pays shipping both ways.

 

Tier II resellers can offer more complete design, integration and installation services and have knowledge of A/V and digital signage deployment. Purchase of a demo kit is required, but the cost is often offset by the increased profit margin Tier II resellers receive.

 

Tier I resellers have extensive experience with rear projection and digital signage, as well as offering systems engineering, implementation, service, training, and support.

 

OEM Partners want to buy Spyeglass products and films on a commodity basis and incorporate them into full systems or products. These companies must prove that they can move large volumes of product with little or no assistance.

 

The Service Partner Network offers installation and service resources nationwide. Companies may become authorized in one or more service categories, as a Film Installation Partner, A/V Installation Partner, Digital Signage Partner or Content Creation Partner. The application consists of a one-page form, which is reviewed by staff and either approved or recommended for training. Once the service partner has completed a few successful installations, they are added to the referral network backed by the Spyeglass guarantee including replacement materials in the event of failure. Installation kits are available for purchase.

 

All Authorized Service Partners are featured on the Spyeglass dealer website and receive an authorized badge for their own website and marketing materials. They receive warranty support from Spyeglass, and referrals for the services they offer. All Partners must either complete a training program or receive approval from Spyeglass, and agree to operate within the rules of the service network. 

 

Spyeglass offers films and rigid screens ranging from virtually see-through to almost black, which focus the projected light while absorbing ambient light to provide superior contrast, 180 degree off-axis viewing, hot spot reduction and accurate color reproduction. Some films are compatible with short-throw projectors to allow use in restricted spaces. Touch foil and touch screens are available, as well as Bezel frames. Since publication of the previous article, they have expanded their product line to include 60" rolls of SpyeGrey, SpyeFrost and SpyeClear.

 

Engineering consultation is available at an hourly rate, and with the sale of materials, each project gets one hour free consultation. Resellers and Service Partners can call to get assistance on potential projects, to ensure that the system is designed properly for the specific situation. Technicians are available to come to your jobsite and train your staff for the cost of airfare and an on-site fee. Overall, Spyeglass offers the most complete package of materials, network and support, but at a premium price.

 

Screen Solutions designs manufactures and sells digital display solutions to retail, manufacturing, institutional, government, commercial, military buyers, and private individuals in all types of industries. Their warehouse, production and office space is located in Roseville, Calif., with a new office planned to open soon in Florida. 

 

They offer projection screens and films, projectors, projector enclosures, digital signage controllers, interactive touch screens, tables and kiosks, P.O.P. solutions, software development, framing solutions and custom fabrication to provide a complete package.

 

Screen Solutions makes it easy to become a dealer, with free samples, dealer application and credit application forms, credit card payment authorization and resale certificate documents available on their website. They offer their dealers ongoing support and assistance to help them sell projection products successfully, and guarantee that stock materials will ship within 1-3 days of order. Their dealer network is less formal, with the minimum requirement being that a company must have resale certification and fill out all of the necessary paperwork. All dealers receive the same discount, unless they turn over enough volume to reach distribution level. When an end-user inquires about projection screen systems, they are referred to the nearest dealer in their area.

 

If you need a referral for AV installation and programming, Screen Solutions will put you in touch with a service provider in your area. If your client needs video content and you are not prepared to provide it, Screen Solutions will refer you to Vision 3 in Indianapolis, which is an Interactive Creative Agency of forward-thinking designers and programmers who create effective interactive experiences for your clients. Check them out at www.vision3creative.com and www.v3touch.com.

 

Every time a projection system is designed utilizing Screen Solutions materials, first-time customers or dealers can ask for free consultation from the design team to ensure that the space available is appropriate for rear projection, and to choose the best combination of materials for the job. They hold a Road Show once a year in Sacramento, where the systems are demonstrated and hands-on training is offered to potential dealers. In 2011, this program will be expanded to six times per year in major cities across the U.S., so keep an eye on their website for upcoming dates.

 

To ensure proper installation and setup for your first commercial client, a dealer can hire an SSI technician to come to your jobsite and train your staff for the cost of airfare and an on-site fee. The total cost will depend on the distance and complexity of the job, but it would be the most valuable investment a new dealer could make to become familiar with all aspects of installation and implementation.

 

Demo kits are available, priced and built to the requirements of each dealer. Free 8.5" x 10" material samples are always available, and special pricing is offered for larger film samples, including touch screen. Projector systems are available at wholesale prices, and they offer a Mobile Presenter Kit with a tri-fold screen frame and samples of all three rigid screens, plus one touch screen upon request. A customizable DVD containing photos of showcase installations is available.

 

Overall, Screen Solutions offers a less developed support network, but at a more affordable price.

 

Though many of the etched vinyl and window tint films on the market can be used as rear projection screens, they are not designed for this purpose, and the manufacturers are largely unaware of this application of their products. Therefore, if you choose to use one of these far less expensive materials, you will not receive any support or networking assistance from the distributors. Though it will require much more effort and a steeper learning curve, it is possible to put together an acceptable projection system at significantly lower cost. It is up to you to assess your own capabilities and decide whether you want to explore the world of dynamic digital rear projection screens. This might just be part of the next trend in signage, which you will ignore at your own peril. Don’t get left standing out in the street, wishing you were behind the screen.