Tech America Forum on Winning New International Markets To Be Held Sept 15 in San Diego

TechAmerica, an organization representing over 1,000 technology companies, is sponsoring a panel discussion Sept. 15th in San Diego, CA to share information important to successfully expanding overseas business. Entitled "Winning New International Markets," topics to be addressed include:


•    How to tap into government resources to penetrate new markets overseas 
•    Strategies for protecting overseas territories against local competition
•    How a global perspective can help you win in domestic markets
•    Protecting intellectual property in foreign markets


The forum is being moderated by Tom Hansen of Hansen Marketing, and panelists include Carrie Brooks (U.S. Dept of Commerce), Turul Sengul (Principal, Nestatek LLC) Jorge Ramirez (Director of International Sales, HM Electronics Communication Systems Division and Craig Justice (founder of Alliance International and Director of Worldwide Sales for The HoverCam.) For additional information and registration, please contact Tech America.

Game Changer in Document Camera Industry: HoverCam X300

The HoverCam is a game changing document camera. What's a document camera, you ask? Do you remember the OJ Simpson trial when Judge Ito said, "Put it on the Elmo." It's a camera mounted on an arm used in courtrooms, classrooms, video conference rooms and meeting rooms to show large-screen, live images of documents and 3-D objects when connected to a projector. In many classrooms around the world these have replaced overhead projectors. Ten years ago, the products cost $2,000 and up and had trouble displaying text clearly when showing a full-sized document. But in recent years, the image quality has improved and prices have dropped to the $500 range for some models. Schools have been buying them by the thousands.

Fast forward to 2010. With the advancement of CMOS technology and a decrease in camera component costs, an innovative company based in San Diego, CA has brought to market a high-resolution document camera that sells for $199, which has Elmo and other document camera manufacturers (and their dealers) shaking their heads in disbelief. (Full disclosure: I found the HoverCam product so attractive and the company's CEO Ji Shen so intriguing that I'm consulting the company to assist it reach the next level.

About the HoverCam: it's a high resolution (true, 3-mega pixel) document camera and scanner with no competition in the $199 price range. The company's aim is one in every classroom. From what I observed at the ISTE education technology conference in Denver at the end of June, teachers were crowding around the booth and buying units from the show floor. "We're now seeing large follow-on orders from schools," said Mr. Shen. For all the schools and districts that haven’t been able to purchase document cameras in the past the HoverCam presents an opportunity.

The technology involves a 3-mega pixel CMOS, USB camera. The camera is HD 720p compatible, so the images are surprisingly clear. (An example taken with the camera is an image of the New York Times at left.) Power is supplied by the USB cable (i.e., no separate power cord required which is convenient). The HoverCam must be connected to a computer to be used. It’s Mac & PC compatible. Each unit is also a scanner. A key to the HoverCam's appeal is proprietary software which allows the user to easily zoom, switch resolutions, switch between “presentation” mode and “scanning” mode and allow one touch recording of voice & video.

In addition to the $199 X300 product, Pathway Innovations & Technologies, Inc. (maker of the HoverCam) has also designed two higher price, higher value-added products. One is the Kudos 3 ($259) , which incorporates 2 cameras and allows picture-in-picture viewing and “head shots.” Kudos is ideal for use as a webcam with Skype, distance learning applications and recording videos with a talking head inserted inside the document image. The other product is the X500 ($279), which is a 5-megapixel scanning camera. According to Mr. Shen, this unit has fantastic image quality and is great for scanning (because of the very high resolution). He said some schools are also buying it as a “document camera” – although in the case of the 5-megapixel camera, the refresh rate is relatively slow at less than 10 frames/sec (whereas the X300 with the 3-megapixel camera has a “fast” refresh rate so live images are smooth).

Mr. Shen says he dreams of designing a "consumer version" of a document camera for the masses that he calls an "office camera" or "OfficeCam." Although he won't disclose any details publicly at this time, except to say that his company will make an announcement at the 2011 CES Consumer Electronics Show and that the OfficeCam device will incorporate the multiple funtions of scanning, presenting, video conferencing and more into one unit.

In summary, the HoverCam X300 key specifications are: high-resolution document camera, USB 2.0 with UVC, portable, 2lbs., UXGA resolution, active pixels 1,600 H X 1,200 V, 720p High Definition video and audio recording, built-in microphone, image capture, built-in lighting, 0-360 degree image rotation, 2X digital zoom, image scanning, contrast control, brightness control, adjustable resolution from 640 X 480 to 2,000 X 1,600, Mac & PC compatible, 25 frames/sec refresh rate in VGA mode and 12 frames/sec in 720p high definition video mode.

Voice of Civil Discourse for 35 Years: City Club of San Diego

The City Club of San Diego celebrated 35 years of fostering a "Dialogue of Democracy" yesterday evening with a tribute to its founder George Mitrovich and a concert by John McDermott held at Point Loma Nazarene University. Paying tribute to Mr. Mitrovich were Judge Stephen Reinhardt (U.S. Court of Appeals 9th Circuit), Richard Reeves (the Presidential Biographer and former New York Times correspondent) Leon Williams (retired member of the San Diego City Council and the County Board of Supervisors) and Bob Brower (the university's president) each of whom credited the organization for being much needed voice promoting civil discourse during controversial times.

Mr. McDermott shared poignant, personal stories from old and new worlds dealing with war, immigration and family life framed by moving ballads accompanied by harmonists Jason Fowler and Brian MacMillan on acoustic guitars.

"The City Club has gained national standing due to its ability to conduct open discussions of local, national, and international issues," according to Vice President Joseph Biden. "Public figures from all across the country and the world have come to speak at City Club events, proving that it's one of the finest public forum organizations around. By engaging the public in civil discourse, The City Club has been able to further improve society by getting people to think about the real issues -- the ones that will greatly affect our future," stated the Vice President in a letter to the group.

A high school social studies teacher at the concert said he attended a City Club sponsored discussion on Health Care Reform last year that attracted a boisterous crowd from both sides of the political spectrum. "I was impressed with George's ability to keep the audience under control," he said of Mr. Mitrovich's charisma and oratorical skills.

The next City Club event is scheduled for Sept. 14th, a luncheon with Jack Conway, Kentucky Attorney General and candidate for the U.S. Senate. On October 23, City Club is sponsoring a talk by Joe Matthews with a focus on California's troubles: "California Crack Up: How Reform Broke the Golden State and How We Can Fix It."

For additional information, the organization's website is www.cityclubofsandiego.com

George Mitrovich

Bill Walton's Got His Game Back

What a long strange trip it’s been, and to hear Bill Walton recount the adventure, he recites it in prose, as a poet from the beatnik era, with quotes from Bob Dylan, The Grateful Dead, Neil Young. What a long strange trip it’s been. From high school standout, to UCLA basketball star to MVP of the NBA, able to give that car to his father as he vowed he would as a kid. From the thrill of victory, to the agony of crippling back pain, not able to get out of bed, ready to throw in the towel, no desire for the next game, with thoughts of leaping from the fatal heights of San Diego’s Coronado bridge. Then, the miracle of surgery that stitched his back together, then mobility in a wheel chair, to a walker, to a cane, and now, playing the next game, helping amputees play sports, helping others get ready for their next game. Bill Walton’s got his game back. What a long strange trip it’s been. Can you believe he was a stutterer, and now as he speaks to the San Diego Software Industry Council, he warns it’s almost impossible to stop once he starts talking. The one thing that stops him this evening is a Grateful Dead reunion concert, which he will not miss, “Driving that train….”

Here are some takeaways from the evening’s talk. Walton invokes the teachings of John Wooden, including the pyramid of success (poise, confidence, condition, skill, team spirit, self-control, alertness, initiative, intentness, industriousness, friendship, loyalty, cooperation, enthusiasm) and "failing to have a plan is planning to fail." The importance of how you put on your socks (Wooden’s first lesson to new recruits to avoid blisters). The fundamentals of life, drilled into him from Wooden, and how those may have saved Walton when he needed something to hang on to. Wooden never had set plays; he never called timeout. He drilled, drilled, drilled, prepared, prepared, prepared, then let the young men play their game. (Lesson: If you’re a manager, train your people and let them do their job.) If you're not the biggest, think how you can use balance and quickness to your advantage. And last, the telephone calls from Walton’s closest friend during his dark times, with the reassuring message that “you can make it.” (Lesson: If you have a friend who’s down, calling is appreciated.) “The important things are health and family,” says Walton. “Everything else is just stuff.”

5 Minutes With Leo Lee, Founder of "Leadership Builder"

(Leo Lee is the founder of Leadership Builder, a non-profit group based in San Diego, CA whose mission is to develop leadership skills among its members. The organization sponsors bi-monthly networking events with featured speakers. Below are excerpts from an interview with Mr. Lee in April, 2010.)

What purpose does your group serve that is not met by other organizations?

Mr. Lee: The group is a networking group for mid-level executives that focuses on leadership development to help members become better leaders to achieve a positive impact on their working environment.

What's your vision for the group?

Mr. Lee: Helping managers create a good working environment where people are engaged, respected, encouraged and excel.

What's the biggest obstacle you face in achieving the goals?

Mr. Lee: Transforming people. We're trying to change managers from a technical focus to a leadership focus. Leadership is not reserved exclusively for a few charismatic men and women. It is about you and me bringing forth the best from ourselves and others. When the leader in everyone is liberated extraordinary achievement happens.

What's the most interesting or surprising thing you've seen from your involvement with the group?

Mr. Lee: At our last meeting, a number of community leaders and company executives attended. What surprised me was the whole senior management team from one company attended. The CEO, the CFO and the COO. That was an encouraging sign about the value of our program.

Tell us something unusual about yourself.

Mr. Lee: I'm a trained scientist. I used to compete in the annual ballroom dancing competition in Las Vegas with 5 other couples and performed at charity events.

(The next meeting of the group is June 15 and will feature Greg Lucier, CEO of Life Technology, speaking on "Developing Executive Leadership: What It Takes to Take the Lead.")

Management Wisdom From Ken Blanchard & Garry Ridge: "You Have to Have Heart"

Management guru Ken Blanchard and Garry Ridge, President & CEO of WD-40 Corporation, who teamed together to write Helping People Win at Work, shared some of their management wisdom to a leadership forum in San Diego on Thursday evening. Reflecting on the recession's dark times, Blanchard advised the audience, "As the leader you need to be the bearer of hope."

According to Ridge, at most companies only 29% of the staff are engaged in their work. Observed Blanchard, "Without your people, you're nothing." Blanchard said he'd like to see a "Fortunate 500" list off of companies that are financially sound, have a great relationship with their people and care for the community.

Blanchard recalled the darkest times of the recession at his own company as demand for consulting services dropped in 2008. The company met with employees to look for ways to reduce expenses without layoffs. "You have to view your people as your business partner," Blanchard said, noting that a good leader has to be a "servant leader." On this Maundy Thursday evening, the night Jesus washed his apostles' feet, Blanchard said Jesus was an example of a servant leader.

"None of us is as smart as all of us," said Blanchard, noting that subordinate staff are capable of coming up with better ideas than the boss, adding that he enjoyed watching the new TV show "Undercover Boss."

"There are a lot of CEOs out there with no guts," Blanchard said. "You have to have heart." He acknowledged there may be a time when a reduction in force is necessary; if so, it should only be done once (as Machiavelli advised) and the CEO needs to wrap his or her arms around those who remain.

Blanchard said he's the "Chief Spiritual Officer" of The Ken Blanchard Companies and leaves a three-part daily message for his employees:

1) Who to pray for. Blanchard said he believes in the power of prayer and he'll remind his staff to pray for sick and recovering employees.

2) Praise for someone. Blanchard said it's important to accent the positive and to reinforce the power of positive thinking.

3) Inspirational message, sharing with others something he learned.

On the power of positive thinking, Blanchard recalled at a golf school the predictable results when a student hit the ball into a bunker and said, "I can't hit it out of the sand." He suggested with practice and a positive attitude of "I love sand traps!" that a golfer can learn to hit good shots from the bunker. It's the same way when you tell people "they're fabulous" and when you greet someone as if they're the most important person in the world. Positive reinforcement is more effective than negative.

At WD-40, Ridge said the company refers to employees as "the tribe" which implies continuity. He outlined an effective way of doing "performance evaluations" by having each tribe member write down what they do and reviewing the list monthly with their manager. That way, there are never any surprises, and people understand what they need to do. "As a manager, my job is to help you get an A, not to grade your paper," Ridge said.

WD-40, the maker of lubricants, Lava Soap and a dozen other products, also avoided layoffs during the recession and has positioned itself for one of its strongest years ever. In stark contrast to the average company, Ridge said 93% of the WD-40 tribe are "engaged" and passionate about their work and 99% say "I'm treated with respect and dignity."

The speakers suggested those interested in studying leadership could attend a monthly public lecture at the University of San Diego School of Business or consider enrolling in the Master of Science in Executive Leadership (MSEL) program, which uses a curriculum developed by The Ken Blanchard Companies. Ridge was one of the first graduates of the MSEL program 10 years ago and several WD-40 tribe members have attended for continuing education. "The program changes lives," said Blanchard.

The discussion was sponsored by Leadership Builder, a non-profit organization dedicated to inspire, nurture and enhance members' leadership capacity to serve their family, organization, and communities, according to Leo Lee the group's founder.

"The essence of this book is," said Ridge holding up a copy of Helping People Win At Work, "Talk to your people." The WD-40 CEO suggested executives behave like the TV character Detective Columbo: "Always ask questions."

(Readers, what do you think: Is it a senior manager's role to lead with "heart" and "inspiration"? Or, to strictly manage processes, numbers and the bottom line?)

Internet Sales vs. Channel Sales

In recent discussions with channel managers and internet marketing managers I've heard divergent points of view I'd like to open to public debate. According to the rules of internet marketing driven by analytics everything must be measured and all marketing expenses must be justified. This is also true for off-line marketing but measurement is not as precise. The beauty of e-marketing is that all internet touches are traceable -- pay per click, on-line ads, e-mail campaigns, downloads -- except when prospects buy your product or service off-line after learning about it from an e-marketing campaign without indicating the source.

Purchasing on-line is convenient for consumers and individual corporate buyers, but what about larger sales? That's where proponents of channel marketing and the direct sales team argue sales agent involvement is necessary for closing enterprise deals. Critics of the channel say reseller sales reps are just order takers that undercut pricing and reduce the company's gross profit margin. Channel defenders argue that the trusted adviser of a good reseller has the ear of technology buyers and can extend the publisher's/manufacturer's reach, assisting the vendor accelerate sales. Does this sound like Republicans and Democrats arguing about public policy?

Below are some questions that arise. What are your thoughts?

* Is it appropriate to keep spending marketing dollars on internet campaigns to the point of negative returns (because the real sales resulting are greater than that measured since some customers purchase off-line)?

* How do you effectively enforce minimum advertised pricing by resellers? How do you enforce MAP pricing if you use distributors? Should resellers' sales prices be higher than the manufacturer's on-line price?

* Is it effective for a manufacturer to state it has the lowest on-line price to encourage customers to purchase direct from its website?

* If you have effective on-line sales, should resellers even be allowed to sell your product on-line? Should customers only be allowed to purchase on-line direct from the manufacturer/publisher?

* What is an appropriate balance between e-marketing and channel marketing?

* If you believe resellers are order takers, what's the lowest acceptable margin you can offer?

* If you believe resellers help you sell your product, what's an appropriate margin to provide to encourage them to sell your product?

* How do you measure the effectiveness of your channel marketing expenditures?

* How do you determine the indirect impact of a manufacturer's e-marketing activities on channel sales?

Of course the first response to all of those questions is, "It depends." In my opinion the internet marketing team, the direct sales team and the channel sales team working together have important roles to play. How does your organization balance the roles and the allocation of marketing resources between the three?