The Integration Conversation

What's the difference between running a hobby and running a real business? According to financial management expert Leslie Shiner, it comes down to whether you're actually looking at your numbers.

In this episode of The Integration Conversation, CEDIA's VP of Education and Training Paul Dolenc sits down with Leslie Shiner, owner of The Shiner Group and longtime CEDIA fellow, to talk about what separates integrators who thrive from those who just stay busy. Leslie breaks down why revenue is for vanity, profit is for sanity, and cash flow is for reality and why so many integrators are quietly losing money even as their sales grow.

In this episode we cover:

• Why customer deposits aren't income (and why that mistake sinks companies)
• How the shift from equipment markups to labor-based revenue changed the industry
• The "busy equals scrambling" trap, and how to avoid it
• Why gross margin is the one number every owner should track monthly
• Leslie's case for raising your rates when business is good
• How money challenges compare across global markets
• Where to catch Leslie's workshops in the Netherlands, Belgium, and the UK this fall

Whether you're just starting out or have been running your business for decades, this conversation is a practical reminder that technical skill alone won't keep the lights on. The numbers will.

Register for one of Leslie's international workshops: https://my.cedia.org/Connection/Calendar-of-Events?utm_source=Podcast&utm_medium=Organic+Social&utm_campaign=Finance+Workshops

What's the US smart home market really worth, and where's the growth coming from? In this episode of The Integration Conversation, host James Bliss sits down with Ryan Bardach, CEDIA's Director of Research, and Eric Voyer, Director at the Farnsworth Group, to break down the findings of CEDIA's newest US Professional Market Analysis. They dig into the eye-opening headline number (an estimated $33.8 billion market), why larger firms are capturing an outsized share of that revenue, and why 77% of integrators expect their business to grow in the next 12 months, even against a backdrop of inflation, tariffs, and economic uncertainty. The conversation also covers how AI is already reshaping day-to-day operations for integrators, why staffing has become the industry's top challenge, and what the data reveals about the gap between integrators and non-integrators installing smart home technology. Plus, a preview of the new housing data included in this year's report and why it matters for anyone making business decisions in this space. The full US Professional Market Analysis report drops September 16 and will be available on the CEDIA store. Get your copy of the US Market Research Report: https://my.cedia.org/Shop/Product-Catalog/Product-Details?productid=%7B74615DA0-6095-F111-8076-6045BDF08185%7D&utm_source=YouTubeSpotify&utm_medium=Podcast&utm_campaign=US+Market+Research

CEDIA Expo 2026 is almost here, and Rich Green & Michael Heiss are back with their pre-show rundown! These CEDIA legends break down everything you need to see, hear, and do at CEDIA Expo in Denver from AI's real impact on our industry, the future of distributed vs. streaming audio, power management money-makers to luxury AV trends, and a full rundown of their can't-miss sessions (Pregame Show, WTF Acronyms, EV Charging, Future Technologies, and more). Get the inside scoop before you hit the road to meet us in Denver.

Register for CEDIA Expo: https://cediaexpo.com/about-the-show-cedia-ppc-linkedin/

Check out the CEDIA Education Conference Schedule: https://cediaexpo.com/education/schedule/?utm_campaign=47349079-CED261_ATT_CEDIAAssociation_Email&utm_source=email&utm_medium=Email&utm_term=CEDIAAssociation

CEDIA Expo 2026 is almost here, and this episode has the inside scoop on the education conference attendees can take advantage of. Mitch Klein talks with audio calibrator Jeff Mery (Bison HTA) and Shawn Hansson (Logic Integration) about the hands-on RP32 workshop, a follow-up to RP22 focused on verifying real-world system performance, plus Shawn's sessions on scaling a business and breaking into commercial work. They also talk AI, cybersecurity, power management, and why relationships built at CEDIA outlast any single product cycle. If you're still building your conference schedule, start here.

In this episode, Imogen Dent is joined by interior design writer and author Kate Watson-Smyth and Pip Evans with NV Integration to explore the relationship between design and technology and why collaboration between designers and integrators is essential for creating better homes.

From hidden speakers and circadian lighting to common misconceptions about smart homes, the conversation unpacks how technology can enhance everyday living without compromising aesthetics. Kate shares her fresh perspective after attending her first technology trade show, while Pip offers practical advice on making smart home solutions more approachable, understandable, and valuable for homeowners.

Together, they discuss why smart home technology isn't just for luxury properties, the importance of involving integrators early in a project, and how great design and great technology work best when they're planned as one seamless experience.

Recorded live at CEDIA's California Tech + Busines Summit, this episode dives headfirst into the rapidly evolving world of high-end display technology and what it means for integrators looking to stay ahead of the curve. Experts from Samsung, Sony, LG, and Barco come together to unpack the real differences between OLED, MicroLED, Micro RGB, projection, and direct-view LED — and explain how each technology fits into today's luxury residential projects.

From dedicated home theaters and media rooms to gaming setups, art displays, and indoor-outdoor living spaces, the panel explores how to select the right display solution for the right environment while delivering exceptional client experiences. The conversation also tackles the business side of next-generation video: how to position premium products, educate customers without overwhelming them, avoid common pitfalls, and turn emerging display technologies into profitable opportunities.

If you are trying to make sense of the future of display technology, or looking for practical insights you can apply to your projects right now, this discussion offers a candid look at where the industry is heading next.

What happens when great design meets rapidly evolving technology? In this episode, Rina Patel of Vastu Interiors and Josh Harvey of Barton Automation sit down to unpack the real relationship between designers and integrators and why collaboration is no longer optional.

From future-proofing homes to navigating fast-moving tech trends, they explore how to create spaces that are both timeless and technically adaptable. The conversation dives into real-world challenges like integrating tech into design-led spaces, staying ahead of innovation, and avoiding the "obvious" solutions in favor of smarter, more creative ones.

If you've ever wondered how to balance aesthetics with performance or how designers and integrators can actually work better together, this one's worth your time.

In the relaunch of CEDIA's Podcast, The Integration Conversation, Daryl Friedman sits down with CEDIA Chairperson Amanda Wildman to talk advocacy, leadership, and what it really takes to grow the integration industry.

From hands-on beginnings in the field to shaping conversations on Capitol Hill, Amanda shares how advocacy goes far beyond policy by impacting workforce development, design-build relationships, and the future of the trade.

They also dive into the importance of mentorship, attracting new talent, and why telling our industry's story has never mattered more.

This episode of The CEDIA Podcast is sponsored by DALI.

Jeff Hayward speaks with Alex Foxon and Michael Munch from DALI, a renowned loudspeaker manufacturer with over four decades of history. Alex shares the origin story of DALI, detailing how founder Peter Lyngdorf's vision transformed from a small Hi-Fi retail company in Denmark to a globally recognized brand. The conversation highlights key milestones in Dali's evolution, including the introduction of innovative products, which established the brand's reputation in the high-end audio market.

This episode of the CEDIA Podcast is sponsored by Marvin.

In this conversation, Mitch Klein, CEDIA's VP of Business Development, and Jim Flaherty, Director of the Modern Business Team at Marvin, discusses the company's foray into the connected home market, focusing on smart windows and their integration into home automation systems. He emphasizes the importance of partnerships with integrators and architects to enhance the homeowner experience. The discussion covers the technology behind connected windows, the benefits of automation, and the collaborative efforts needed to bring these innovations to market. Jim also shares insights on real-world applications and the future of connected home solutions.