Racks Basic Training

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Racks Basic Training

• Hyman Peller Raxxess Jim Hofman

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• Overview
• History status
• Rack dims definitions
• Line review racks accessories
• Rack markets buying decisions
• Competition selling
• Rack building exercise

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• Raxxess Acquisition Update
• June 1 acquisition date
• Hyman Peller joined Milestone
• Assembly moved from NJ to MN
• Currently recruiting for Product Manager

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• Raxxess Company History
• Raxxess was founded in December of 1989.
• Started the company with a check for 30,000 to a
  local sheet metal shop and utilized experience
  from working for Mid Atlantic to build a line.
  Packaged the parts for hanging on slat wall,
  labeled and priced them for retail and started
  selling to the music business through independent
  reps. (The music business is defined as retail
  music stores and pro audio. Pro audio was
  limited to recording equipment and audio for
  bands and touring production applications. )
• Raxxess made some headway into the market but
  soon realized that as the commercial market grew
  reps were being pulled in another direction.
  Those customers were not going to buy from
  Raxxess if we didnt have a full line to sell.
  The company didnt sell any commercial racks at
  the time but realized they were required in the
  line if we were to get attention. So Raxxess
  jumped into the commercial market.
• Middle Atlantic, Atlas and Lowell were formidable
  competitors and they remain so. A few years in,
  Raxxess realized they were a me too competitor
  without being innovative or offering anything new
  to the market. The company began focusing on
  product development and introduced some very
  innovative and sought after products including
  the Converta racks, roll top desks and rotating
  racks.
• Our competitors soon began emulating us, which
  gave us serious credibility in the market.
• Raxxess entered the custom install market a few
  years ago, but frankly, time and money limited
  out efforts. Quickly discovered that the same
  products that sell into one market tend to sell
  into the others.

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• Paterson, NJ
• Facility

Hofmans Grandfather Buried Here
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(No Transcript)
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Savage rack production
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• Rack Dimensions
• Three are critical
• 10-32
• 1.75 inches
• 19.125 inches.
• Why?

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• Rack Vocabulary
• Rack Space / Rack Unit / RU - Rack rail is
  measured in EIA standard rack space increments
  allowing easy equipment alignment. One rack unit,
  or RU, has three holes spaced at 1.75 centers.
• Rack Rail Mounting rail with holes every 1.75.
  Two rack rails are aligned vertically in each
  rack. 19.125 horizontal hole distance in a rack
  (or new construction or millwork).
• Rack Mountable Any equipment made to mount on
  opposing rack rails.
• Rack Ears Either integral face plate with
  holes, or optional flanges that mount to the side
  of the equipment that attach to rack rail.
• Rack screws 10-32 Machine screws used to attach
  rack mount equipment. Some video racks use 12-24
  tapped holes and screws.

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• Typical Rack Dimension Matrix

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• Initial Rack Line

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• Rack Anatomy - KAR

• Welded, 16-gauge cold-rolled steel construction.
• Fully adjustable front rack rail with optional
  rear rail kits also available.
• 16-gauge steel rack rail supports are punched
  with 1/4" holes for cable tie off points.
• Available in outside depths of 22" and 28",
  accommodating equipment up to 20" and 25"
  respectively.
• Removable conduit knockout panels at both the top
  and bottom rear of the enclosure.
• Additional knockouts are located on each side of
  the rack for passing cable directly through and
  allowing racks to be ganged.
• A unique cable strain-relief furrow is located in
  the bottom pan of the rack, as are punched holes
  to accommodate optional casters without the use
  of a costly caster base.
• Sides, top and bottom have venting slots to
  ensure adequate cooling.

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• Rack Anatomy - SKR

• Constructed of four pieces of 11-gauge steel rack
  rail, cut to any length.
• Top and bottom pan are constructed of 16-gauge
  cold rolled steel.
• Assembles in less than five minutes.
• Optional side panels are available (12, 24 and 42
  spaces) in either 16-gauge steel with a black
  powder coat finish.
• Available in 20, 26 or 30" depths.
• Skeleton Racks" are so named because of a "Bare
  Bones" approach to racking audio equipment.

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• Rack Anatomy - SWR

• Re-designed with ease of installation, security
  and structural integrity in mind.
• Back pan is reinforced at the hanging points to
  minimize the possibility of tear-out.
• Welded stiles and rails eliminate cabinet
  distortion while an extended bottom lip provides
  support for the center section during
  installation and use.
• Center section pivots on alloy steel socket pins,
  that thread into weld nuts on the cabinet.
• Pins aid during installation making it possible
  for one person to install the rack with just the
  use of a hex key.
• Rack is equipped with fully adjustable, 11-gauge
  rack rail, ventilated sides, and a variety of
  conduit knockouts in the top and bottom.
• There are abundant tie-off points throughout the
  rack.
• Keyed locks are standard between the rear and
  center sections, and between the center and the
  optional front door.
• Can be set up so that both the center section and
  door can swing left or right.
• Locking security rod can be added as an option
  for additional security.
• Shown with optional locking rod and optional
  front door.

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• Rack Anatomy - WMK

• Compact audio enclosures for smaller
  installations.
• Constructed of 16-gauge steel.
• Finished in durable black powder coat.
• Equipped with 11-gauge rack rail, WMK has conduit
  knockouts top and bottom and slotted sides for
  passive cooling.
• Key hole slots on the rear panel allow for secure
  attachment to wall.
• The WMK-10 utilizes a rear mounting pan with a
  laser knockout for cable passage.
• Mounting pan facilitates servicing equipment and
  uses a locking rod for rear rack security.
• Standard front locking door can swing from left
  or right and is 1-1/2" deep.
• WMK-10 is shown with rear mounting pan.

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• Rack Anatomy - ROTR

• Available in sizes from 8 to 24 rack spaces.
• Rack extends a full 20" from its frame and is
  then capable of rotating 90 degrees in either
  direction, allowing unobstructed access to
  components regardless of their depth.
• System locks in the closed position with security
  panel and screws provided.
• Easy and effective cable management system and
  8-space rear rack rail are included.
• The ROTR-XL version has an extended base designed
  to increase clearance when mounted behind cabinet
  doors.
• Perfect for installing in existing cabinetry or
  new millwork.

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• Rack Anatomy ROTR-HD

• Solidly constructed of 13-gauge cold rolled
  steel.
• Available in sizes up to 44 rack units.
• Weight capacity of 650 pounds properly
  distributed.
• Perfect for installations in walls, closets,
  cabinetry and custom millwork.
• Rack extends out on ball bearing sliders and
  rotates 90 degrees in either direction making
  access to the rear of installed equipment simple
  and safe.
• Rack frame locks in place when retracted or in
  service position, preventing any unintended
  motion.
• Factory height-adjusted extension truck bolts to
  the rack and supports the load in front of the
  cabinet opening to ensure stability.
• Articulating cable carriers allow for neat and
  organized cable storage.

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• Accessorizing Racks
• Thermal management integrated into rack structure
  or after market accessories.
• Doors, front or rear as needed.
• Solid
• Perforated, or see-thru side panels if applicable
• Plexiglas
• Locking, vented.

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• Accessorizing Racks
• Panels appropriate to specific application (
  filling space, ventilation, security, connectors)

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• Accessorizing Racks
• Casters and /or levelers if applicable
• Electrical power
• Cable management
• Grounding studs

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• Accessorizing Racks
• Drawers, shelves

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• Rack Markets
• In general, wherever electronic equipment needs
  to be mounted.
• Specifically commercial applications such as
  schools, houses of worship, arenas, airports,
  hotels, warehouses and retails stores. Also,
  home theater installations.
• Telecom and IT applications.
• Recording, both audio and video, touring and
  stage (mobile and fixed).

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• Customer Buying Decisions
• Decision to buy one type of rack over another is
  often based on
• Application
• Location (how much room)
• Quantity of units to be mounted
• Security issues
• Cost
• Aesthetics.

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• Competition
• Where we each stand
• Strengths
• Weaknesses
• Major market positions

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• Selling Racks
• Keep it simple - only two or three things are
  really critical in deciding which manufacturer's
  racks to use
• Can they deliver it on time and will it arrive in
  good condition (square and without dents)?
• The next element is you - and how you represent
  us.
• Our major competitors Middle Atlantic, Lowell
  and Atlas all deliver good quality racks.
• The feature sets may have minor differences, but
  none of the differences should stop the user from
  buying one over another.
• If we keep enough inventory to supply the
  customer with a good rack, if we pack and ship it
  properly and if you are the best salesman, we
  will make the sale.

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• New Mini-Catalog for CEDIA

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• Build-a-Rack Exercise
• Break into teams
• Review installation requirements
• Select components from catalog
• Build a rack based on requirements
• Present to group
• Review alternatives (no wrong answers!)

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• Build-a-Rack Exercise
• 1) Off of a small recreation room a couple has a
  hallway with a closet.  The hall is about 36
  inches wide with a small closet meant for a few
  coats.  The closet backs up to the garage.  They
  have their big screen in the recreation room but
  do not want to locate the electronics in that
  room and use more of that rooms space.  They
  would rather use the closet if possible.  The
  closet door is about 28 inches wide and 84 inches
  tall inside.  They have about 10 pieces of
  equipment that would amount to about 35 rack
  spaces.  What racks and accessories would they
  use?
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• 2) The arrangement we selected for the above
  couple works fine for a few years, but they have
  achieved some success in their lives and are 
  moving to larger digs.  The new place has a
  larger family room and a built in cabinet, almost
  wall to wall, thats on the wall where they want
  to locate their much larger screen.  The useable
  vertical space in this cabinet is 30 inches
  between the bottom shelf and the underside of the
  maple top.  They have added four more rack units
  of equipment.  Behind this cabinet is a utility
  room.  Which racks and accessories would you use?
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• 3) Ten years later the kids are gone.  One is in
  college and the other got married and took all
  the electronics for her own home.  Mom and Dad
  have hit the jackpot as he was a big Wall Street
  money guy in 1998.  They move to Chanhassen, MN
  and settle into a new 8,500 square foot home with
  a media room.  Dads a bit of a show off.  The
  media room has mahogany walls on four sides.  One
  wall is all custom mill work with carved doors
  covering beautiful closets on each side of where
  he wants to locate the screen.  They go out and
  buy a pile of AV equipment and he decides, not
  being a shy guy, that he wants the equipment to
  glow in the media room.  He loves the lights. 
  When his friends come over to watch the super
  bowl, he wants them to see them too (so he can
  tell them how much it costs).  How would you do
  the install to keep him happy?
• 4) After living with the lights a few years, his
  wife hates the set up.  She doesnt want the
  electronics anywhere in sight.   Move it please.

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• Build-a-Rack Exercise

Rear Door
Rack
Front Door