Sony Pixel Power calrec Sony

NAB 2019 Reflections: Adorama's John Kaloukian and Chris Dunne Emphasize a Client-Centric Approach

18/04/2019

NAB 2019 Reflections: Adorama's John Kaloukian and Chris Dunne Emphasize a Client-Centric Approach The company's revamped strategy focuses on vertical, including sports By Kristian Hernandez, Assistant Editor

Thursday, April 18, 2019 - 10:36 am

Print This Story

Story Highlights

For more than 35 years, Adorama Business Solutions has been serving the sports community with a wide array of products, services, consultation, and much more. As a corporation that specializes in multiple facets, the company is in an advantageous situation to have a long-lasting impact on the industry. At NAB 2019, John Kaloukian, SVP, sales, Adorama, and Chris Dunne, senior marketing manager, Adorama, offered SVG a look into the redesign of the company's business priorities, recent partnerships that are educating the next wave of live-event-production professionals, and how it is differentiating itself from a typical consumer-electronics provider.

How has your business model transformed to better align with the goals that Adorama wants to accomplish in the sports market?

JK: We are in year two of our three-year strategy that we put together. Adorama had a division for many years without an identity and purpose that did well at serving customers transactionally. [To solve this,] I brought my experience from working with Sony and the ability to focus on verticals. We started to develop our verticals, and one of them was sports. That allows us to focus on traditional markets that we serve pretty well while also diversifying ourselves.

One of the key aspects of our value proposition is consultative sales by managing one-on-one relationships. So, after putting a strategy together, we started hiring focused sales people that would develop relationships with clients. In the past, Adorama did specials every day with these email lists being created by a really good marketing group. [The lists] were being blasted to everyone and anyone who did business with the company. [After some time], we decided that we didn't want someone in sports to hear about something that had no relevance to him.

[Adorama owner/CEO Mendel Mendlowits] suppressed the B2B managed relationships that we have from that master machine. Chris was instrumental in developing relevant messaging. Now I have dedicated account managers involved in sports that are reaching out to clients, so, when the appropriate and relevant product comes along, we make sure it'll be a one-to-one message going out to them.

Are there any recent relationships that Adorama has recently benefited from?

JK: Madison Technical College is an educational customer that came to us with a need. They wanted to build a studio and didn't know where to begin. As part of the buildout of our organization, I hired someone that focuses on technical services and comes from the industry. He was able to understand what the customer was trying to accomplish and design a solution for them. We also installed it for them. We became a turnkey solution for [the school].

CD: They knew roughly what they wanted to accomplish, but they didn't know how to get there within their budget and their product ideas. We're able to go to the manufacturers and test out kits for customers, [which] saves time when [the product] gets onsite. When it arrives onsite, we're there to make sure everything that was designed - the lighting, the cameras - is as it should be. We also did some customized training courses for some of the instructors that weren't technical. We offer [classes] for every client. They can be large or small clients, and we can train them on a specific camera or an entire system. We were able to teach [the instructors] in order to teach the students

How is Adorama leveraging NAB 2019 to cultivate business relationships?

CD: With the sales and marketing approach at the booth, we're highlighting content more than products because we have well-known [clients] in the industry that are talking about subjects that they're experts in. That's added value for customers because they're coming here to learn. What they're going to go on and purchase is immaterial to us.

JK: [We're] taking that value proposition and what we're doing with our clients and translating it to [our booth on] the show floor. The intention of our booth is to make it more welcoming and a place where people can come visit to discuss or consult their needs with us in order to provide solutions. From a value-added reseller, we carry over 2,200 brands. We don't want to be a transactional company. We used to be based solely on a price-first [approach], but, instead of focusing on the product, we're concentrated on the client. That's the biggest takeaway.

This interview has been edited for length and clarity.
LINK: https://www.sportsvideo.org/2019/04/18/nab-2019-reflections-adoramas-j...
See more stories from svg

Most recent headlines

05/01/2027

Worlds first 802.15.4ab-UWB chip verified by Calterah and Rohde & Schwarz to be demoed at CES 2026

Worlds first 802.15.4ab-UWB chip verified by Calterah and Rohde & Schwarz to be ...

04/08/2026

Dalet Announces Commercial Availability of Dalia, Bringing Media-Aware Agentic AI to Enterprise Productions

Dalet, a leading technology and service provider for media-rich organizations, t...

04/07/2026

Detective Conan: Fallen Angel of the Highway Opens in Dolby Cinemas Across Japan, Presented in Dolby Atmos and Dolby ...

April 7 2026, 19:00 (PDT) Detective Conan: Fallen Angel of the Highway Opens in...

01/06/2026

Dolby Sets the New Standard for Premium Entertainment at CES 2026

January 6 2026, 05:30 (PST) Dolby Sets the New Standard for Premium Entertainment at CES 2026 Throughout the week, Dolby brings to life the latest innovatio...

21/05/2026

Sports content accounts for fastest-growing portion of top global SVOD catalogs

HBO Max, a new addition to Gracenote Data Hub, is home to the most sports programming among major streamers NEW YORK May 21, 2026 New analysis by Gracenote...

21/05/2026

Study: Nearly Half of U.S. Viewers Watch Video With Captions

Share Copy link Facebook X Linkedin Bluesky Email...

21/05/2026

Apple TV to Capture MLS Game Entirely on iPhone 17 Pro

Share Copy link Facebook X Linkedin Bluesky Email...

21/05/2026

MPTS 2026 Draws Record Numbers for Landmark 10th Annivers...

The UK's leading event for the creative industries united thousands of professionals for two days of networking, debate, industry insight and getting hands-...

21/05/2026

Recreating Doug Trumbull's Slitscan VFX - After Effects Mastery

Recreating Doug Trumbull's Slitscan VFX - After Effects Mastery Graham Quince May 21, 2026 0 Comments In this After Effects tutorial, I'm divi...

21/05/2026

Cavalry: An Array of Fun Stuff

Cavalry: An Array of Fun Stuff Simon Ubsdell May 21, 2026 0 Comments Arrays are a really powerful feature of Cavalry and here we'll go over some o...

21/05/2026

Chyron Launches PRIME Scorebug

Share Copy link Facebook X Linkedin Bluesky Email...

21/05/2026

Watch Brasil Selects Bitmovin to Improve Streaming Perfor...

Bitmovin, a leading provider of video streaming solutions, has announced that streaming service provider, Watch Brasil, has replaced its legacy systems with Bit...

21/05/2026

OWC Launches Dads and Grads Promotion with Exclusive Savings

OWC Launches Dads and Grads Promotion with Exclusive Savings Brie Clayton May 21, 2026 0 Comments The gifts they'll actually use - save on cutting...

21/05/2026

Spectrum Launches New California News Networks

Share Copy link Facebook X Linkedin Bluesky Email...

21/05/2026

Vivid Unease Ashley Barron ACS Lights Netflixs How to Get...

For cinematographer Ashley Barron ACS ( Rivals , Dangerous Liaisons , Disney's Doctor Who ), setting the look of Netflix's How to Get to Heaven from ...

21/05/2026

Hensgens Pairs Airglow and LiteMat on Cannes 2026 Premier...

Jean-Fran ois Hensgens, AFC, SBC, (Tueurs, Six Days in Spring, Le Fil) brings his signature visual approach to Cannes 2026 premiering biopic L'Affaire Marie...

21/05/2026

2026 delegation for Partner with Australia (UK) initiative announced

2026 delegation for Partner with Australia (UK) initiative announced 21 May 2026 Screen Australia and Ausfilm have today announced the delegation for the 2026 ...

21/05/2026

Beeble launches Canvas, a node-based AI compositor for VFX and Virtual Production pipelines

Beeble launches Canvas, a node-based AI compositor for VFX and Virtual Productio...

21/05/2026

Shelly Johnson Elected President of American Society of Cinematographers

Shelly Johnson Elected President of American Society of Cinematographers Brie Clayton May 20, 2026 0 Comments The American Society of Cinematographers...

21/05/2026

ARRI expands Management Board to accelerate next phase of growth and innovation

ARRI expands Management Board to accelerate next phase of growth and innovation Brie Clayton May 20, 2026 0 Comments ARRI expands its Management Board...

21/05/2026

RT 2FM announces winner of nationwide search for next superstar DJ

Dublin DJ RKM333 wins 2FM competition and a coveted slot at this year's Forbidden Fruit Festival 2FM's search for the next big Irish DJ concluded this ...

21/05/2026

License to Stream: 007 First Light' Coming to GeForce NOW With an Ultimate Bundle

The mission begins now. GeForce NOW is dialing up the action with a blockbuster...

20/05/2026

New Nissan Stadium Is First NFL Venue With Permanent Built-In Music Stage

True to the Music City theme, the Tennessee Titans plan to make live music a prominent fixture on game days at the new venue Reflecting the continuing converge...

20/05/2026

NHL Taps Honeywell To Make Arenas, Facilities More Energy-Efficient

The long-term goal is innovation for the next generation of hockey rinks at both the professional and the community level The National Hockey League (NHL) toda...

20/05/2026

A Look Into the Future: What It Takes To Power the Next Generation of Sports Stadiums

End-users and vendors alike work toward cost-effective yet high-quality solution...

20/05/2026

Nasvhvilles New Nissan Stadium To Host Super Bowl LXIV in 2030

The National Football League has announced that Nashville will host Super Bowl LXIV in 2030 at the new Nissan Stadium. The announcement was made at the NFL Spri...

20/05/2026

NFL Awards Minnesota as Host Site of 2028 NFL Draft

The NFL has announced that the 2028 NFL Draft presented by Bud Light will take place in Minnesota, uniting fans from around the world to celebrate one of the mo...

20/05/2026

Lawo Highlights Edge One at InfoComm 2026

As professional AV workflows continue to evolve, expectations around audio, video, networking, and control are rising rapidly. At InfoComm 2026 in Las Vegas, La...

20/05/2026

Haivision to Showcase Video Wall, IPTV, and Ultra-Low Latency Video Innovations at InfoComm 2026

Haivision will showcase its latest innovations at InfoComm 2026, taking place fr...

20/05/2026

Spotify House Returns to CMA Fest With 3 Days of Nonstop Country Music

For the seventh year, Spotify is returning to CMA Fest with Spotify House, the festival's premiere destination for fans. We're taking over downtown Nash...

20/05/2026

Aero 2 from Acustica Audio

Amp-simulation software expanded Acustica Audio's latest release greatly expands on their amp-simulation platform, turning it into a complete amplifica...

20/05/2026

Arturia update the KeyLab Mk3

MainStage integration, Analog Lab improvements & more Arturia have just announced the release of an update that brings an assortment of new features to thei...

20/05/2026

SGL Carbon holds successful Annual General Meeting with strong approval of proposed resolutions

At the Annual General Meeting held on May 20, 2026, the shareholders of SGL Carb...

20/05/2026

From Gulkula to the nation: Yothu Yindi Foundation and NITV deepen national access to Garma Festival

From Gulkula to the nation: Yothu Yindi Foundation and NITV deepen national acce...

20/05/2026

SBS appoints David Fernandez as National Manager, Digital & TV Sales

SBS appoints David Fernandez as National Manager, Digital & TV Sales 20 May, 2026 Media releases SBS has appointed David Fernandez as National Manager, Dig...

20/05/2026

Rohde & Schwarz and INFOZAHYST: A strategic alliance set to redefine modern defense

Rohde & Schwarz and INFOZAHYST: A strategic alliance set to redefine modern defe...

20/05/2026

L3Harris Achieves Major Milestones With Latest Series of Rotating Detonation Engine Tests

A Rotating Detonation Engine being hot fire tested at Purdue University's Zu...

20/05/2026

VAMPIRE Confirms Integrated Capability During Live Exercises

A U.S. Army VAMPIRE system, assigned to Bravo Battery, 1st Battalion, 51st Air Defense Artillery Regiment, 7th Infantry Division/Multi-Domain Command - Pacific ...

20/05/2026

NCAA Tournaments Spark March Madness for Paramount and Warner Bros. Discovery in Nielsen's The Gauge

Cable Captures Only Monthly Increase Among Viewing Categories in March, Earns it...

20/05/2026

The Gauge: Poland | April 2026

April brought a symbolic decrease in the overall time spent in front of television screens. On average, Poles watched video content for 3 hours and 51 minutes a...

20/05/2026

DirecTV Asks FCC to Block Scripps' INYO Acquisition

Share Copy link Facebook X Linkedin Bluesky Email...

20/05/2026

RTS Technology Centre Launches the RTS Technology Awards...

The Royal Television Society Technology Centre today announces the launch of the RTS Technology Awards 2026, celebrating excellence, innovation and achievement ...

20/05/2026

Lightware powers immersive video spectacle for The Hunger...

In the heart of London's financial district, the new purpose-built Troubadour Canary Wharf Theatre invites audiences to experience Suzanne Collins' inte...

20/05/2026

New LiveU LU900Q Powers Record Breaking Broadcast of the...

LiveU, the leader in live IP-video solutions, today announced that production powerhouse BCC Live successfully deployed the new LU900Q intelligent production un...

20/05/2026

Nella Mente di Narciso Docuseries Uses Blackmagic Design Workflow

Nella Mente di Narciso Docuseries Uses Blackmagic Design Workflow Brie Clayton May 19, 2026 0 Comments PYXIS 6K full frame camera and DaVinci Resolve ...

20/05/2026

Beeble launches Canvas, a node-based AI compositor for VFX and Virtual Production pipelinesx

Beeble launches Canvas, a node-based AI compositor for VFX and Virtual Productio...

20/05/2026

DSPolitical and FreeWheel Partner on Political CTV Ads

Share Copy link Facebook X Linkedin Bluesky Email...

20/05/2026

Amazon, Netflix and Google to Capture Half of CTV Ad Market by 2030

Share Copy link Facebook X Linkedin Bluesky Email...

20/05/2026

Roku Introduces 'Creator Hub

Share Copy link Facebook X Linkedin Bluesky Email...

20/05/2026

First Nations Factual Co-production Development Fund launched to elevate Indigenous storytelling in global markets

First Nations Factual Co-production Development Fund launched to elevate Indigen...