Elan Dumps Linux For Windows In New Music Server

The new platform triples the overall speed of the system for faster library sorting and control response, allows for faster and easier development of PC and Mac user interfaces, eases programming and simplifies backup and restore capabilities to any network-attached hard drive, said Bob Farinelli, Elan's president and CTO.

"These were things that really weren't possible or easy with the Linux system," Farinelli said, adding that the new platform enables an enhanced Apple iPod interface and transfer protocol to easily move files between an iTunes library, computer and VIA! music server. "The speed to come out with new features is a lot higher because there's a lot more talent out there that knows these platforms than there are with Linux."

George Wagner, CTO of Home Technics, a system integrator in Naperville, Ill. which focuses mainly on high-end new construction, says he and his customers don't care what platform their home entertainment systems run on as long as they're fast, reliable and easy to use. Wagner said the new back-up and file transfer capabilities, as well as a pop-up interface for creating play lists, are great improvements over the last generation of VIA!, which he counts as one of Home Technics' best-selling lines.

"These are all improvements that make it easier for our customers to use the product," Wagner said. "If you sell equipment that's intuitive and easy to operate, people want it."

The VIA!dj II (MSRP $3,800) and VIA!dj-s II (MSRP $2,350) each have a 160-Gbyte hard drive that holds 3,500 hours of music. The VIA!dj-hc II (MSRP $4,950) has a 400-Gbyte drive for up to 9,000 hours of music. All models come with a two-year warranty, which is extended from the one-year warranty on earlier models. Elan is phasing out production of the earlier line and will feature the new lineup at CEDIA Expo, Sept. 13-17, in Denver, Colo.

During CEDIA Elan will also unveil the Ole, a hybrid touch screen/keypad that features a touch-sensitive glass overlay that covers backlit photo quality film for higher-quality graphics, Farinelli said. The unit has an MSRP of $499, measures 4.5-inches diagonally and fits into a double gang box.

Dealer margins on Elan products, which fall into nine categories and amount to about 500 SKUs, can hit 65 points, said Paul Starkey, Elan's executive vice president. The company has about 550 active dealers, which are serviced by 16 manufacturer rep firms. Elan picks up about 115 new dealers a year and turns over about half that number.

The company's dealer loyalty program includes front-end discounts, sales rewards, training and marketing that hinges on a six-month review of a dealer's sales levels and business strategies, Starkey said. The company has a varied mix of dealers, including A/V installers, system integrators, electrical contractors and commercial IT solution providers breaking into the home, Starkey said.

"Our dealers come from six or seven walks of life, which is interesting because they bring different clients" he said. "If you're not picking up new dealers, you're going backwards because there is still a high incident of fallout."

The attention Elan pays to its dealers, its refreshed product lines and strong margins makes it a vendor worth sticking with, Wagner said. "Both tech support and inside sales and service is always responsive," he said.

"I can pick up the phone at anytime and talk to the product manager or to the people making decisions. You can't do that with the larger companies," Wagner said.