Is technology moving too fast for consumer acceptance?
Former colleague Joe Wilcox notes that most computer brands are met with cognitive dissonance when they journey into consumer electronics. Joe is definitely on to something (though his observations are backed by admittedly anecdotal evidence — don’t you think that’s something you guys over at JupiterResearch should be testing empirically?)
Another part of the problem, though, is that consumers are slow to fully understand the implications of digital technology – never mind convergence. (OK, I’m working with entirely anecdotal evidence here as well, but bear with me). When I meet new people and invite them to watch a movie in my home theater, the first question I get is how big my TV is. I usually respond that the TV is besides the point, we watch movies on a projector. This is invariably met with blank stares, followed by, "a projector? How do you watch movies? Don’t you have DVDs?" Saying, "yes, it’s a digital projector" results in polite affirmative nods but usually the same deer-in-the-headlights look in their eyes. (One person actually asked whether I have a projectionist.) Only once you walk people through the steps does the whole concept click into place.
Here are the steps:
- Start with the familiar, in this case, business projectors: "You know how you have digital projectors for notebooks when you give a PowerPoint presentation?"
- Tie in well understood entertainment technologies: "The technology in those projectors can also be used to display DVDs."
- Now you can explain product specifics: "Unlike a business projector, our digital projector is optimized for showing movies and watching HDTV."
- Talk about DLP vs. LCD, rainbow artifacts, or black levels at your peril.
I expected this situation a few years ago, but despite four generations of DLP since my first projector, little has changed. This isn’t unique to home theater projectors, a category which has little mass market awareness. How many consumers understand HDTV at even the most basic level – meaning they can differentiate between the format and plasma televisions? I’ve been using the Zenith ZHDTV1 antenna in my basement, and, not surprisingly, its distinctive shape generates a lot of questions as to what, exactly, it is. When I say it’s an HDTV antenna I get those blank stares again – "you can get HDTV using an antenna?"
The implications of the digitization of everything requires a cognitive leap. (For an extreme example, take my mother, please. When I described Sony Ericsson’s s710a megapixel cameraphone to her, she asked "how can they fit such a nice camera into a phone — where does the film go?")
Companies that have walked consumers through these steps have benefited. Consumers are just now beginning to wrap their heads around MP3 players because Apple built a simple vertically integrated system from content to consumption. Similarly, Echostar has had tremendous success — though much less publicity — with their integrated HDTV TV/satellite/installation bundle.
HP and Optoma have the right idea with DVD/player/speaker all-in-one units, but they can’t assume that consumers will understand what you do with them, never mind why they need one in the first place. As another example, I think Sonos’ distributed audio system is brilliant – it takes advantage of your PC’s existing music library and spreads the wealth. But I hope the company can survive on sales to custom installers and early adopters for a while, because it’s going to take the rest of the world a long time before the concept sinks in.
-avi
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