Twenty-five years ago, faxes were becoming popular, but there were no websites, very limited e-mail, no industry-wide tradeshows and moving lights were in their infancy. Today, of course, the world is a much flatter and smaller place. But it still has its bends in the road and corners at the end of the block, and it can be challenging to navigate the twists and turns and to see around the bend. That's where SHS Global (formerly Second Hand Solutions) and its two owners, Leigh-Anne Aiken and Jean Lariviere, can help smooth the ride.
SHS Global is a worldwide business-to-business provider of pre-owned entertainment lighting technology that acts more like a people-to-people provider. As a broker of lighting and staging equipment, the company puts buyers and sellers together by using their years of experience in the industry and their considerable contacts they have cultivated.
Into the Industry
Some people choose to enter the lighting world; others, like Jean Lariviere, are compelled to enter it. When Lariviere was only 13 years old, his uncle took him to the Olympic Stadium in his hometown of Montreal, Quebec, to see an Emerson, Lake, and Palmer show. The show made an impression, but it was the backstage tour that sealed the deal for Lariviere. He was hooked. He decided he had to be in the lighting business.
Like most people in the industry, his journey took a circuitous route. He started spinning records in one of the biggest nightclubs in Montreal, a place called Metropolis. Though he was one of the top DJs in the city with regular appearances on the radio, he felt that something was missing. One day he called the owner of Éclairage Tanguay, one of the most prominent production companies in Quebec, and within a short while he was working there. Under the tutelage of Jacques Tanguay, Lariviere worked his way up from novice to lead tech. In a couple of years he was tech-savvy enough to take his game to Prague, where he helped rebuild the lighting in several nightclubs. It was there that he met his first wife, who was instrumental in his relocation to Houston, Texas. Through her connections, Lariviere ended up moving to Austin and working at High End Systems, now part of Barco.
Meanwhile, Aiken was busy with her own career at High End. She had answered a newspaper advertisement for an entry-level position at the growing company and was working her way up in the organization. As the assistant to vice president of sales and co-owner Bob Schacherl, she quickly established herself as an indispensable part of the sales team. At the same time, she got her first taste of international sales, dealing with customers around the world.
"It was exciting to be a part of something that was so strong and successful," she said. "We were growing, and I was meeting new people all over the world."
In a few short years, Aiken took over many of the accounts on her own and started traveling internationally, making sales calls and managing distributorships. While Aiken's career was thriving, Lariviere was learning various aspects of the business, working in research and development and managing product development. Little did they know they were both training for a crash course in an entrepreneurial venture.
Birthing a Business
Changes at the company led both Aiken and Lariviere to seek opportunities elsewhere. But how could they best parlay their skills to another enterprise? Both had acquired considerable experience in the field that they were reluctant to leave behind.
During her tenure with High End, Aiken realized that a number of business and individuals around the world could use a third party who is well connected to help locate buying opportunities, evaluate the quality of the equipment and price, and offer advice to fledgling companies as well as to established companies.
"I noticed that there was a strong demand for good quality, inexpensive gear in certain countries and a glut of the same gear in other countries," she said. "A lot of that commerce involved the sale of this gear across borders and sometimes across the world, but people don't always feel comfortable dealing with someone they've never met. As an intermediary with a deep contacts, I was able fill a need."
Aiken knew she had found a niche in the industry. Taking a leap of faith headlong into international waters, she established SHS Global.
In setting up the business, Aiken instinctively knew she had a prime opportunity for growing a solid business, but would be challenging to do all on her own. She would need help. Turning to Lariviere for that help was a natural thing to do. Lariviere could provide the technical expertise as well as the artist balance essential to success in this industry. His background in music and programming was the perfect yang to her yin.
"Not only are we sourcing gear," Lariviere said, "but we have also been providing a lot of support services too. We do design work, we can help write specifications, we offer consulting services, repair, and training as well."
Symbiotic Solutions
Since 2005, SHS Global has been placing gear by connecting people and businesses. Much of their business involves international travel to source gear, meet their clients, and educate themselves about current trends in technology and international business practices. Sometimes it's a simple matter of becoming accustomed to local customs and cultures.
"When I lived in Prague, I had a translator who spoke French and Czech," Lariviere said. "I would give him instructions in French and he would give his crew instructions in Czech. But I realized that, not only is there a language barrier, but there's also a technological barrier and a cultural barrier as well. So I learned early on that you have to be sensitive to the culture as well as to the technological differences or more precisely, the differences in the understanding of the technology."
Aiken drew similar conclusions from her days at High End when one of her first assignments was to cover the Middle East, a region often dominated by men and where women are sometimes at a disadvantage.
"I found that doing business in the Middle East was not quite as big of a challenge as I originally thought," she said, "especially if you know what you're talking about. I found that people around the world respect your knowledge, and if you're in a position to help them be successful, then it doesn't much matter which sex you are."
"It all comes down to trust," Lariviere added. "With the Internet, there are lots of ways to find offers, but you never know who you might be dealing with. When we connect a buyer and a seller, we're not only providing a means of commerce but we're also providing the security of knowing that you're dealing with reputable people. And as part of our service we make sure the transaction goes smoothly from start to finish. We'll be there long after the check clears the bank."
A "Good Year"
As a result, SHS Global has thrived despite the anemic economy. In the past few months alone they have closed several large deals in various corners of the world. Recently, at a typical lunch meeting, Aiken and Lariviere were holed up in a booth at a local Austin landmark, enjoying the cuisine and discussing business. In the course of 30 minutes Lariviere's phone rang twice, and each time he answered it after checking the caller ID. The second time he stepped outside so he could hear better. When he came back in he announced that he had just closed a big sale he had been working on. Aiken pauses to high five her partner before they both turn their attention back to their sandwiches.
"It's been a good year," Lariviere added. "We've added an office in New York, which is run by Carlos Fragio, and we're expanding into audio and video sales as well. It's not exactly as I envisioned as kid watching my first concert, but in many ways, it's a lot better."
