The Flywheel Effect

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with James Hathaway, CEO and Lead Designer at Innovative Audio Video Designs, for a candid conversation about what it takes to transform a founder-dependent integration shop into a scalable, process-driven luxury AV business. James shares the backstory of how Innovative grew from an $800,000 single-building operation at Th...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz and VITAL President Matt Bernath sit down with Ben Hansen — better known as The Profit Doctor — to unpack why so many construction and custom integration businesses find themselves working harder, growing faster, and making less money. Ben brings a rare combination of Fortune 500 pedigree (Dell, Microsoft) and hard-earned battle sca...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with longtime industry insider Joe Whitaker — 20-year integrator, 10-year CEDIA board member, and current EVP of Product and Technology at Origin Acoustics — for a wide-ranging conversation about where the custom integration industry is right now, and where it's headed. From the shakeup created by InfoComm's acqu...

In this pre-CEDIA episode of The Flywheel Effect, host Brent Sonnek-Schmelz and VITAL President Matt Bernath tackle one of the most persistent frustrations in the custom integration industry: why so many integrators walk away from major trade shows feeling like the experience wasn't worth their time. Their answer isn't about the shows themselves — it's about the mindset and preparat...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with Trenton Hughes — co-founder of Helpware, founder of Station Entertainment, and creator of the entrepreneur peer network TribeHQ — for a candid conversation on parenting, resilience, and the specific frameworks that took his BPO business from stuck at $3M to over $40M in less than two years. The two open with an unexpe...

In this episode of The Flywheel Effect, hosts Brent Sonnek-Schmelz and Matt Bernath sit down with Jenn Heinold, Senior Vice President of Expositions, Americas at AVIXA, to unpack one of the most talked-about announcements in the custom integration industry: AVIXA's acquisition of Lightapalooza and the launch of Reside — a brand-new residential-focused trade show that will run alongside InfoCo...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz and co-host Matt Bernath sit down with Gary Rabishaw, Head of Commercial & Consumer Technology at Intrepid Investment Bankers and one of the most active dealmakers in the CEDIA and Pro AV space. Gary has spent over two decades quarterbacking transactions for companies like SpeakerCraft, Polk Audio, Ultimate Ears, and Blue Microp...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz and co-host Matt Bernath sit down with Jason Griffing, Director of Product at OneVision Resources, for a wide-ranging conversation that connects two of the most consequential forces reshaping the custom integration business: artificial intelligence and the economics of service. Jason opens with an inside look at how OneVision has wo...

In this episode of The Flywheel Effect, hosts Brent Sonnek-Schmelz and Matt Bernath sit down with Alyssa Gelbard, Founder and CEO at Point Road Group. They explore why personal branding is not something leaders create from scratch. It already exists. The real work is making it clear, current, and intentional. Alyssa explains how trust forms in small moments: response time, punctuality, a current w...

In this wide-ranging episode of The Flywheel Effect, host Brent Sonnek-Schmelz and VITAL President Matt Bernath step away from tactical business advice to explore a bigger question: what does America's 250th anniversary have to teach today's business owners? What begins as a Memorial Day reflection quickly becomes a conversation about perspective, the merging of work and life, the realit...

In this episode of The Flywheel Effect , hosts Brent Sonnek-Schmelz and Matt Bernath sit down with Kade Thomas, Founder & CEO at Cerv Property Solutions . They explore why owners need contact with customers and teams, not just dashboards, to lead and spot what the numbers mean. Kade explains how trust, recurring revenue, and a clear brand create a stronger service business than price alone. He...

In this episode of The Flywheel Effect , host Brent Sonnek-Schmelz sits down with Josh Long, consultant at Bottleneck Breakthrough Method. They explore why growth gets harder as a business scales. Josh names a trap, “Common Sense Itis,” when owners assume employees think and work like they do. That mindset creates friction, turnover, and owner dependence. Josh argues that leadership starts with em...

In this episode of The Flywheel Effect , host Brent Sonnek-Schmelz sits down with Daryl Friedman, CEO of CEDIA . They explore why policy matters to smart home integrators and why industry leaders need a seat in Washington. The conversation centers on CEDIA’s Hill Day and the business stakes behind government affairs. Daryl explains how licensing fights, labor shortages, insurance costs, and weak j...

In this episode of The Flywheel Effect, hosts Brent Sonnek-Schmelz and Matt Bernath sit down with Randy Warner, Founder of Adhesion Co. They explore how service businesses grow faster when they fix process before they chase tools. Randy argues that automation only works when the business already knows how leads, quotes, jobs, and cash should move. He zeroes in on one core issue: speed to lead. Ran...

In this episode of The Flywheel Effect , host Brent Sonnek-Schmelz sits down with Parker Cox, Co-Founder and CEO at Pavago. They explore how small businesses can use global talent to grow with less friction. Parker also explains why social media helps founders get from zero to one, but not much farther. From there, the conversation turns to hiring. Parker says many owners make the same mistake wit...

In this episode of The Flywheel Effect , Brent Sonnek-Schmelz and Matt Bernath sit down with Gerri Detweiler, Business Credit & Financing Expert at NAV.com. They explore how business credit works, why many owners operate blind, and how smart leverage can fund growth without creating chaos. Gerri breaks down what shows up on a business credit report: payment history, public records, and UCC lie...

In this episode of The Flywheel Effect , Brent Sonnek-Schmelz and Matt Bernath dive into the unexpected business lessons found in Bernard Moitessier’s sailing memoir, The Long Way . Together, they draw sharp parallels between solo ocean racing and the realities of running a business, focusing on the shared values of solitude, preparation, and resilience in the face of unpredictable conditions. The...

In this episode of The Flywheel Effect, Brent and Matt have a conversation with Patrick Martinez, Founder and CEO at Fivestones Solutions. They explore how behavioral and cognitive assessments can reduce hiring guesswork and prevent role fit problems that drain teams. Patrick breaks down what his survey package measures: drive, expressiveness, patience, and rule-following, plus raw cognitive horse...

In this episode of The Flywheel Effect, host Brent Sonnek sits down with Ronald Beckner, Owner at Peaks Integrity Wealth Management. They explore what it takes for working class entrepreneurs and tradespeople to build lasting financial security and legacy wealth, even when starting from modest means. Ron shares how money is just a tool, and lasting wealth comes from clear systems, steady habits, a...

In this episode of The Flywheel Effect, Brent Sonnek-Schmelz and Matt Bernath sit down with Moustafa Moursy, President at Push Analytics. They explore how strong business processes can break the cycle of chaos for construction and integration firms. Moustafa shares why most teams don't need more hustle—they need better systems and clarity. Moustafa explains his eight-step process framework, s...

In this episode of The Flywheel Effect, co-hosts Brent Sonnek-Schmelz and Matt Bernath break down what it takes to set a business up for lasting growth, especially as many integrators settle back to pre-pandemic norms. They speak about how some owners used the COVID spike to build stronger companies, while others struggled to adjust as demand returned to normal. They explain that clear financial p...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with Matt Bernath for a candid conversation about building a business culture that values experimentation over prediction. Drawing inspiration from The Innovator’s Dilemma , Matt explores why the most resilient companies make room for trial, error, and adaptation — even when that means questioning their old assumptions or...

In this episode of The Flywheel Effect, hosts Brent Sonnek-Schmelz and Matt Bernath sit down with Anthony Savona, Content Director at Residential Systems Magazine. They explore how the custom integration industry has changed over the years and what integrators really want from trade media. Anthony explains why product reviews and hands-on gear coverage remain the most sought-after content, even as...

In this episode of The Flywheel Effect, host Brent Sonnek-Schmelz sits down with Bryan Hopkins, founder and CEO at Hopkins Wealth Management Group. They explore what it really takes to prepare a business for sale, from building financial stability to navigating the emotional realities of letting go. Bryan shares stories of owners who sold too late, held on for too long, or were surprised by the em...

In this episode of The Flywheel Effect, Matt Bernath and Brent Sonnek-Schmelz talk with Richard Charschan, President and CEO at AcousticSmart Home Theater Interiors. They explore how home theaters have evolved from a niche luxury to a sought-after escape, especially as technology and lifestyles have changed. Richard shares why he believes home theaters are far from a fad and how passion and persis...