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Training Class Praise

Thomas just posted some very kind words at the HAI blog about the RIS classes we've been teaching for so many years now.  Thomas runs Business Development at HAI and although I had not met him in the industry prior to his attendance at the sales class last Monday, I was very impressed with him.  He's been around the block, knows the industry well, supports his dealers and distributors incredibly well, and certainly contributed very nicely to the class.  Thanks for the kind words Thomas.  We look forward to seeing you and the HAI team out in Orlando at EHX in 10 days.

Women and "Tech"

Chris and I just finished shooting two new HDHomes episodes today in Denver, CO.  Interestingly both of the projects were managed by women.  It was very refreshing to interview both of them and hear their perspective on technology within their homes. You'll have to get our new HDHomes media player (release date October 1) to see these episodes and here both of these women's stories.  But I'll tell you this much, don't expect anything less than smart, professional, knowledgable and practical testimonials from both of these women.  They both partnered with Saavi Home (a great integration firm) and that was just one of the many evidences of their wise leadership on these projects.

Now I realize that this only anecdotal evidence of women's roles in home technologies.  But there's more evidence just release today about women and technology as reported by "wired.com"

This research suggests that if you still think that marketing to women means printing pink brochures that you're probably failing miserably with your efforts. Smart women consumers are more the norm than the exception and they are looking for substance not smoke and mirrors.

It's true that they aren't aware of every industry term and all the new technologies...but heck most of their male conterparts have the same challenge.  That's why they hire integrators.

Why Put Technology In Your Home

Are you attempting to build some relationships with builders?  We all know how critical these relationships can be.  But we also know how frustrating they can be when you deal with builders who just DON'T GET IT right?

Well here's some recent data from the CEA that might give you some leverage.  This data comes out of the CEA's 5th Annual "State of the Builder" study and tells us WHY BUILDERS ARE CHOOSING TO PUT IN CERTAIN TECHNOLOGIES IN THE HOMES THEY BUILD. 

One of the most interesting data points to me is that only 19% of builders say they put in "Structured Wiring" becasue it "BOOSTS PROFIT POTENTIAL"....but 55% of them say they do it because they want to be competitive.

Structured wiring (although clearly not the best solution when used all by itself) could seriously add profits to the buildes bottom line IF he would partner with a A/V/Digital Home Integrator and let them show him and his clients the features that can be added to the home by adding appropriate systems to the structured wiring.

William mentions some good points on his blog entry that many times homeowners WANT to know how to improve the technology solutions in their home and after they move in they often express dissapointment that they did not put in more technology.

SO...on your next conversation with your builder prospects consider introducing them to concrete ways that you can help them BOOST PROFITS with the technology solutions that you bring to the table and help then have happier clients at the same time.

How To Reach Builders

If you are trying to reach builders but haven't joined your local NAHB you should probably rethink your strategy.  Checkout where builders go to get information on home technologies according to recent CEA research.

From my experience I've found that it is a similar story with Architects, Interior Designers and remodelers.  The reputable ones are active in their associations and they rely on those associations for relevent information. 

So if you're an integrator and you are looking to be smart about expanding your network.  Join NAHB, AIA, IIDA, ASID, or NARI and get active.  Just don't try to join them all at once because the important thing is to be active not to just have your name on the books.

DCS Integrator Survey Results

Some of the data from DCS is in, and what the integrators are saying is pretty interesting.  Here's a little taste....

This graph represents the primary influences that integrators rely on for choosing a specific technology for the solutions they provide.  No real surprise that "Technology" is the #1 influencer.  Obviously integrators don't want to be installing stuff that doesn't work.  But the 2nd largest influencer is the customer which might be a little surprising to some manufacturers who some times have a tendancy to forget how important the end-user is to the whole equation. 

3rd is the manufacturer.  As I mentioned in a previous post, manufacturers can do a lot to retain the loyalty of their dealers and influence the choices that they make.  And finally the Distributor/Rep.  It appears that Distributors/Reps have some work cut out for them to define their value proposition in the CE/Digital Home space.

This second chart probably won't be very surprising to you.  It simply confirms that integrators aren't spending a lot of revenue on marketing.  65% of integrators report that they only spend 5% of their revenue on marketing efforts.  Proof again that "word of mouth" is priceless.

What's In A Name

Usually I subscribe to the belief that company names are not terribly critical to the success of a company.  But in this case I clearly stand corrected.  While driving through the suburbs of Atlanta, GA I ran across this bankrupt bookstore. 

Do you think the owners realized that their name would turn out to be a self fulfilling prophecy when they filed for their business license?   On the contrary, I suspect they were full of hope, dreams, and maybe even giddiness over the unique concept of their idea. 

How ironic that the business is now bankrupt and the shelfs stand empty.  I wonder if they plan on opening up somewhere else under a different name?

DCS Event

I just got back from the Digital Convergence Summit.  WOW!  What an excellent two days of collaboration, networking, and dialogue. I've been fortunate to attend a lot of really great events in this industry and I have to say that this event clearly ranks near the very top.

If you did not attend as an integrator, vendor, or distributor you should really considering doing whatever it takes to be there next year.  Find out how at www.dcsummit.com

Look for photos and recap of the event to be posted to NASBAdigitalhome.com and/or dcsummit.com sites.

Any New Bloggers?

Do you have a blog covering home automation, digital home, or custom A/V subject matter? 

We'd love to reference your blog at nasbadigitalhome.com and I'd certainly cross reference you here at hdhomes.

If you haven't started one yet, then why not?   It's a great way to leverage the unique skill sets and knowledge that you've accumulated over the years and put it in one place for your customers to read.  You can also have others from your company contribute to the blog and quickly put together a lot of helpful information for your clients and/or prospective clients.

There are many blogging services available and all of them range from free to very inexpensive.  I'm pretty loyal to Typepad.  But you can also use Blogger, Wordpress, bblog, Blogware, Moveable Type, and Expression Engine. (just to name a few)  There are also some great comparision charts out there to help you understand the pro's/con's of each.

Help Wanted

Let's start a Digital Home Wiki.  Will you contribute? 

Our industry is complicated and confusing to most consumers.  That complexity often inhibits sales because consumers are fearful of the unknown. 

But collectively we know the answers to all the complex issues in our industry.  Each of you are smart, experienced and full of knowledge.  And there are lots of YOU. 

So let's capture the collective knowledge in one wiki for everyone to share.  Will you contribute?

Leave a comment, start the conversation!

Roland

In the Company of Greatness

  It was another great year for the winners of the MOE awards.  We had a fantastic MOE Awards dinner at EH Spring.  The program is the longest standing awards program in the industry and has been growing every year.  This year the awards dinner was completely sold out so if you want to attend in the future be sure to get your tickets well ahead of time.  And if you are an integrator you should seriously consider entering one of the many available categories.  We've worked really hard to make sure that there are categories for all types of projects...not just the biggest most outlandish projects.

Here are the award winners for each of the categories in the program:  Congratulations to ALL THE WINNERS!

Supplier Winners:
Best Audio Components	NuVo Technologies, Inc.	NV-M3 Music Server
Best Distributed Audio/Video	Crestron	Adagio Entertainment System AES
Best Human Interface	Exceptional Innovation	Lifeware 1.0.2
Best Installation Products	VizionWare	Hi-Wirez Active HDMI Digital Interconnects Hi-Wirez 3000-HDMI-10M
Best Integrated Systems	Superna	Superna Digital Home
Best IP-based Products	Crestron	Isys i/O WiFi TPMC-8X
Best Lighting Controls	Monster Cable Products, Inc.	Home Theater and Lighting Controller 300 and IlluminEssence Lighting Products
Best Media Servers	CodexNovus	HDCodex DML-1600
	Kaleidescape, Inc.	The Kaleidescape 1U Server/ Entry Level System
Best Speakers	KEF	KEF Ci3-80QT
Best Structured Wiring Distribution Devices	Impact Acoustics	RapidRun Digital
Best Video Components	Kaleidescape, Inc.	The Kaleidescape Movie Player 2
Best Video Displays	Optoma Technology, Inc.	HD81 Projector and Video Processor
Best Wireless Products	Crestron	Isys i/O WiFi TPMC-8X
Systems Integrators Winners:
Best Home Theater/Media Room	Home Systems	Home Basement Renovation and Theater Project
Best Lighting Control Project	Sound Solutions, a division of Solution Enterprises, Inc	Altamira Project
Innovation Award	SETNET	Steve Smith's Lou Gehrig's Project
Production Home of the Year	Link Your House	Carter Grove Plantation Project
Home of the Year	Sawyers Control Systems	Payne Residence Project
Luxury Home of the Year	Electronics Design Group	Shore to Please Project
Ultimate Home of the Year	Sound Solutions, a division of Solution Enterprises, Inc.	Altamira Project
Systems Integrator of the Year	Ambiance Systems
Training and Support Winners:
Best Training and Support Program	ELAN Home Systems	ELAN Dealer Support Programs