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Builder-ESC Relationship Could Reap Missed Profits
By Mark Aling, Paradigm Electronics
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An integrated audio-visual system | One of the worst nightmares a builder can have regarding home technologies is to hire an electronic systems contractor (ESC) at his home owner’s request who then comes in, installs the technology, collects his check and is never heard from again ― leaving the builder to have to troubleshoot any home technologies issues that may surface after the installation.
Builders don’t want that. Neither do their home owners.
For this reason, the ESC must be responsible for all follow-up service calls, whether it is a minor calibration or a system meltdown caused by a lightning-strike ― and that needs to be established early in the working relationship.
In my experience, I have found that many builders prefer not to offer complicated home technologies because they may be unsure of their reliability and performance or because any glitches in the technology could sully their reputation with their home owners.
That’s unfortunate because builders who follow that path can miss out on potential profits, especially with demand for these technologies that provide comfort, safety and convenience on the rise.
There is a solution, however. Builders need to build long-term relationships with ESCs, much like they do with the other contractors and trades who work their jobs.
Knowing that an ESC will be available to provide support over the long haul is essential for any builder exploring options and looking to build a relationship with an ESC.
And, if the relationship is to succeed, ESCs should probably develop service agreements with the home owners that remove the builder from any technology service follow-up responsibility.
Another key aspect to this builder-ESC relationship is that the ESC should be involved in the project early — specifically in the home’s design phase.
Early involvement will enable the builder and ESC to properly plan for the technologies and will enable the builder to avoid costly changes to wiring, closet/outlet placements and other factors that can affect electronics installation and performance.
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In-ceiling speakers | It simply makes more sense for a builder to have a loyal and trusted ESC specialist on call who can provide punctual, effective service, rather than always scrambling at the last second to find someone to consult or leaving it in the home owner’s hands.
Manufacturers Are Part of the Partnership
Manufacturers also have a role in helping establish strong builder-ESC relationships. Many manufacturers are investing significant resources on training programs for builders ― to provide greater awareness of home technology and the many options that are provided to the home builder or remodeler.
When choosing an ESC partner, builders need to know that the ESC has similar training and experience working with the technologies and manufacturers that the builder prefers ― or can help the builder choose different technologies that meet the builder’s needs.
Ultimately, it up to builders and ESCs to find a model that works financially and logistically, but careful screening and an open dialogue will go a long way toward establishing a beneficial and prosperous working relationship.
Mark Aling is the marketing manager for Paradigm Electronics, which manufactures Paradigm and Anthem consumer audio electronics equipment that is sold in the U.S., Canada and internationally through top independent specialty dealers. For more information, e-mail Aling, call him at 905-632-0180, or visit the Paradigm Web site at www.paradigm.com.
Photos courtesy of Paradigm.
 Information About Home Technology Available From HTA
The Home Technology Alliance (HTA) is a partnership between NAHB and the Custom Electronic Design Installation Association (CEDIA) that was formed to position the housing industry to effectively meet the growing home buyer demand for home technology and provide maximum return on investment in the new home building and remodeling process.
For more information, visit www.nahb.org/HTA.
 CEDIA: A Source for Experienced ESCs
The Custom Electronic Design Installation Association (CEDIA) is a founding sponsor in the Home Technology Alliance and an international trade association of companies that specialize in designing and installing electronic systems for the home.
CEDIA members are established and insured businesses with bona fide qualifications and experience in this field. CEDIA serves as a source for Electronic Systems Contractors (ESCs).
For more information on CEDIA, visit the association’s Web site at www.cedia.org. To find an ESC, click here.
The Custom Electronic Design Installation Association (CEDIA) is a founding sponsor in the Home Technology Alliance and an international trade association of companies that specialize in designing and installing electronic systems for the home.
CEDIA members are established and insured businesses with bona fide qualifications and experience in this field. CEDIA serves as a source for Electronic Systems Contractors (ESCs).
For more information on CEDIA, visit the association’s Web site at www.cedia.org. To find an ESC, click here.
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