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ESCs Are a Critical Home Building Trade
By Keith Davis, Residential Technologies
Specializing in the design and installation of residential home technologies, electronic systems contractors (ESCs) are one of the crucial trade partners in home building today.
Home technologies have their own space and location issues, and timing and scheduling are important, much like in the installation of plumbing, HVAC and electrical systems. Quality workmanship requires time and cooperation among the trades, so make sure the ESC is adequately scheduled.
Also, in order to fully meet customers’ needs, ESCs should be involved from the beginning of the design process so that customers don’t have to be told that they cannot enjoy a particular technology that they wanted because it wasn’t planned for or designed into the home.
Because of their importance, here are several things you should know before choosing an ESC:
- ESCs Have Different Abilities, Depending Upon Your Needs
One size does not fit all. Like other subcontractors, there is a wide range of ESCs who specialize in planning and installing home technology for particular market segments, so find a good one who will work closely with you and your customers to meet or exceed everyone’s expectations.
Ask for references, look at their recent projects and talk with other builders they have worked for to determine if they are right for you and your market.
If you have concerns, address them directly with the ESC and expect straight answers. And just like with any other sub, if you don’t have a good gut feeling about them, keep on looking until you find a comfortable fit.
- ESCs Can Simplify and Package Home Technology
A good ESC should have access to a wide range of products and services so that they can offer the best solution to your customers. A one-trick pony is not the best ESC to work with. You also want to avoid an ESC who turns or customizes every home into a science project.
An ESC who employs a packaged approach to technology sales has the best tools and skills to meet a wide range of customer needs without reengineering the job every time. Simple and predictable systems are far better than complex and unreliable one-time systems.
- ESCs Can Maximize Profit for Builders
A good ESC can add revenue and profit to your bottom line, as well as theirs. They realize the synergy a builder relationship can create as long as all parties are realizing financial rewards from the project.
A host of factors will affect the profit margin, so have a discussion with the ESC long before the first wire is pulled or the ESC approaches your first home buyer.
- ESCs Can Provide Long-Term Value for Builders and Their Customers
Good ESCs are worth every penny you pay them, much like the other top-notch and experienced subs you use during the home’s construction.
The lowest price alone does not necessarily constitute the best value. Price is important, but so are quality, consistency, having a team mentality, good interpersonal skills, profitability and a host of other factors.
Seek an ESC who provides value above and beyond the lowest cost and you will be much more satisfied ― and so will your customers.
Keith Davis is president of Charlotte, N.C.-based Residential Technologies, Inc., an ESC with expertise in lighting control, renewable energy, specialty electrical systems and energy management and control. He is an NAHB member and a member of the Home Technology Alliance. For more information, e-mail Davis, call him at 704-944-3125 or visit www.rtinc.biz.
 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.
 Blaze a Trail to Success at the Custom Builder Symposium
Attend NAHB’s Custom Builder Symposium, October 24-26 in Austin, Texas and get the knowledge to make the most of the current market.
Advanced education sessions and new tracks on design and technology provide tactics to help identify and capitalize on trends and areas of growth. Also, learn how to market your business to capitalize on the growing demand for green.
To learn more, visit www.nahb.org/Custom.
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