Benefits of Partnering with an Electronic Systems Contractor
by Utz Baldwin

Consumer technologies are increasingly a part of the home building process. Regardless of the product you build, some level of technology is in that home. From simple security systems to fully integrated homes, our clients ask for “digital amenities” to enhance their lifestyle. They want to feel secure, productive, entertained, and informed, without having to earn a degree in electrical engineering. They simply want to enjoy life at home.  

A relationship with a qualified Electronic Systems Contractor (ESC) reduces unnecessary cost.      

ESCs specialize in consumer technologies.  Would you ask your framer to do the millwork? It’s wood right?  Many consider the ESC as the “low voltage” contractor, but ESCs are distributing signals not just power.  There are many considerations when integrating these technologies: wire type, location, how it is installed, what it will support, proper grounding and surge suppression, location of the components and heat dissipation, load calculations, and electrical requirements. To boot, one must consider the vast number of products available and getting them to work together successfully.  You have enough on your plate. Let the professional manage this.

A relationship with a qualified ESC increases profit.

As more consumers ask for these technologies, you can position yourself to reduce potential costs and headaches and increase your bottom line. Packaging amenities is nothing new, and technology is the new frontier for additional options and profit.  It is not difficult to bundle a music system to include in-ceiling speakers, keypads and standardize the components.  It is repetitive, predictable and profitable. The most common systems installed by ESCs today - media systems, networks, phone systems, lighting control - can all be packaged.  If you don’t offer these amenities to your clients, you are leaving money on the table.

A relationship with a qualified ESC helps you differentiate your product.

As amenities become widely adopted, they are standardized. Builders who were the first to offer granite countertops, stainless appliances or spas, positioned themselves above the pack.  Why not offer wireless networking as a standard amenity?  For a few hundred dollars, this is a feature today’s home buyers greatly value.  Some builders have standardized small lighting systems, marketing it with the “never come home to a dark house” catchphrase, to allow the homeowner to turn lights on from their car.  Systems like these typically lead to upgrades.

Don’t just hire an ESC, build a partnership.

You can install new business software for your company, but you won’t benefit from the investment unless you plan first, install it properly and actually use it (Remember the treadmill clothes rack in the family room?). The best approach to building a strong, profitable relationship is to sit down with your ESC and discuss the important issues.

Questions to ask an ESC include:

•  What product offerings make sense?
•  What will be offered as standard vs. an option? 
•  How will the ESC fit into your supply chain and schedule?
•  What about revenue sharing?
• How will you handle warrantees?  

If you build a plan, set expectations, and define responsibilities before you start working, both parties win.

About Utz Baldwin: As president of Acoustic Design Inc., Utz Baldwin’s career spans over 19 years in the consumer electronics industry with the majority of time spent in the custom installation field.  He serves the electronic systems industry as President of the Custom Electronic Design Installation Association (CEDIA) as well as being a CEDIA Certified Instructor.

For more information contact Dave Chic at dchic@cedia.org or (800) 669-5329.

 

< Previous Article | Next Article >

[ return to top ]