Five Things Custom Builders Need to Know About Electronic Systems Contractors (ESCs)
By Keith Davis

1. ESCs are a key trade partner.

Electronic Systems Contractors (ESC) are one of the crucial trade partners in your homes along with the plumbing, HVAC, and electrical contractors. They specialize in the design and installation of residential home technologies. Because home technologies have space and location issues, timing and scheduling are important. In order to fully meet the customer’s needs they should be involved in the beginning of the design process, along with the architect and the designer. The customer shouldn’t be told they can’t have a particular technology because it wasn’t planned for before the walls are up. Quality workmanship requires time and cooperation between the trades so make sure the ESC is adequately scheduled. All previously required work needs to be fully completed so that they can accomplish their work in a timely and quality manner at the right point of time in the build process.

2. ESCs come in different categories.  

ESCs come in widely variable quality levels and abilities just like any other subcontractor. 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 other recent projects and talk with other builders they have worked for to determine their mindset and ability to work in your marketplace. 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, then keep on looking until you find a comfortable fit.

3. ESCs simplify and package home technology.

A good ESC should have a wide range of products and services available to them so that they can offer the best solution to your customers. A one trick pony is not the best ESC nor is one that 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 hands down.

4. ESCs maximize profit for builders.

A good ESC will be sure to 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. How much money depends on a host of factors, but have that discussion long before the first wire is pulled or the home buyer is approached by the ESC. An ounce of prevention you know…

5. ESCs provide long term value for builders and their customers.

Good ESCs are worth every penny you pay them much as the other top-notch and experienced subs you use during the home’s construction. The cheapest 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 out an ESC that provides value above and beyond the lowest cost and you will be much more satisfied and so will your customers. And after all, isn’t that what you are really selling?

With over 25+ years in the electrical, security and home technology industry, Keith Davis is president of Residential Technologies, Inc., a firm dedicated to lighting control, renewable energy, specialty electrical systems and energy management and control. He is a North Carolina licensed electrical contractor whose tenure includes AVAD D2B, a/v/a tech, Audio Video Design, a CE Pro Top 50 Dealer and C & M Electric. Keith participates in the Home Technology Alliance and is an NAHB member. He can be reached at kdavis@rtinc.biz or 704-944-3125.

 

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