‘ We all want a comfortable home and being able to enjoy the space you live in relies on having control of it .’ |
providers can be difficult as they all use their own App .
In a similar way some smart home systems are developed by a single manufacturer . In itself this is not a bad thing , by having control of their own solution a manufacturer can offer free training and reduced product costs , but it can lead to problems for the homeowner if the manufacturer dramatically changes the system or goes out of business .
On the other hand are open protocol systems . These offer all the features of a proprietary system except you can choose products from numerous manufacturers safe in the knowledge they will work together . And as the failure of a single manufacturer won ’ t affect the viability of the system you can offer a degree of future proofing that you can ’ t with proprietary systems .
Put simply – if you are installing a smart home system which fundamentally changes the way a building is wired you need to be confident that the system will be around for the lifetime of the building , as you are with a traditional electrical installation . Only an open protocol system gives this guarantee .
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Even with simple smart devices the user will require a level of ongoing support . |
What are the potential benefits for an electrical contractor ?
The first benefit is the opportunity to make money on the sale of products – something that is increasingly difficult given the availability of electrical accessories online . This isn ’ t always true for smart devices that are targeted at the DIY market . However , if you are offering smart home systems you will be installing a substantial amount of product that your customers will only be able to source from you . You will need to cover the cost of supporting the statutory warranty period of the product but there is plenty of opportunity to increase both the value of your projects and your profit margin .
Another benefit is being able to charge more for your services . You will spend less time pulling cables , instead you will be programming and commissioning the system which has a much higher perceived value to the customer . You will have higher costs , such as ongoing training and equipment such as laptops , but there is plenty of scope to cover these additional costs and also increase your profit .
An aspect often disregarded is that even with simple smart devices the user will require a level of ongoing support . This could be as simple as checking over the system or be a full service and support package . Not only is this a recurring source of revenue , it also ensures an ongoing relationship with your customers , increasing the number of referrals and repeat business you will get .
What are the benefits for the homeowner ?
We all want a comfortable home and being able to enjoy the space you live in relies on having control of it . A truly integrated smart home will allow the temperature to be controlled independently in each room making each living space more welcoming .
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Being able to set house wide lighting scenes makes the home more inviting , and motion detectors that recall different light levels based on the time of day makes even the most mundane domestic activities more comfortable .
The key to selling this is to question the alternative :
• Do you really want an 8 way grid switch just to control the lighting in your open plan living area or would an elegant scene setting keypad be preferred ?
• In the lounge you control the TV with a remote so why accept getting up to change the lights ?
• Every single night you close all the curtains in the house and open them again in the morning – did you know this can be automated ?
• At work and in the car the lights are automated but not at home – why not ?
• Do you really need to have the whole heating system on just to heat one room ?
It is by asking these questions that customers very quickly start to see the benefits a smart home system can offer and will see you as there go to company for smart technology .
What are the risks ?
When you do decide to start offering smart home solutions and services , it ’ s important to understand the potential risks to your business and your customers .
Don ’ t underestimate the amount of training and upskilling that will be required . Start by identifying the areas you may be lacking in knowledge . Most smart home systems connect to the Internet so an understanding of how to configure a home network is essential . You may also need to increase your knowledge on some of the underlying systems that are being controlled such as lighting or heating .
Understanding the different types of solutions in the market can prevent a lot of headaches . Smart devices can offer some great benefits like being retrofittable , but combining solutions from different
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The last few years have seen a dramatic rise in the number of products and solutions available to make homes smart . |
What is the best way to get involved ?
If you see smart homes as a way forward for your business , then you need to approach it sensibly . Start small with a system that is sustainable and allows you to present a wide range of solutions to your customers . This means that as your knowledge and confidence grows you won ’ t need to move to a different system to offer bigger and better solutions .
Get some training on both the system you are using and on the underlying functions you are controlling . These may mean training with multiple providers but it will pay dividends in the future .
Finally , start talking to your customers about how they want to control their home . This could be as simple as posing the question – do you want to interact with your home in the same way you always have or would you rather use technology to make your home easier to use and more comfortable ?
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November 2016 | 51 |