TRAINING
TECHNICAL SUPPORT
Mark Warburton of Ivory Egg highlights the importance of training resources and identifies the support available to contractors looking to break into the smart home sector .
Whether you are a seasoned professional or just starting out , trying to break into the smart home sector can be daunting . Even trying to work out quite what a smart home is can be a challenge , especially with such a wide range of products and solutions that all seem to do the same thing . Added to this is having to work with technologies that for some are completely new . An underfloor heating manifold can look pretty confusing if you have only ever wired up a single thermostat and a boiler . Even lighting can be a minefield especially if there is a lighting designer on the project . Most electricians will know what DALI is but having to use it in a house in connection with other technologies such as 1-10v is a bigger step .
So how do you go about understanding all of this so you don ’ t end up looking incompetent in front of your customer when you can ’ t get the system to work ?
Perfect moment
One option is to wait for the perfect project to come along and chat to a good distributor who will be able to interpret the customer requirements and help you come up with a parts list for the project . This is normally supported with training on the products and a big helping of after sales support .
This approach works well , in fact it ’ s how we and most other technical distributors operate . However , we have come to realise there are better ways , particularly for those new to the industry .
One of the key problems with this approach is it takes a long time to build an understanding of the systems you are controlling and how to specify the right products . With the amount of technology in homes being so broad you will find every project is different and you may find yourself constantly relying on the distributor to help you out .
If you can find a resource or training on the fundamentals of lighting , HVAC , blinds , audio / video , security and consumer electronics you will be able to build a base knowledge used for every single job . The best integration companies in the industry are only the best because they have completed countless jobs and have an inherent understanding of how these systems work .
There is also a need to understand underlying systems such as IT . A dimmer can be wired
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A SMART HOME CAN MEAN ANYTHING FROM ADDING SMART DEVICES TO A HOME WITH TRADITIONAL WIRING OR A HOME THAT HAS BEEN DESIGNED WITH AN INTELLIGENT INFRASTRUCTURE .
perfectly but if the customer can ’ t connect their smartphone to the home network in order to control it , you will be required to solve it . This is one of the most overlooked aspects when moving into the smart home industry .
Supplier and solution
Another key aspect is finding a supplier that provides all their knowledge transparently . Regardless of the system or solution being used if you can ’ t easily access documentation and help articles you are likely to get caught out – usually at 5.30pm on a Friday .
Once you have spent some time exploring this background information , how do you go about choosing the right solutions to offer your customers ?
A smart home can mean anything from adding smart devices to a home with traditional wiring or a home that has been designed with an intelligent infrastructure offering a wide range of control and integration possibilities .
A good place to start is offering a retrofit solution that can be used with existing installations . It could be replacing a standard thermostat with something that has more intelligence and remote access or maybe a simple distributed audio solution . This offers a great way to reengage with existing customers and as the solutions are quite simple the amount to learn is less .
Moving up to fully installed solutions is a big step , as the project will require careful planning and specification before the first fix wiring has even begun . This requires the customer to have a
clear idea of how they want their home to work and they will naturally look to you for suggestions . Working with a trade supplier that is able to provide information on the features and benefits of a system will allow you to have a meaningful conversation with your customer about how the system will make their home more comfortable and enjoyable to live in . If you can find a supplier that offers training and support on these aspects , you will be able to sit confidently with your customer and the project team , ensuring you are seen as the most suitable person for the job .
Extra info
Finding a distributor that is able to support you with information that relates to more than just products will give you the best chance at succeeding in the smart home industry . At Ivory Egg we have recently launched a new online support system offering a broad range of technical essentials , product and troubleshooting guides . As a lot of this information relates to the underlying systems being controlled , it is useful for anyone considering working with smart home products and solutions .
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