tecHOMExpo experts share secrets of selling home tech.

When it comes to technology, the greatest challenge is always managing expectations. That is as true for home technology products and services as it is for business applications development. Creating the products is hard enough. Getting users to understand what they can and can't do with them is something else entirely.

That has been one of the most common complaints by homebuilders this year. Customers don't really know what products are available, how those products can improve their lifestyles, and whether those products are affordable in tight construction budgets. Likewise, many homebuilders suffer from the same lack of awareness. As a result, many don't seek out home-tech installers and manufacturers, market home technology to their customers, or discuss a home-tech package that makes sense for the homebuyer.

Fortunately, the various sessions and panel discussions at this year's tecHOMExpo in Las Vegas will help you overcome these challenges. The lessons are so important for builders this year that we have turned over this entire issue of TecHome Builder to preview the tecHOMExpo, and to expand on the show themes in our columns and feature articles.

Education is at the heart of this year's tecHOMExpo:

• Showing installers and homebuilders what new products are available
• Training companies to design Web sites that effectively display their products and services
• Revealing how home-tech products and services can be packaged for increased sales
• Explaining how to match home technology to the lifestyle and work style of homebuyers
• Demonstrating how to use showrooms and Tech Nights to educate consumers

In the following pages you will benefit from the advice of experts who are part of this year's tecHOMExpo. Several of the speakers and panel moderators are featured in articles that expand on the themes of their sessions, with actionable advice that you can put into practice right away. It is advice aimed at helping you make home tech a part of every project, not reserved for the select few.

In "Marketing Home Tech," (page 36), Coleen Sterns explains how you can market this home technology to new homeowners by showing them the benefits of installation at the building stage.

In "13 Successful Secrets of the Top TecHome Builders" (page 40), TecHome Builder editor-in-chief Jason Knott presents success stories on how top builders leverage technology sales, increase their bottom line, and hone the building process to accommodate technology during building.

In "Packaging Home Technology," (page 46), Paul Trudeau discusses the goal of many industry manufacturers that every new home will be built having integration and automation of energy management, security and leisure features.

In "Net Assets" (page 50), Blair Kuhnen explores the profile of a successful online sales counselor.

In "Getting Found on the Web," (page 54), Dawn Barson explores the fundamentals of creating a results-driven Web site.

And finally, in "The Smart Tech House" (page 66), Peter Hoagland provides practical tips and ideas for sales and implementation you can put to work in your business right away!

Collectively, these show sessions and home tech-experts will help take the mystery out of how you can successfully sell home-tech to your customers.