A Custom Builder's Perspective on Presenting Home Tech That Is Simple, Manageable, and Appealing

Homebuilders, and home technology, are falling victim to the same Catch-22 that befalls most technologies when they are still new.

Too few homebuilders push home technology options because they don't know enough about the products. And too few homebuyers request home technology packages because they aren't given information or demonstrations about what is available or affordable.

It's a familiar scenario. Consider the following: In the 1970s, the first electronic car ignitions were introduced, as by-products of the 1973 oil embargo. While they did help regulate engine fuel efficiency, they were so new that mechanics spent the next five years learning the technology. During that period, if your car had a computer glitch, you might wait days for the correct diagnosis and the right parts to arrive. It was a definite turn-off. As consumers, for some time after that ordeal, we leaned towards cars without the electronics.

Today, however, most new cars have multiple computers and electronic systems that monitor all engine functions. They notify us of low fluid levels, alert us to low air in the tires and operate our airbags.

Today, you can push a button on your key chain and electronically unlock the driver's door, which turns off the GPS-monitored alarm. The lights come on, seats and mirrors adjust, and you don't have a clue (or care) how it all works. That is, of course, as long as it does work every time!

Generally speaking, car manufacturers have packaged technology in a way that benefits the owners without causing much distress. As a result, people expect a certain amount of technology integrated into their automobiles.

Home technology is following a similar path to accepted design and need. However, the industry has not adopted serious integration and installation standards. This leaves a wide range of systems and pricing that essentially do the same thing. It's still thought by most that in order to see and afford whole-house remotely controlled automation with home theater, color security cameras, distributed A/V, monitored environmental and air quality, you need a luxury home. Not so!

Last summer's major blackout presented a tremendous opportunity for builders, architects and integrators to improve the education of the homeowner. Technology would have prevented that blackout. If the thermostats and lighting in 25 percent of all those homes and businesses had been automated for efficient time of use, things would have been different.

As a result of the blackout and the resulting awareness, demand for alternative power supplies soared. The immediate impact on my business was that I had to wait six weeks longer than planned for a residential generator. Although it was partly a panic-buyers' market, I believe they were definitely listening and learning how to prevent this from happening again. Now that they're listening, as a custom builder, here is what I'm talking about with my clients.

How Much Integration Do You Really Need?
The homeowner needs to put together a team from the beginning of design concepts, even before the lot purchase is finalized. The ideal team would include the architect, the builder, the designer and the integrator.

When working with new construction, the homebuilder should discuss with the homeowner all the options that today's technology offers for his home environmental comfort, security, leisure, energy management, child safety and remote-controlled access. The builder should assure the customer that the automation will be designed as a stand-alone system allowing non-automated operation of lighting, A/V and HVAC if desired.

From this early discussion the builder will learn how much technology is needed by the customer, and what is needed in terms of structured wiring from the contractor. Many architects don't design in A/V and automation equipment rooms, leaving an integrator to later put the terminations and equipment in a non-air-conditioned dusty garage or crowded clothing closet.

When you fail to create a technology-wants-and-needs outline for a home at the outset, you can waste a lot of cabling and labor costs later on, as an installer tries to wire for any and all possible feature and automation combinations. Along with complete architectural plans, complete planning and documentation of today's technology needs are necessary to build a home.

The Packaging of Technology
If the owner sees miles of confusing un-terminated cabling in the front entry closet for two months before the drywalling is done, he'll probably walk out on technology. All the customer wants to know is that his system has industry-wide warranties and works properly every time.

Do both yourself and your homeowner a favor, and streamline your structured cable installation. Where possible, have it arrive bundled to length with terminal ends attached. During the rough-in phase, place the cabling in a recessed wire tray or gutter and put the cover on. If there is a component rack, have it arrive loaded with the equipment mounted, pre-tested, and certified.

As soon as the equipment rack and terminal ends are installed, tidy up the remaining wiring and put all the equipment covers on. Then show the owner the equipment room and his integration package. Remember, the homeowner is probably convinced that home technology is overly complicated. Don't falsely convince them they are right by leaving a maze of unfamiliar wiring in plain view.

(Note: Having the structured cabling and terminal ends certified by an independent testing company, such as Fluke, will alleviate the all-too-common early component failures. Manufacturers will also recognize your professional installations by your limited product returns and offer better component pricing.)

Sell the owner only the components he needs for the desired home automation. Rarely does an owner fill that $3,000 400-DVD changer. Run a system test including all its functions, programs, and touchscreen controls. Then introduce the owner to the fully operational integrated technology he selected.

Nothing is more damaging to the marketing of home technology than to have a contractor fumble through the menu on a touchscreen trying to show an owner how to turn on the lights. If you're not completely familiar with the operation of the home systems, wait for the integrator to instruct the owner.

Those first few minutes of hands-on operation will put the bow on your integration and technology package. You're expanding a client referral base, and your more competitive pricing due to early planning will give you the greater market edge.

Finally, place all the equipment manuals, warranties and integration documentation prints in a binder, and go over everything with the owner. This will help alleviate most of the fears owners have about how to maintain the home technology. You might consider creating two binders with step-by-step system operation descriptions and keeping one for future questions.

Finally, design in only what is really needed. Clean wiring and equipment installations are key. Close the boxes and hand over complete documentation to the owner.