The problems that homebuilders have with CE pros seem to run very deep.
That is my conclusion after seeing the results of a study by the National Association of Home Builders Research Center that focused on the primary reasons builders do not install home technology.
It's also a great reason to think about getting involved with the Home Technology Alliance, a group set up by CEDIA and the NAHB to expand cooperation between each association's membership.
In response to why he does not include electronics in his homes, one custom builder said, “You know how many problems you have at home with the VCR, TV and cable box? Multiply that by 50.”
The list of obstacles (not necessarily objections) are:
1. Builders are short-term focused: They prefer to pre-wire a house only and future proofing is not yet a mindset.
2. Product selection is perceived as burden: Since most builders are not knowledgeable about home technologies, they are uncomfortable with choosing products to sell in home packages.
3. Customer service perceived as burden: Builders are not equipped for technology product or service breakdowns. They view a smart home as being fraught with call-backs they don’t want. They are also concerned about reliability, obsolescence, and programming for “smart homes.”
4. Builders are cost-focused: Many builders tend to only look at cost and see hiring a CE pro as cost-prohibitive. According to the survey, most are not knowledgeable about actual cost of a “smart home,” believing the cost is substantially higher. (The study cites that being too focused on costs is the most common complaint from integrators about builders.)
5. Workflow model of integrators not widely known among builders: Builders report a lack of knowledge about the best practices of integrators and role and timing of the installation is not known.
6. Builders don’t know where to get products: Builders report a lack of knowledge on how to get technology products. They report that avenues of getting technology products differ based on the type of builder/remodeler.
7. Benefits of using an integrator are not widely known: The perception is that the electrician or the “alarm guy” can handle low-voltage options. CE pros will also fall on deaf ears if they focus on customer service/consultation abilities as a differentiator. Those are not appreciated.
8. Builders are slow adopters: Many report having a low comfort level with new practices because they have been burned.
9. Builders don’t trust integrators: Electronic systems contractors are not fully accepted as a trade by builders. Builders also see integrators as “just another contractor to manage” and say they don’t know how to find a contractor.
You have heard many of these for years, but it would be too easy to dismiss these obstacles as an example of builders who “don’t get it.” Integrators need to recognize these perceptions and address them directly with builders.
Talk about product selection, costs, and service policies, even if they don’t bring it up during your conversation. Knowing that those are the issues with which they are concerned can give you a leg up.