Designing and fitting electronic systems for smart homes, or custom installation, as it’s known in the trade, represents a viable business option for many security companies. But quite how do you break into the sector, and turn market potential into extra business?
Many security installation businesses already have a foothold in this sector, dealing with exclusive, wealthy homeowners who demand perimeter protection and CCTV systems for their properties.
Some companies may already work with established custom installation businesses who then take the installed security equipment and integrate it with other electronic technologies, including hi-tech lighting, audio and video control, to create a fully automated smart home and bring greater levels of security.
How does this work in practice? Well, if a window fitted with vibration sensors is accidentally left open, a message will appear on a touch screen panel in the hallway telling the homeowner exactly which window it is.
Garden motion detectors
Motion detectors in the garden can also be programmed to sound the alarm and raise the garden lights if they are triggered by a burglar while automatic gates can be opened and closed at the touch of a button from anywhere in the house.
However, if an intruder does get into the property then it is possible to integrate the alarm system with an intelligent lighting system so that all the lights in the property will automatically switch on or flash incessantly when an intruder is detected. Many intelligent lighting systems also come with a vacation mode which automatically replicates the home’s lighting pattern if the client goes away on holiday.
Many homeowners are now expecting sophisticated video entry systems and CCTV as standard features, whilst integrating biometric entry into smart home installations is proving an increasingly popular choice.
It’s a typical integration requirement for homeowners to want to see who is at the front door or at their gates just by looking at their TV set. Video images from external security cameras can be distributed over the RF system along with Sky TV, terrestrial TV and FM radio. TVs can be tuned directly into the CCTV channel without the use of any additional hardware.
But while it’s great to view security cameras on a TV set or on a drop down projector screen home cinema, it’s even more useful for homeowners to be able to control and view those cameras remotely from their office, holiday home or private yacht.
Move cameras around
Network cameras can be moved around at the touch of a button to zoom in on different parts of the building while audio and video footage can be automatically recorded onto a large capacity hard disk drive as soon as its infra-red sensor detects movement.
Fully integrated security solutions also enable control of a property via a mobile phone, either by dialling into a network or sending a text message.
Demand for this degree of sub-systems integration is growing fast. CEDIA, the industry trade association, was originally founded in the US in 1989 but came to the UK in 1996. CEDIA Region 1, as it’s now known over here, looks after members in the UK, Europe, Russia, the Middle East, Africa and India and from this standing start we now boast over 400 member companies and we’re still growing.
Individual client spend on a typical custom installation project can be considerable, (six figure contracts are not unusual), not least because the customer is frequently buying more than one service from a custom installation business. Today the smart home sector is estimated to be worth around GB pound 500 million annually in the UK alone.
These member companies range from custom installers, or electronic system professionals (ESPs), who specialise in the planning, design, supply, integration and concealment of home electronic systems to equipment distributors and the leading brand manufacturers.
Control anything
The technology they work with can include pretty much anything that’s electronically operated in the home: from high-end TVs, media servers and multi-room hi-fi systems, to home networks which intelligently control all aspects of the home, including heating, lighting, blinds and security – even garden watering systems and swimming pool covers.
Working more closely and developing business relationships with CEDIA members is an obvious way that installation companies can grow their own business, and carry out more work on smart homes. Others may feel they’d like to diversify, and build a custom installation arm to their existing security business. After all, custom installation is a natural business development for many installers who may already be providing one facet of a residential custom installation contract.
The challenge is the broader level of knowledge that’s required, and, for this reason, education is the key to success. The technologies, terminologies and integration skills that are needed will demand a step up from where you are at the moment.
You’ll also have to be sharp with your customer-facing skills . Many CEDIA members are dealing direct with these wealthy and discreet homeowners, their chosen representatives, architects or interior designers on a scheme. And for this profile of customer, service is required in spades!
Education focus
For those interested in finding out more about the products, the market and the people working in this industry, then the best advice is to take a trip to the annual CEDIA Expo (this year’s event was held at ExCel, London in June) which is the education focus for the industry.
For those keen to diversify beyond security, CEDIA Expo offered courses designed specifically to take existing businesses with an established track record in one environment and equip them with the tools they need to take on the demanding but ultimately exciting and rewarding area of custom installation. Also featured was a course for new entrants into the sector.
As new technologies come onto the market, and new approaches are required the CEDIA education programme will keep designers and installers up to speed with the latest techniques, information and training. It will also help ensure that those people coming into the market, including those from a security installation background, are equipped with the right knowledge and skill-sets to maintain the high quality standards which CEDIA members have set for themselves, which clients now expect as standard, and put them on the path to CEDIA Professional Certification.
