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Home control is still a “push” sell and CE pros are best positioned to push it into the mainstream

When I suggested in my January Industry Insider that home automation has never succeeded at retail, I received a harshly worded response from 35-year industry veteran Dave Rye.

The senior VP of X10 wrote, “Quite frankly Julie you haven’t a clue what you’re talking about.”

He went on to recount the impressive history of X10 – a pioneer in powerline-based control – and concludes, “X10 doesn’t just ‘try’ sell to the masses, we do it, and do it very successfully.”

I concede that X10 does a wonderful job of selling gadgets and covert cameras, but not home automation to the masses. I don’t mean masses of gadget freaks, but masses of ordinary people. And by home automation, I mean integrated lighting and thermostats and maybe a macro or two.

Rye rattles off a litany of X10 private-labeled solutions for the likes of IBM, RCA, RadioShack and Stanley — all of which were very capable solutions back then, but none of which succeeded. True, as he says, they were all “sold at retail, to the masses.”

Sold, perhaps, but not purchased.

We see the same phenomenon today, despite boasts from numerous home-control vendors that their products have been picked up by RadioShack, Lowes, Best Buy and other mass marketers. Picked up by retailers, but are they being picked up by consumers?

On a recent trip to my local Shack — the corner store formerly known as RadioShack — I found a very brisk cell phone kiosk. But not a single person gazed at the modest array of X10-like gadgets.

Furthermore, dust had settled on the two Schlage Link boxes in the store. Although the boxes — containing a Z-Wave-enabled door lock, wireless Internet gateway, and Z-Wave lamp module — sat on prime shelves, they attracted little interest from passersby.

I asked the store associate (a long-time employee): Have you sold many of the Schlages?

He looked at me confused.

When I pointed to the boxes, he said, “Oh those. No, people are turned off by the price. They’re like $300.”

And then I asked how customers felt about the $12.99 monthly service fee for remote access.

Again, that confused look: “What?!”

And that’s probably the same dialog I would have with the folks at Lowe’s, Best Buy or other popular stores that sell home automation.

RadioShack stock is up about 80% over the past year, and the company enjoyed a 26-percent increase in earnings in the fourth quarter. But it was all about cell phones. Phones are easy to sell. Consumers know what they are. RadioShack employees know what they are. Who has the bandwidth to learn about and sell home automation?

Not to pick on Schlage. The same can be said of Xanboo, iControl and countless other home-control vendors that have practically abandoned the retail channel. Furthermore, there has not been a single successful home-control initiative involving utilities, telcos, cable and other service providers, despite numerous efforts.

Home automation still remains a very assisted sale. Except for the geeks, the real mass market doesn’t understand the stuff, and doesn’t want to install it.

So there remains a tremendous opportunity for integrators, even if you’re installing DIY-friendly products like Schlage.

By Julie Jacobson

http://www.cepro.com/article/can_radioshack_other_retailers_sell_home_automation/

Custom Installation Services, LLC – Charlotte and Asheville NC’s Source For Home Automation Products!

C.I.S. - Lighting Control Design and Sales in Asheville, NC

Basic on/off schedules are just the tip of the iceberg when automating the lights.

One part of your house that shouldn’t be overlooked when you have a control system installed is the lighting.

Operated by a control system, the lights can turn on and off automatically based on the time of day and other parameters. Putting the lights on a schedule will certainly bring a new level of convenience to your daily schedule, and save money to boot, but there are many other setups that can be just as beneficial to your family.

Pathways: When you enter your home where’s the first place you typically go? The kitchen? The family room? Or maybe you head straight to the home office. The lights can illuminate a pathway to your destination. The lights can be triggered in a number of different ways: when you push a button on a keypad, when you disarm the security system, when you open the front door. The lights can be programmed to only turn on if it’s dark in the house and to automatically turn off after a certain length of time. Other popular pathways: from the bedroom to the bathroom, from the bedroom to the kitchen, from your bedroom to the kids’ bedrooms.

Fade to Black: This one’s ideal for media rooms and kids’ bedrooms. The lights from full on to completely off over a pre-determined period of time (3 minutes, 10 minutes, a half-hour—whichever you prefer). The gradual fade out lets people find their seats before the movie starts or helps lull kids to sleep.

Lived-in Look: Most control systems have a setting that can help make your home look occupied while your away by turning the lights on and off in a random pattern. Some can recall how you typically use the lights and can mimic your routine.

Daylight Harvesting: There’s no sense in using the lights when there’s ample sunshine to illuminate the space. Lights can work in concert with the help of a special sensor that measures the incoming natural light. If the sensor detects enough sunshine, it can trigger the control system which can then turn off the lamps and overhead fixtures.

Motion Triggered: How many times have you left the lights on in a closet or pantry? A motion sensor can preclude unnecessary energy use by turning off the lights when you leave the area. Conversely, it can switch on the lights when it notices you enter—ideal when you hands are busy with grocery bags and laundry baskets.

Astronomical Clock: If your control system has a built-in astronomical clock (most do), the certain lights can be programmed to turn on at dusk and off and dawn. It’s an ideal setup for exterior fixtures.

Ambiance: Groups of lights can be programmed to brighten and dim to certain intensity levels to help set the mood for a number of different activities and occasions. Each setting can be activated from a button on a handheld remote, a keypad or a touchpanel, making it a cinch to prepare your house for a party, dinnertime or a relaxing evening in front of the TV.

by Lisa Montgomery

http://www.electronichouse.com/article/7_ways_to_enhance_your_homes_lighting/

Custom Installation Services, LLC – Audio/Video Sales, Service and Installation in North Carolina and South Carolina