COMMENT: STUART TICKLE Custom Installation
June/July 2023
ertonline.co.uk
The smart home and installation opportunity
Stuart Tickle, Managing Director of AWE Europe, talks through the reasons why there’s never been a better time to get even smarter with your business.
of home life as having “long legs”. Now, post-pandemic, even though money is tighter for many, consumers value their home environment more than ever. Aside from entertainment, one of
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hroughout the pandemic we saw sales of consumer electronics and smart home devices explode as people spent more time in their homes and looked for new entertainment solutions. I’ve described the growing importance of the quality
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recurring trends is how our homes can support our health and wellbeing – for example, having different areas and moods for different activities. Another hot topic, now more than ever, is energy efficiency. More advanced automation systems can improve the energy efficiency of a home and reduce bills and carbon emissions by only using energy when a room is occupied. Having electronics all centrally controlled is a big help in achieving this conveniently. With entertainment, convenience, health and energy-efficiency all being requirements that are here to stay, the growth of the smart home market shows no sign of slowing. As a result, serious money is being invested in upgrading smart home technology to create the best experiences. It also features highly during new-builds and renovations – as that is a great time to put a wired infrastructure in. For electrical retailers which install anything in people’s homes, the smart home market presents a significant opportunity. You’ll already have the overhead, so it offers a new opportunity to add value and differentiate from online and national competitors. There are several reasons why there’s never been a better time to get even smarter with your business…
Market growth It’s an ideal time for electrical retailers to capitalise on the expanding smart home market. We live in a connected world and connected devices, or “smart technology”, has become a key part of it… whether you want it or not! Be your local expert and as more and more people discover the benefits of a connected home, demand will continue to increase. The question will be, are you benefiting from it, or not?
Consumer adoption Smart home devices are becoming increasingly popular as people embrace the convenience, comfort, energy-efficiency and other benefits that they bring. But consumers need reassurance that comes from having a local expert to provide advice and, at the mid-to-high end
of the market, fit it the products. A key area where technology has been widely adopted is in smart security systems, thanks to brands such as Ring. Something as simple to install as a video doorbell can provide security, convenience, and greater peace of mind. By offering a wide range of smart home products and services, electrical retailers can cater for the evolving requirements of a tech- savvy customer-base.
Control and automation
People like the convenience of voice control, but once the novelty wears off they often go back to physical control devices. For many functions, it is just better. A key area of growth at AWE has been dedicated control solutions that bring connected devices together. We work with URC, an affordable yet powerful and scalable control solution. Users can integrate anything from a single room with TV, Sonos, Hue and Nest, to a whole home with control of a wide array of technologies, from heating and audio to lighting and blinds. All controlled via their smartphone, a dedicated touch screen panel, handheld remote, or via voice control. Customers can even set tailored scenarios to create the perfect environment for a party, intimate dinner or movie night – all at the touch of a button. Entry-level solutions that are scalable, such as the Expressway Software and processor from URC, provide a great sell-in opportunity with intuitive, reliable, and affordable control from just £500.
Diversification and upselling For retailers, new and add-on services present an opportunity to expand your customer base, while keeping existing ones, and attracting new demographics. I have personally stood on the mantle of “add value to the box you are selling”. If you’re not offering more than just the box itself then you’re opening yourself up to further competition from both online and offline channels. Provide the product, installation and servicing required to create and maintain your customer’s ideal smart home – otherwise they may spend less or simply go elsewhere. As a leading distributor for the custom install and independent retail market, AWE supports retailers with access to leading home cinema, media room and control system brands and products, including Epson, Hisense and Sony projectors, and URC control along with Bowers & Wilkins CI speakers and more.
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