CE Pro August 2021 - 28

Networking+HomeControl
INTERVIEW
Aaron Emigh
Co-founder & CEO, Brilliant
How is Brilliant helping to broaden the potential for
integrators working with homebuilders?
This is really the sweet spot for us, where we're working with
a lot of homebuilders of both single-family and multi-family
now. One of the big evolutionary steps we've taken is to
create demand for smart home control systems as a standard
in new communities and then work closely with integrators to
fulfill that demand.
We also engage directly with the builders to help sell the
whole Brilliant solution into developments and make introductions
with integrator partners we work with. It's a really
successful model that allows the integrator to take on big new
projects and clients and run with it.
We also supply a lot of marketing materials that are immensely
helpful in supporting those efforts as well, both for
closing the sale with the builder and for those living in the
units themselves. For example, in a model home there are
hang tags over the Brilliant controls that explain what they
do and encourage people to try it for themselves; there's collateral
on the counters; and leave-behind materials for home
purchasers and home renters that really help the builder feel
confident in the experience that they're offering. We make
sure that both the technology and the support are there, so
anybody who's touring a home is really impressed with the
technology, it's evident how to use it, and they can easily
imagine themselves living in that space.
Just to clarify, this is for penetration of Brilliant at the
developer level vs. the builder having it as an option and
then individual buyers and tenants selecting it or not?
Correct. One of the really remarkable things we've been able
to achieve is to make Brilliant controls a standard with almost
every builder that we work with. They now put Brilliant into
every home and apartment that they build.
I think the reason for that is twofold. First of all, it's that
" pop " created when you see Briliiant in a model home that
makes it really stand out; it's something exciting, it's a differentiator.
And we see the builders marketing it that way
- they put lawn signs out in front of the buildings with a big
picture of a Brilliant control, and they're putting it all over
their websites.
The second reason is the price point. In general, we're
seeing builders install Brilliant as a standard across the board
28 | CE Pro August 2021
in all of their homes. But we have also seen some cases where
builders will put a relatively minimal configuration in place ...
just one or two Brilliant controls ... but then offer optional
upgrades where the integrator meets with each homebuyer
before the deal closes to customize a package for them. We've
tracked that as many as 85% of these homebuyers purchased
additional Brilliant controls and other smart home products to
supplement the baseline that was in there.
" One of the really
remarkable things we've
been able to achieve is to
make Brilliant controls a standard
with almost every builder that we
work with. They now put Brilliant
into every home and apartment
that they build. "
Besides installation time and ability to sell homes faster,
what other builder pain points does Brilliant address?
Whether it's a single-family home or an apartment, it just feels
more premium so they can charge a bit more for it and differentiate
their properties. The first multi-family deployment we
did was a 456-unit, high-end luxury apartment building. They
put Brilliant in every single apartment ... except 12 units that
were held back as affordable housing. In those units, the builder
stripped out all the amenities, including the Brilliant-powered
smart home, but offered an upgrade option where
occupants could pay an extra $50 a month to get the Brilliant-powered
smart home. You'd think low-income residents
would be the least likely people to pay extra for an amenity
like that - but 11 out of the 12 tenants elected to have the
Brilliant system installed and pay the extra $50 a month.
So there's not only evidence that Brilliant helps with the
price a builder or multi-family owner can charge, but it also
helps reduce the vacancy time between completion and occupancy,
and between tenants. Home development is a capital-intensive
business; there's a lot of debt involved, it costs
money every day a unit is unsold or unrented - so Brilliant is
helping to reduce that time on market and turnover rates.
cepro.com
http://www.cepro.com

CE Pro August 2021

Table of Contents for the Digital Edition of CE Pro August 2021

CE Pro August 2021 - Presentation
CE Pro August 2021 - Cover1
CE Pro August 2021 - Cover2
CE Pro August 2021 - 1
CE Pro August 2021 - 2
CE Pro August 2021 - 3
CE Pro August 2021 - 4
CE Pro August 2021 - 5
CE Pro August 2021 - 6
CE Pro August 2021 - 7
CE Pro August 2021 - 8
CE Pro August 2021 - 9
CE Pro August 2021 - 10
CE Pro August 2021 - 11
CE Pro August 2021 - 12
CE Pro August 2021 - 13
CE Pro August 2021 - 14
CE Pro August 2021 - 15
CE Pro August 2021 - 16
CE Pro August 2021 - 17
CE Pro August 2021 - 18
CE Pro August 2021 - 19
CE Pro August 2021 - 20
CE Pro August 2021 - 21
CE Pro August 2021 - 22
CE Pro August 2021 - 23
CE Pro August 2021 - 24
CE Pro August 2021 - 25
CE Pro August 2021 - 26
CE Pro August 2021 - 27
CE Pro August 2021 - 28
CE Pro August 2021 - 29
CE Pro August 2021 - 30
CE Pro August 2021 - 31
CE Pro August 2021 - 32
CE Pro August 2021 - 33
CE Pro August 2021 - 34
CE Pro August 2021 - 35
CE Pro August 2021 - 36
CE Pro August 2021 - 37
CE Pro August 2021 - 38
CE Pro August 2021 - 39
CE Pro August 2021 - 40
CE Pro August 2021 - 41
CE Pro August 2021 - 42
CE Pro August 2021 - 43
CE Pro August 2021 - 44
CE Pro August 2021 - 45
CE Pro August 2021 - 46
CE Pro August 2021 - 47
CE Pro August 2021 - 48
CE Pro August 2021 - 49
CE Pro August 2021 - 50
CE Pro August 2021 - 51
CE Pro August 2021 - 52
CE Pro August 2021 - 53
CE Pro August 2021 - 54
CE Pro August 2021 - 55
CE Pro August 2021 - 56
CE Pro August 2021 - 57
CE Pro August 2021 - 58
CE Pro August 2021 - 59
CE Pro August 2021 - 60
CE Pro August 2021 - 61
CE Pro August 2021 - 62
CE Pro August 2021 - 63
CE Pro August 2021 - 64
CE Pro August 2021 - Cover3
CE Pro August 2021 - Cover4
https://www.nxtbook.com/emerald/cepro/november_2022
https://www.nxtbook.com/emerald/cepro/october_2022
https://www.nxtbook.com/emerald/cepro/september_2022
https://www.nxtbook.com/emerald/cepro/august_2022
https://www.nxtbook.com/emerald/cepro/july_2022
https://www.nxtbook.com/emerald/cepro/june_2022
https://www.nxtbook.com/emerald/cepro/may_2022
https://www.nxtbook.com/emerald/cepro/april_2022
https://www.nxtbook.com/emerald/cepro/march_2022
https://www.nxtbook.com/emerald/cepro/february_2022
https://www.nxtbook.com/emerald/cepro/january_2022
https://www.nxtbook.com/emerald/cepro/december_2021
https://www.nxtbook.com/emerald/cepro/november_2021
https://www.nxtbook.com/emerald/cepro/october_2021
https://www.nxtbook.com/emerald/cepro/september_2021
https://www.nxtbook.com/emerald/cepro/august_2021
https://www.nxtbook.com/emerald/cepro/july_2021
https://www.nxtbook.com/emerald/cepro/june_2021
https://www.nxtbook.com/emerald/cepro/may_2021
https://www.nxtbook.com/emerald/cepro/cepro_april_2021
https://www.nxtbookmedia.com