CE Pro August 2022 - 53

should take to start on the
path to a profitable builder
relationship?
NICHOLE WEINMAN: First
and foremost, they need
to have clear-cut product
allegiances, making sure the
manufacturers they align
themselves with know-how
to support integrators that
work with builders, because
it's very different than
working with an end user.
They also need to make
sure that they have a solid
business roadmap, with programs,
manufacturers, and
employees in place.
Finally, any options programs
should be endorsed by
the builder before meetings
with home buyers in design
centers or model homes,
because not all builders will
allow for option upgrades.
Some only offer standard
packages and others allow
for unlimited customization.
It can vary greatly.
KEVIN MURPHY: Other key
factors for integrators trying
to break into the business
include understanding the
voice of the customer and
the services they expect,
communicating properly with
all parties, and doing what
they say they are going to do.
You can have the greatest
products and manufacturers,
but if you don't show up on
time and aren't a reliable
source, you're not going to
last long in this industry.
CE Pro: What technologies
are the most in-demand
from home buyers
right now?
WEINMAN: There have
been some changes to the
technologies driving the
cepro.com
EMPHASIZE IMPORTANCE OF
WELLNESS TECH TO DESIGNERS
" Integrators
have to be service-minded,
be
able to comply
with schedules,
and take care of
the homeowner
after the fact. They
can't just be an
integrator on the
construction site. "
-Nichole Weinman,
general manager,
JAAM Electric
smart home over the last
year or so. While things like
thermostats, door locks,
security systems, and distributed
audio systems remain
popular, there has been a
significant uptick in the demand
for wellness technologies,
such as smart air and
water sensors, and circadian
lighting (see sidebar).
But of course, the No. 1
thing on any builder's technologies
list is the network,
which is the backbone of the
smart home. So for an integrator
who's looking to get a
meeting with a builder right
now, they need to go in and
talk about networking.
MURPHY: With our Luxul
brand of networking equipment,
for instance, we've
come to understand that
the name of the game isn't
Lighting that mimics the rhythm of our lives. Fresh water, abundant
and pure. Clean air. All are vital keys to living well. As such,
they are the three pillars of wellness technology. Having been
on the forefront of wellness tech since 2017, we've found some
strategies that work well when talking with designers [who
may bring new custom home build projects to integrators].
It all starts with leaning back and being a good listener
to the vision of the designer and what they want to deliver
to their client. Now is the perfect time for augmented
spaces, as, having navigated through a pandemic, people are
hyper-sensitive to ways they can boost comfort, health and
wellness. I have found that many designers already understand
a good deal more about the importance and benefits
of wellness technology than they realize.
I often begin by asking if they use the " night shift " feature
on their iPhone, a feature that adjusts color temperature and
brightness depending on the time of day. For those that do
(and most do), the question makes them realize that they're
already using a form of wellness tech every day. For instance,
iPhone users can schedule a time for " night shift " to automatically
adjust color temperature and brightness based on
their body schedule. This then sets up the conversation for
setting up a total sleep sanctuary for clients.
Installing lighting that is in tune with the human body
helps users feel rested in the morning, tired at bedtime and
more productive during the day. Additionally, the appropriate
color temperature of light makes our food look more
appetizing - it even improves our reflection in the mirror
and can impact how we feel about ourselves. As integrators,
we can help provide that offering with extra added simplicity,
so end-users don't even need to lift a finger.
The benefits of clean air have been well discussed at this
point. Still, some fail to recognize the significant contributions
that clean air makes to healthier home workouts, safer
environments for babies and small children and general family
health. Aside from that, greater insight into how certain
elements play into indoor air quality control is a perfect topic
of conversation. For instance, it's worth noting that while
furnace filters remove some airborne particles, their main
purpose is to protect the furnace, not the living space.
On the water side, a paradigm is already present for toxin
removal in drinking water. But people are also regularly bathing
in water that is either warm or hot, and, because heat
opens the pores, if the water is not truly clean, toxins and
impurities are entering the body via the skin. Not everyone
immediately thinks of this, so here we can help educate.
Author JAN VITROFSKY is founder of Florida- and
California-based integrator HEDsouth.
August 2022 CE Pro | 53
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CE Pro August 2022

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