CE Pro August 2022 - 54

OPERATIONS
Trade Partnerships
necessarily offering home
buyers automation packages,
but allowing them to go out
and buy retail products off
the shelf and add them to
their home networks. And
for the devices that can't be
hardwired to the network via
Cat 5 or Cat 6 cable - which
provides a faster and more
secure connection - strong
Wi-Fi coverage in the home
is critical.
With that in mind, we
introduced our Wi-Fi Assurance
Program. Basically, Luxul
engineers create the network
design for integrators,
and these certified wired and
wireless designs are guaranteed
to meet home buyers'
reliability and performance
requirements relating to WiFi
for three years.
after the fact. They can't
just be an integrator on the
construction site.
Integrators working with
builders are also typically
brought in very early on in a
project because the builder
will want their insight as to
which technologies to put
in model homes and what
to offer in single versus
multi-family dwellings.
Builders will expect them to
respond quickly - not just
in the bidding process, but
also the construction process
- and bring them the
latest and greatest technologies
so they can compete
with other companies.
Reliability is key to
success with builders.
CE Pro: What are some
expectations builders have
for integrators they work
with to maintain a strong
relationship?
WEINMAN: They expect an
integrator to be structured
to support them from A to
Z - from construction to
the white glove service with
homeowners after the installation.
Integrators have to be
service-minded, be able to
comply with schedules, and
take care of the homeowner
54 | CE Pro August 2022
CE Pro: What are some
builder-integrator relationship
pitfalls and best
practices for avoiding them?
WEINMAN: Honesty and
transparency are critical. As
part of that, it's important
integrators avoid restructuring
their businesses to
meet the needs of different
builders. If there's a request
that just doesn't make sense
for their company, they need
to be truthful about it.
Along those lines, if
they're concerned about
a product the builder is
looking into - whether it's
due to a lack of field testing
or support - they need to
let them know and explain
their reservations. And it is
imperative that integrators
understand the contract
they're signing with a builder
- from a business, financial,
and operational perspective.
These contracts will tie
them to a service timeframe,
and include things like
insurance that they need to
understand.
CE Pro: How does a
" [Builders] also
want to keep
costs as low as
possible. That
really underscores
how important it is
for integrators to
understand
contracts
[they're signing
with builders]
and what the
potential costs to
them might be. "
-Kevin Murphy,
national builder
sales manager,
Legrand
MURPHY: While builders
understand that integrators
need to make a profit, they
also want to keep costs as
low as possible. That really
underscores how important
it is for integrators to understand
those contracts and
what the potential costs to
them might be.
This needs to be factored
in during the bidding process
to ensure a reasonable
profit margin. Integrators
need to know where their
profit is going to come from,
whether it's from a standard
technology package or a
combination of a standard
and option sale.
company such as Legrand
support their dealers with
marketing collateral, leads,
etc., for connecting with
homebuilders?
MURPHY: One way we support
integrators is through
special pricing arrangements
(SPA). Once we know that
we can count on their business,
and they are working
with builders we have
agreements with, we will
get them the best possible
pricing that we can through
distribution.
Other times we are contacted
by builders looking
for integrators to make bids,
and we are able to make
referrals. As far as marketing
goes, we provide collateral
created by our graphics and
design teams when there
are options being offered
that include our company,
and we'll also co-brand
marketing materials if the
opportunity arises.
CE Pro: How often does
one successful new
construction development
project lead to repeat
developments?
WEINMAN: If integrators
can show the builder that
they can bid a project at
the right number, meet
construction schedules,
work with their buyers, sell
options, and support their
customers, then integrators
will almost always end
up with repeat business.
In my opinion, builders are
extremely loyal.
So while working with
them isn't always easy, it is
an integrator's best chance
to have long-term customers
and revenue. CE Pro
cepro.com
http://www.cepro.com
CE Pro August 2022

Table of Contents for the Digital Edition of CE Pro August 2022
