Kitchen & Bath Business May/June 2022 - 12

TE CHNOL OG Y
& DE SIGN
Get What They Need
How to accurately determine your clients' home technology essentials
THE WORLD OF HOME TECHNOLOGY can seem confusing and often
overwhelming. You've got a great client with a nice project, but do they need
home technology? Of course they do, although they might not know it. How
do you begin to help them explore their needs? What questions should you
ask? What unexpected issues are you likely to run into? And how do you even
begin to specify and coordinate technology into their project? Finally, where
do you turn for help, and who do you trust to do the work?
HOW TO KICK THINGS OFF
If you ask clients what they want or need, they often say " nothing " or that
they don't know. We all know that's not true. Long before they ever met
you, they've been dreaming about this project, planning every detail and
researching the internet. Maybe they're concerned about their budget, but
all homeowners assume they will have costs incurred outside of your scope
or that they will deal with themselves " later. " Th is may include window treatments,
furniture and decor and yes, home electronics.
" Working technology into your upfront
design plan, client expectations and
budget is more important now than ever. "
Home technology needs to be planned into the project up front. Th e biggest
mistake you can make is to ignore technology and adhere to the common
consumer myth, " Can't everything can be done wirelessly? " Th e simple answer
is NO! Modern technologies almost all require an internet connection, and
ALL technology products require power, so you have to plan for these devices
one way or another. Working technology into your upfront design plan, client
expectations and budget is more important now than ever.
Home technology falls neatly into four distinct categories. We typically
refer to the fi rst as the " Foundation, " which includes the wiring infrastructure,
network/wifi , and power management. Let's briefl y review the other three
and what you need to know to help your clients explore their options.
 " Home Security " includes the alarm system (burglar, fi re/medical and life
safety devices), camera surveillance and door locks. Does the client want
to add cameras to the property at the front entry, garage drive or pool area
to provide safety and security and deter intruders? If you're moving a door
or window or opening a wall, are you aff ecting an existing alarm contact,
glass break or motion detector? Do you need to add any devices to the
alarm system such as smoke or carbon monoxide detectors that could be
required by code? What about leak detectors or moisture sensors under
sinks, toilets, washing machines, HVAC drain pans or those darn ice
makers? How about adding an automatic water-shutoff valve to prevent
damage in case of a leak? Finally, automatic door locks are an amazing
addition to a home project. Your clients can manage access to the home
via a simple keypad for family members, a cleaning person, nanny or sitter.
12
/ MAY-JUNE 2022
 Next is the " Environment. " This typically includes
but is not limited to lighting fi xtures
and controls, motorized shades and drapes, climate
controls and other related devices. Proper
lighting creates an emotional connection to the
space and defi nes the mood. Each space should
include the appropriate recessed downlights
and accent lights in conjunction with decorative
fi xtures we call " the jewelry of the house. "
Lighting automation and controls combine to
ensure beautiful " scenes " with the single press
of a button in each space and also eliminate wall
clutter, a modern design essential.
 Finally, " Home Entertainment " includes distributed
whole-house music, television and media
systems; private home theaters with immersive
screens and enveloping multi-channel audio;
and outdoor entertainment. Th e kitchen tends
to be the central gathering place of the home,
so don't forget to add speakers for music if that's
what your clients want. And while you're at it,
ask if they'd like you to add a speaker in any of
the bathroom showers.
Modern technology systems should be reliable,
aff ordable, unobtrusive and simple to use. Th at's
where a home technology professional comes into
play. Th ere are several great organizations that can
help you select the right home technology professional
with whom to partner. Form a relationship
with a CEDIA-certifi ed integrator or a Home
Technology Association professional who will be
an asset on every project from initial consultation
through implementation and completion. Th e
right fi rm can help you qualify your clients and
ultimately craft the appropriate solutions that fi t
the project, the space and the budget.
Helping your clients explore home technology
is critical to the planning process. But remember,
you don't need to be the expert. Th ere shouldn't be
anything standing in the way of upping your game
as it relates to home technology. If you don't pay
attention, you just might be left wondering where
all your new business went.
Jason Barth is principal and lead designer
of The Premier Group, an Indianapolis-based,
high-end, residential technology integrator,
premier-group.com.
http://www.premier-group.com
Kitchen & Bath Business May/June 2022

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