Residential Systems - March 2023

VOLUME 24 NO.03 | MARCH 2023

Residential Systems

• 2023 Picks Awards at CES • Selling Outdoor Audio • Running an Accountable Business

ResidentialSystems.com

g n i d n i M The

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A Historic British Home Gets an Extensive Outdoor Audio System That Blends into Its Surroundings

Review: URC Total Control

High-Definition Audio System

03.23

26 COLUMNS

GEAR

FEATURES

10 CEDIALine

30 Review

18 Minding the Manor

Help Wanted CEDIA seeks the next generation of smart home talent.

By Daryl Friedman, Global President and CEO, CEDIA

URC Total Control High-Definition Audio System If commercial installs are a part of your business, or you are looking for another option in residential distributed audio along with an advanced control system and a touchscreen with built-in voice control, you’ll want to see what HDA has to offer.

By John Sciacca

12 Secrets of Success

Your Audience Awaits Part 2: Planning & Producing Your Video From strategy to upload, here are our top tips for video production.

By Katye McGregor Bennett

A historic British home features an extensive outdoor audio system that blends seamlessly into the landscaped grounds surrounding the property.

22 Tech Showcase

Residential Systems Picks Awards Winners Learn more about the products that took home this year’s prizes.

24 Tech Showcase

Power Products A sampling of gear designed to keep systems running at peak performance no matter where they draw their energy from.

14 VITAL Business Tips

The Importance of Accountability A dealer that focuses on accountability will inspire better performance from its employees and better bottom line for its business.

By Matt Bernath, VITAL

26 The Integration Guide to Selling Outdoor Audio

Get Out! Outdoor audio has come a long way from a boombox and continues to evolve for today’s high-end installations.

By Karen Mitchell

16 InterNetworking

The Key to Total Whole Home Control Whatever interoperability standards such as Matter promise, the most effective total home control comes through professional integrators.

By Gordon van Zuiden

ON THE COVER: Essex-based Snap One Partner Elements recently completed an extensive outdoor audio installation for a huge 3-acre garden as part of a whole-home integration solution. See story pn page 18.

34 Going Forward

Taking Your Company Off Cruise Control Times are good in the residential AV business, but they won’t stay that way forever.

By Dennis Holzer, PowerHouse Alliance

DEPARTMENTS Editor’s Letter............................................ 6 Showroom Spotlight: SAV Digital Environment........... 8

ClickThrus Join the online Residential Systems community on Twitter (resisys), LinkedIn (/company/ residentialsystems), and Facebook (facebook/resisys). And visit www.residentialsystems.com to read the interactive Digital Edition of this and past issues.

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Get More Industry Information from

Web: www.twice.com Twitter: @TWICEonline

EDITOR'S LETTER

Bad Management in Action

BY ANTHONY SAVONA

I

recently started watching The Recruit on Netflix based on some buzz I had been hearing about the show, as well as a few word-of-mouth recommendations. The first episode left me feeling inexplicably angry, but those are setup episodes and I tend to give them a lot of leeway. Laying down the foundation, like an introductory paragraph to an essay, is not easy to do and be simultaneously entertaining.

It was during the second episode that my anger became explicable. It was not an outright anger — more a feeling of frustration mixed with a bit of WTF?!

The spoiler-free description of the show is that it focuses on a very young lawyer for the CIA — fresh out of law school and only three days on the job. He gets involved in a complicated spy game armed mostly with his silver tongue and some shady colleagues. Sounds good, right?

Most of that works for me, which is why it took a second episode to figure out what was ticking me off.

Essentially, it is all Matt Bernath’s fault.

Matt is wrapping up his first year as a columnist for Residential Systems where he has provided insights into the VITAL way of handling a custom installation business. In fact, shortly before I started The Recruit, I was reading Matt’s column for this very issue. The topic of that column, which you can see on page 14, is accountability and how important it is for a dealer’s business.

The CIA as it is depicted in The Recruit is run directly against Matt’s advice and makes a strong case for accountability, as it does not look effective even in a fictional world where they are the good guys. (At least I hope it is fictional — if the real CIA was run in such a way I think it would implode in a week.)

Here are some examples of what I am talking about: Our young lawyer’s boss wants results, but does not want to know how he gets them so the boss can have plausible deniability. The boss is also unclear about what he wants done, but stern in the fact that he wants results. It is pretty clear that he will take credit for any success and throw the recruit to the wolves for any failure.

Okay, so he has a bad boss. Surely his co­ workers can help him though. No — they are even worse. They send him out into the field

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Residential Systems March 2023 Volume 24, Number 03

CONTRIBUTORS DARYL FRIEDMAN Daryl Friedman is global president and CEO of CEDIA. Friedman has spent more than 30 years in nonprofit leadership roles, having overseen membership, advocacy, industry relations, and the technical wing for the Recording Academy.

KATYE MCGREGOR BENNETT Katye McGregor Bennett is chief strategist and CEO of KMB Communications and an avid podcaster. Podcasts include Connecting Tech + Design and AV Trade Talk.

without preparing him, knowing it will get him tortured (yes, you read that right), and when he comes back to the office to call them out on it, they clink their coffee cups in celebration behind his back.

I’m getting angry again just writing about it.

In this please-be-fictional CIA, the only way to advance is at the expense of others. They have staff meetings where they all talk in code so “their stuff does not blow back on anyone else in the room.” So, why even have the staff meeting?

If you do watch The Recruit — and I will probably continue to see how the spy parts play out and gloss over the lousy management parts — and you recognize any business practices shared with your own, it is time to rethink and retool.

Fortunately, all of Matt’s VITAL Business Tips columns are up on residentialsystems.com so you can see how a real company should be run.

MATT BERNATH Matt Bernath is a CE veteran with more than two decades in retail, wholesale, CI, and business coaching. In 2021, Matt and a group of partners acquired VITAL, and Matt now serves as the company’s president/CEO.

GORDON VAN ZUIDEN Gordon van Zuiden is president of cyberManor, a home networking and systems integration firm based in Los Gatos, California. gordon@cybermanor.com

JOHN SCIACCA John Sciacca is a principal with Custom Theater and Audio, in Myrtle Beach, South Carolina. In his free time, he blogs prolifically about the CE industry. cineluxe.com

DENNIS HOLZER With over 30 years of experience, Dennis has done everything from salesman, to spending over 15 years as president and owner of Hamburg Brothers. Dennis joined the PowerHouse Alliance as executive director in 2009.

Find me online...

MARCH 2023

anthony.savona@futurenet.com residentialsystems.com twitter.com/resisys facebook/resisys company/residentialsystems

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This Bozeman, Mont., integration company’s gallery-like showroom displays the many possibilities that exist between tech and design.

BY ANTHONY SAVONA

We increasingly hear more about the need for a balance between tech and design, particularly in luxury installs. SAV Digital Environments out of Bozeman, Mont., has been well ahead of that curve, with a showroom that exemplifies the concept of tech enhancing design, including a portion of it that doubles as an art gallery.

“The expansion into more of a gallery space was driven by many factors, but one of them was with the development of Lutron Ketra, and our showroom took advantage of that opportunity,” says Stephanie Gilboy, technology advisor at SAV Digital Environments. “We have been blessed to have the opportunity to work closely with the design community — architects, builders, interior designers, and clients — and to be a front-runner that keeps up with technology, but also understands how it plays with these luxury spaces that have intentional elevated design.”

Taking the Tour The showroom lies in Bozeman’s Arts District, perfectly nestled between a popular coffee spot and a bakery. And if you are wondering what kind of high-tech wizardry SAV keeps out front to lure in passers-by, the answer would be…none.

“For our front area, we wanted to avoid technology being visible from the exterior,” says Nels Tate, technical sales advisor at SAV Digital Environments.

“So, as you walk inside, we have a couple of large pieces of art immediately facing you. Then, as you enter the space, we have a large wooden bark wall that is very modern and very attractive.”

Of course, it does not take too long before to get to the gear. The first right turn brings visitors to a Sonus faber and McIntosh 2-channel system, which, as Tate puts it, “is technology that is meant to be seen.”

Continuing on, the facility weaves invisible tech, such as the diffusion and wall absorption materials in the conference room walls, with stylish design-focused gear such as the Lutron Palladiom metal keypads in the same space.

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SHOWROOM The presentation of artwork — both analog and digital — is a constant throughout the showroom. “We have digital art showcased back-to-back with traditional art pieces,” says Tate. “In the gallery area we have canvas paintings on one side and on the other side we showcase Leon’s Ente SoundTile, which features a photo that’s been transformed into a dual speaker configuration hanging on the wall.”

“For the Ente piece,” adds Gilboy, “we partnered up with one of our local, very successful photographers and created a custom one-of-a-kind art piece that also happens to be a speaker.”

There is also a second 2-channel system, this one being digital. “We have a projection system that is showcasing digital motion art using a short-throw projector with a digital Meridian 2-channel system,” says Tate. “It is designed to show the juxtaposition between the analog system you experienced as you entered the space.

“We have integrated audio in a lot of the rooms. We’re using Sonance invisible speakers in our main showroom space, and then we also have small-aperture speakers integrated into the area outside of our conference room, which gives us the ability to showcase different styles and aesthetics of technology.

“On the lighting and lighting control side of things we have integrated pockets as well as valances, and we’re also showcasing Lutron Palladiom shades to show the different techniques and approaches we can take for window treatments and automating that in an effective manner.”

Connecting the Community The SAV showroom’s gallery-like setting was driven by Gilboy, who arrived at the integrator about three years ago with a background in construction and design, and SAV’s owner and president Cory Reistad, a Bozeman native who’s committed to the community. “What we wanted to do was connect the community and the designers with area artists,” says Gilboy. “As it turned out, we are connecting people and the community with opportunity and art, as well as how it can all work together.”

That connection to the community helps SAV keep up with changes in interior design and building trends. “We really do stay in touch and keep our finger on the pulse of what’s coming,” adds Gilboy. “We are not pigeon-holed to just technology here. We have a nice outreach with lots of different design areas and the community.”

As part of that outreach, SAV opens its facilities for events and offers their conference room to partners, hosting meetings with builders, electricians, and designers. Beyond that — and perhaps because of the deep relationships it has with the design/build community — SAV doesn’t do much marketing. However, those that venture in from the street get a full tour of all the company can do.

“We have a frame out front that tells what is showing in our gallery, and that drives the traffic from the street,” says Gilboy. “And so, there is always a little bit of, ‘What do you guys do?’ when they first walk in. They don’t understand right away that we’re a home technology firm, and that’s okay, because Scott Abel, our marketing director, gives anyone who walks in a quick pitch to explain what we are. Some days we might have 20 people come by and maybe sometimes we’ll have six — you never know. It keeps things exciting. We have found that the more people that come in here drives more people that want to come and see what we do.”

Even with the industry outreach and the deep ties to the design/build community, Gilboy says there is more to be done to raise awareness of what SAV can do. “It’s shocking to us that many people we work with over and over again still don’t know what we do,” she says. “We might host an educational session to demonstrate Ketra and to talk about the technology, and then we’ll have another meeting at our operations center and the same partner will be like, ‘Wow — this is what you guys can do?’ Sometimes it takes both sides of that coin — the showroom and the operations center — to build an accurate picture.”

For more information, visit www.savinc.net.

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CEDIALINE

Help Wanted CEDIA seeks the next generation of smart home talent.

B Y D A RY L F R I E D M A N, G LO B A L P R E S I D E N T A N D C E O, C E D I A

job descriptions, email templates, and phone scripts.

Career pathway insights that can be used as internal benchmarks or outreach materials like average salary ranges by title, skills needed at each career stage, and a guide to important industry credentials.

These resources build on a foundation of existing workforce development efforts. Our local member champions are foremost among them. These members conduct “boots on the ground” outreach. They work to build a local network of CE businesses and understand the size, scope, and talent needs of the industry in their community. Then, they represent CEDIA and the industry at local events like job fairs.

They educate fresh talent about opportunities in the industry, as well as CEDIA training and accredited certifications. This Toolkit will support this work — and I hope that it will inspire many new members to join our local member champions in telling their communities about the industry they love.

CEDIA is also engaged in direct outreach. For many years, we have worked to cultivate education partnerships that allow us to offer hands-on training, help people get certified, connect with employers, and advance careers.

Programs like the Smart Home Technician Apprenticeship Program in the U.K. or the Electrical and Electronic Systems Technology (EEST) programs throughout the U.S. connect jobseekers and employers directly. They are incredibly powerful for those individuals, and CEDIA will continue to drive efforts like this forward. It is grassroots outreach, however, that will truly allow our workforce development efforts to scale and multiply.

CEDIA wants to make it easy for our members to find, hire, and nurture new talent; the next steps are up to you. All of CEDIA’s most impactful initiatives are fueled by its members. Government advocacy, standards development, training, and certification — none of them are possible without the expert volunteers who live and work in this industry every day. Workforce development is no different. CEDIA is counting on you to partner with us in elevating the CE industry within the local communities where employers and talent live, work, and learn.

I encourage all CEDIA members to explore the NextGen: Smart Home Career Toolkit on the CEDIA website. I look forward to hearing your feedback on these resources and continuing to expand CEDIA’s workforce development initiatives.

•

If you’re finding recruiting and retaining talent a top challenge, you’re not alone. But help is on the way, so read on.

For lovers of technology, the CEDIA channel is a fantastic place to work.

This is one of the best technology fields where a person can build a career without a specialized degree. Many in the industry work their way up from level one technician to design engineer or business owner, learning through a combination of industry training, mentorship, and hands-on practice.

A career in the smart home industry is both exciting and rewarding; we get to play with the most powerful, cutting-edge consumer technologies available while bettering people’s lives with safer, healthier, more comfortable, and more accessible homes. Our industry is also incredibly resilient; just look at the way integrators thrived during the pandemic by helping people adjust to life in lockdown. With job security, growth opportunities, and satisfaction, the smart home is an incredible place to build a career.

And yet, CEDIA members struggle to find industry newcomers to hire. I ask every member I meet what they most need from CEDIA, and the answer is almost always “workforce development.” We have so many opportunities to offer. We need to connect with talented, passionate people who can thrive in this industry.

Rest assured, CEDIA is listening. The association is investing in new resources to help our members build relationships with talent pipelines in their communities, reach job seekers, and recruit new hires. Our new CEDIA NextGen: Smart Home Career Toolkit is packed with tools to help CEDIA channel businesses reach new prospects through schools, job centers, government agencies, and more.

The Career Toolkit comprises a set of downloadable assets you can customize and use to drive interest in the CE industry in your community.

These pieces fall into three main categories: • Easy-to-use outreach resources for talent pipelines: assets you can bring to a college, trade school, government agency, etc., including a dynamic new video that promotes the industry, presentation materials for events like career fairs, and leave-behind assets like posters and jobseeker brochures.

• Outreach messaging examples to support recruiting, such as sample

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SECRETS OF SUCCESS

Your Audience Awaits Part 2: Planning & Producing Your Video From strategy to upload, here are our top tips for video production.

B Y K A T Y E M C G R E G O R B E N N E T T, K M B C O M M U N I C A T I O N S

In my last column, I talked about the general need to embrace marketing through video and the various types of videos that can help you realize your marketing goals. Now that you have a general sense of the types of videos out there and how they can move the needle in different ways, it’s time to start thinking about the execution part of the video equation. In other words, how do you get it done?

Start With Strategy It might sound simple, but it starts with having a strategy. Making content without a strategy is pointless and a waste of everyone’s time and energy. A strategy can help you get your video production organized so you can execute with fewer unknowns and headaches.

• Choose an Audience: You need to choose your audience first. Who are they and where do they spend time? If you haven’t already done the marketing exercise of creating personas around your brand, now is a good time to do that!

• Connect with Your Video Team: After you determine your audience, it’s time to connect with your team to align on a plan, objectives, and goals. Do you want to create buzz? Sell something? Educate? Take a look at last month’s column for guidance.

• Determine Timeline/Budget: Next, figure out your timeline and budget.

Video projects scream out for project management; otherwise, they can get super-expensive and time-consuming. Think about everything you’ll need, such as thumbnails, intro and outro graphics, lower thirds, scripts, talent, and props. There’s more, but this is a good start.

• Don’t Forget About SEO: YouTube SEO is becoming just as important as Google SEO, so make sure your video is getting seen by planning for copy and keywords that play to YouTube search results. This could be an entire column in itself, and someday I’ll get to that, but there are best practices out there you can easily find with a Google search.

• Rough In Messaging: Next, it’s time to come up with a loose storyboard for your video. Develop the messages you want to convey and refine them. This will come in handy later when it’s time to write the script.

• Set Metrics Goals: Finally, figure out the key performance indicators you will use to determine if the video is successful. What are your metrics? Views?

Social Sharing? Clickthrough rate? Answering questions like these will put your strategy firmly into view.

Lights, Camera, Action!

Now that you have a plan, it’s time to get moving. The process usually goes something like this:

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• Create a Script: The first step is to create a script from those messaging points we mentioned earlier. Without a script, you’ll find yourself re-shooting, spending way too much time on editing, and the shoot will take longer and be more expensive. Even if it’s a loose script that seems unscripted, it’s important to have an outline of what you want to talk about and how.

• Set Up Your Video Studio: Once you have the script, it’s time to consider the equipment you’ll need for your ongoing video production needs. You’ll probably need a quality tripod, camera, lights, mics, and other audio capture gear. At KMB, we travel all over the place shooting videos for clients, so our kit is, shall we say, extensive. Be careful when you take your equipment on the road, too, because theft happens, especially at events during setup and tear-down.

• Prep Your Talent: Once you have your studio setup complete, you’ll need to start preparing those who will be featured in the video. While the pandemic certainly helped people get more comfortable being onscreen and recorded, a lens, bright fill lights, and that little red light often invokes fear in many, still to this day. Practice together and ask that they practice on their own. A lot of your time during video production will be spent ensuring those onscreen are comfortable, relaxed, and, most importantly, speaking to the key messaging points or following the script.

• Shoot the Video: There might be a bit of a learning curve for the inexperienced videographer. You’ll want to start experimenting with establishing shots, closeups, medium shots, and other techniques as time goes on so that your videos are more dynamic than a standard talking head where the camera is static the entire time. Of course, that will require some post-production work to make all these shots work together.

• Edit Your Video: Editing is a large portion of the video-production pie and can take longer than the shoot itself! At this time, you’ll layer in music, voice over, and any other audio you want to include, as well as sew together the best shots from the raw footage. Once the video is final, of course, you’ll want to upload it to the appropriate platform and start marketing it!

Scared yet? Don’t let any of this overwhelm you. It’s a learning process that can be a lot of fun. Of course, there are resources out there (like my firm KMB Communications) who specialize in this line of work and can take the lead or help guide you. You’ll need a budget for this — which I’ve covered in past articles you can find on residentialsystems.com.

Stay tuned for next month’s column where I’ll cover various ways you can slice and dice your content to get more mileage from it. In the meantime, give me a shout if you’d like to learn more about video production options available at kmb@kmbcomm.com.

VITAL BUSINESS TIPS

The Importance of Accountability

A dealer that focuses on accountability will inspire better performance from its employees and a better bottom line for its business.

B Y M AT T B E R N AT H

[EDITOR’S NOTE: VITAL holds monthly CI Business Mastery Classes where it addresses important CI business topics via a webinar. Each class is supported by an industry brand.

VITAL has agreed to share some of the information from these classes in a monthly column of highlights from its most recent webinar. The twelfth — and final in this series — CI Business Mastery Class was on accountability, and it was supported by DISH. Look for details on the upcoming second Master Class series at the end of this month’s column.]

Today we are going to talk about accountability, covering what it really means and contrasting the difference between people who are highly accountable and those who are not. We will also discuss encouraging and holding people accountable in your business, along with action steps to tie it all together.

Accountability is accepting the responsibility and action for one’s job in the company. I’d like to think that most of us want to be accountable and want to work with others who are also being held accountable. We certainly want to be accountable when things are going well and we’re winning. It’s when something goes off the rails or fails that we get squeamish about the word “accountability” and we want to back away from that a bit. However, being responsible for a win is just as important as being responsible for a loss or when something goes wrong.

When people are being highly accountable, they’re demonstrating a high level of responsibility. They think proactively and solve problems, so they improve their chances of being positively accountable for a win. They get to be accountable for that win because they have active accountability along the way.

And, when things do go wrong, they don’t blame others and they seek help in fixing the problems.

Accountability builds trust between individuals, teams, and the organization.

When people know who’s accountable for what, they can trust their team to execute. Of course, when everyone is delivering on what they promised, you have a high level of integrity, which leads to improved performance.

Accountability promotes ownership in one’s role and improves collaboration through less individual posturing and territorialism that often happens when you have a lack of accountability.

All these things lead to more predictable outcomes throughout the organization. Plus, it is the culture of accountability that attracts A players and weeds out the Bs and Cs. A players want to know what’s expected of them, they want to be held accountable, they want to hold others accountable, and they want to know that the other people on their team are reliable and responsible.

Building an Accountable Team Is accountability in an organization a people problem or a leadership problem?

The key here is you must first hold yourself accountable before ever expecting anyone in your company or your team to be held accountable. This goes for any leader in the organization — doesn’t matter if it’s the owner, founder, CEO,

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president, or project manager — anyone who has direct reports must first hold themselves to that standard.

You must be clear about what you will be holding someone accountable for.

Offer constructive feedback along the way and don’t let it fester or build up.

You’re all very busy — days, weeks, and months might pass and the steam can build up from your frustration. Make the time to give them feedback along the way. It is so powerful and so critical.

Make sure when you’re setting these expectations for your team that it is done in a collaborative way. Do it with them as a team or individuals or groups of individuals because, when they are part of creating the goals, they’re bought into those goals and the outcomes that come along with them. When necessary, you must implement consequences for underperformance. The consequences should be known in advance and implemented every time it’s necessary. The tone for accountability is set from the top. If you’re an owner or any other leader in the company, it must start with you.

Do we manage by the carrot or the stick? I believe there’s a case for both.

When you do have to implement consequences, or lead by the stick, you need to do it fairly. Apply the same rules across departments and staff. Always do what you say and don’t be a pushover.

Accountability Action Items The action here for your team is to have your leaders and your mentors share why accountability is such a priority. This is critical — we need to get feedback from our team as to how they feel they are responding to the accountability challenge and the same response from their team members. We want to identify opportunities to empower your team. When a team has decisionmaking power, they have power over their outcomes. Be sure you and your leaders are in tune enough to be able to challenge the excuses and encourage your employees to bring solutions. I know that’s tough — especially since most of our team is out in the field. Visit your job sites and have your teams visit your job sites. It is important to be in tune so that you can challenge some of the excuses that are likely to come up when accountability comes into play.

Another action item is to always point out when the culture of accountability is successful. This will positively impact the work of the team. We want to be accountable for the wins and accountable for the losses. Have the leaders in your company point out examples of where accountability is improving and look for those wins. Don’t look for perfection — look for the little wins.

This may bring to a close the first set of CI Business Mastery Classes, but stay tuned for next month when we will begin another year of webinars and articles that will cover different business subjects that are vital to CI businesses! To register for the webinars, visit https://growwithvital.com/ integrator-signup.

For more information, visit http://growwithVITAL.com.

INTERNETWORKING

The Key to Total Whole Home Control

Whatever interoperability standards such as Matter promise, the most effective total home control comes through professional integrators.

BY GORDON VAN ZUIDEN

Last week I needed to replace our home’s old non-connected garage door opener — it was about 10 years old and it failed. cyberManor is not in the garage door opener business but we are in the connected home business.

I asked my garage door vendor to have one of the LiftMaster MyQ openers installed since it is Wi-Fi-connected and there is a Control4 driver for this lift motor. I had it installed and it works great — it even has a built-in camera so when I link it to an Amazon delivery service I can see who has entered and left the garage. I also asked my garage door opener installer what percentage of his clients now have a connected garage door opener installed, and he said 100 percent of them! Less than 10 years ago these intelligent garage door openers were few and far between — for the most part they were all under-capitalized Kickstarter company efforts.

I tell this story because the same history of connected home product innovation could be said for thermostats, front door stations, fans, skylights, irrigation systems, shades, lighting control, whole house music, and even coffee machines! The smart, connected version of these products are now going into almost every new or remodeled home technology installation.

Included in this steady stream of connected products comes a software app and a hardware remote for the control of each of these individual products — leaving homeowners with multiple apps and remotes that have different interfaces and rarely communicate with one another. We’ve experienced this story before when the TV, set-top box, AV receiver, and the DVD each had their own remotes. It became a frustrating control experience for the homeowner and led to the rise of the well-programmed universal remote controller — typically installed and programmed by a custom AV installer.

Now the whole house is filled with different physical remotes from smart home product manufacturers, confusing the homeowner with a variety of home control remotes that each look and operate with a different interface. As a result, there has never been a better time to install and support total home hardware and software control systems from Control4, Savant, Crestron, URC, and ELAN, to name a few. Not only do these total home control interfaces provide an easy-to-use graphic software and keypad interface to control all of the home subsystems, they also provide communication paths between the subsystems to allow levels of automation that are not easily accomplished by individual app-based control.

What About Matter to the Rescue?

To try and resolve these smart home software integration and operability issues, the biggest names in the consumer electronics industry — Apple, Google, and Amazon — along with major manufacturers such as Samsung

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and LG, have recently released the Matter software platform. Matter, a common language for smart home devices to communicate, aims to simplify everything about the smart home, from purchase, to setup, to everyday use.

Its greatest promise is that it will enable smart devices to easily work with each other, across platforms and ecosystems, no matter who makes them.

We’ve seen attempts to become a total home control operating system before — think Microsoft Media Center, Apple HomeKit, Samsung SmartThings, and on and on. The fundamental problem with these platforms gaining universal and long-term traction is that each of these companies (the largest consumer electronics companies in the world) have a vested interest in protecting their intellectual property in order to maintain long-term profitability.

Their willingness to continuously and openly communicate and partner with their primary competitors, potentially compromising their product’s differentiation and profitability in the market, has always fallen short in the long run. These grandiose partnerships have simply not been sustainable.

Fortunately, for our affluent smart home consumers we have total home control systems designed and installed by the custom home integrator, that offer easy to use, long-term, and sustainable operating control systems for the home. These home operating systems are built for interoperability — their success depends on how well they execute this challenging task over the long run.

Total home integration control work is not easy. The challenge is that our profession must constantly educate ourselves to keep up with the rapid hardware and software advancements in the smart home market. This is one of the key reasons that cyberManor built a showroom home — not only can we showcase the benefits of single-app-based home automation hardware and software, but we constantly monitor and vet how well new product innovations work in our showroom before we put them in our proposals (see NHTC.tumblr.com).

In our showroom home, when we tell a client to say, “Okay, Josh I’m home,” we are able to show how one simple voice command can trigger a Control4 scene that turns on the lights, plays background music, opens the shades, and turns on the air conditioner in the summer. This level of simplicity and integration is the cornerstone of our custom installation services.

As the need for a TV universal remote controller has diminished because an Apple TV or Roku with YouTube TV can now serve as a one-product solution for almost all TV viewing needs, it’s good to know that demand for our expertise in providing a universal hardware and software remote control platform for the whole home has never been greater!

g n i d n i M FEATURE

r o n a M The

A historic British home features an extensive outdoor audio system that blends seamlessly into the landscaped grounds surrounding the property.

E

ssex-based Snap One Partner Elements recently completed an extensive outdoor audio installation for a huge 3-acre garden as part of a whole-home integration solution. Set in a small village in Essex, U.K., the stunning period property has been refur-

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bished by its owners into a magnificent, modern family home. After upgrading the existing interior Control4 system, which includes audio, TV, lighting, and security control, the homeowners are continuing to work with Elements on the extensive outdoor space.

FEATURE

“The client and his family spend a lot of time in the grounds and want audio to enhance their outdoor living experience ranging from an intimate chat on the patio, a pool party, a family dinner or a peaceful stroll around the gardens,” explains James Hollis, integrated systems business manager at Elements. “To meet the family’s expectations, we partnered with Snap One to design a customized solution that would be easy to operate, provide high quality sound for different applications, and be scalable for additional zones in the future.”

Elements worked with Snap One to divide the vast space into five dedicated audio zones — two patios, a pool area, a temple walkway, and an island set on

a lake. Each space has the functionality to operate as an individual audio zone or, collectively, to play synchronized audio throughout the entire garden. In the planning phase, Elements also worked closely with the in-house gardening team who helped design flower beds and topiary for speaker and subwoofer placement to help the technology blend into surroundings.

The Episode range of outdoor speakers and subwoofers from Snap One offered the flexible options and durable products needed to make this project a success. Now completed, phase one of the project features 26 Episode Landscape Satellites and two Episode Landscape 360-degree speakers as well as MARCH 2023

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MINDING THE MANOR

five Episode Landscape Subwoofers to enrich the bass. In the pool area, which doubles as a night-time entertaining and party space, Elements installed a 10:2 system to deliver plenty of field volume. In the two patios and the temple walkway, four Episode Landscape Satellite speakers were carefully positioned and concealed by foliage with Episode Landscape 10-inch subwoofers partially submerged. Four additional Episode Landscape Satellite speakers were installed in beds along the far edge of the garden to ensure a consistent blanket of sound.

Episode Landscape Series 360-degree speakers are also installed on the island to

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deliver a wide dispersion and a uniform coverage without “hot spots.”

This install is powered and delivered on Control4 using premium quality equipment from Snap One brands, including Triad matrix switchers, Episode amplifiers, and Araknis network switches, all neatly housed in two rack enclosures in purpose-built outbuildings. Underground fiber optic cables link back to the main house to unify the house and garden into one easily controllable system. The homeowners can manage all connected technologies, indoors and outdoors, via their existing Control4 interface on touchscreens or mobile

MINDING THE MANOR

“This is an on-going project and will develop further as more areas of the garden are landscaped, so it was vital that the solution was scalable to add more zones in the future.” devices. Finally, Elements monitor and manage all the technology inside and outside the house using the OvrC remote platform.

“Episode was the perfect choice for this project,” adds Hollis. “The audio quality and flexibility is great and, with the main house already being Control4 operated, we could seamlessly extend and retain the familiar, easy-to-use control platform for the family. Episode Landscape Satellite speakers blend well with the surroundings and are robust enough to be cleaned by the gardeners’ power wash every day. This is an on-going project and will develop further as more areas of the garden are landscaped, so it was vital that the solution was scalable to add more zones in the future. It’s already a large-scale outdoor integration, yet easy to use, update and monitor — ticking all the right boxes for me, the client, his family, and friends.”

Formoreinformation,visitwww.snapone.comandelementscontracting.co.uk.

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FEATURE

TECH SHOWCASE

2023 Residential Systems Picks Awards Winners

Learn more about the products that took home this year’s prizes.

As we do each year, the staff at Residential Systems has named their Picks Awards winners for CES 2023.

Only products that were submitted into the awards program were eligible to win; entries were judged based on their potential impact to the custom installation industry.

Here are the Residential Systems Picks Award winners for CES 2023:

Dirac Live Active Room Treatment Dirac Live Active Room Treatment is the latest in Dirac Live’s family of features designed to address bass resonance and room decay time to produce a cleaner, tighter bass experience than ever before possible.

Dirac Live Active Room Treatment will debut in all StormAudio AVRs through a Spring 2023 firmware update.

Dirac Live Active Room Treatment leverages Dirac’s expertise in MIMO mixed-phase impulse response correction technology to enable spatial optimization, whereby all speakers in a sound system cooperate with each other to accomplish what passive acoustic treatments struggle to achieve. With decay times reduced digitally and automatically, listeners experience clear sound devoid of boomy, smeared bass – as if the room itself didn’t exist.

In many listening spaces, like home entertainment rooms, it can take a long time for bass to decay — or stop bouncing around the room — resulting in ringing or booming. Dirac Live Active Room Treatment automatically evaluates and adjusts the bass characteristics of the entire system, leveraging the strengths of each speaker to make up for any shortcomings in other speakers.

IPEVO TOTEM 120 Multimodal Collaboration Camera IPEVO TOTEM 120 is a conference cam, a demo cam, and a document camera in one, with a design optimized for conferencing at the eye level, online product demonstrations, and sharing of documents and other visual materials.

Switch between the 120-degree and the 80-degree lenses to match your FOV need. The 120-degree ultra-wide lens is ideal for huddle room conferencing or presentations. The Autofocus built in the 80-degree lens provides a detailed experience for document sharing and individual video calls. The built-in Sony CMOS sensor delivers 4K quality in any kind of environment lighting.

Plug-and-play compatible with Zoom, Google Meet, Skype, Microsoft Teams, Webex, GoToMeeting, and more — on Windows, Mac, and Chromebooks.

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Hisense L9H TriChroma Laser TV The L9H TriChroma Laser TV is Hisense’s enhanced version of the L9 series. It features Hisense’s notable TriChroma laser light engine, the same triple-laser system used in the L9G and PX1-PRO. The 3000 Lumen ultra-short throw projection TV features Hisense’s triple laser light engine with red, green, and blue laser light sources that can reach 107 percent of the BT.2020 color space. In addition, 3000 lumens of brightness, HDR10, and the addition of Dolby Vision further enhance the overall viewing experience.

One of the greatest values of the L9H Laser TV is the inclusion of a perfectly paired ambient light-rejecting (ALR) screen to remove the guesswork from projector and screen pairing. This year the L9H features a new, high-gain ALR screen that brings a vibrant, crystal-clear picture in any light condition, making it the perfect addition to any room.

Hisense Smart Mini Projector The Smart Mini Projector is an entirely new product category of portable laser offerings that Hisense has added to its growing laser lineup this year as part of its continued mission to provide versatile and affordable laser offerings for every home cinema need. As consumers continue to prioritize flexible and cost-effective offerings, The Smart Mini Projector meets those needs while still providing an impeccable viewing experience. Additionally, it also pairs with the largest screen size option from Hisense to date: 150 inches.

Featuring a TriChroma triple laser light engine, it delivers a vivid, immersive movie theater anywhere — room to room and even outdoors. The portable size allows for easy transport, while its ease of setup creates endless viewing opportunities with Dolby Vision and HDR10 to further enhance the 4K UHD picture. The addition of Dolby Atmos, DTS audio, as well as two 20W speakers, creates an impressive, portable soundscape.

Pure Fi Ultra High Speed HDMI Active Optical Cable The new Pure Fi Ultra High Speed HDMI Active Optical Cable (AOC) enables ultra-high-resolution video transmission over extended runs with near-zero latency or EMI interference. Capable of

FEATURE supporting HDMI 2.1a features, including up to 10K video content at 60 Hz over extended runs, this new AOC is designed for smart home applications as well as broader use across the professional AV space. The new Pure Fi AOC comes in 15-, 25-, and 50-foot lengths, with custom lengths of 300-plus feet available upon request.

Pure Fi designs, engineers, and manufactures its proprietary chipsets and system in-house, giving the company full control of the entire manufacturing and distribution process. Pure Fi’s expertise in optoelectronics enables the company to drive high-speed data over long distances to create smarter connected solutions for the professional AV market. It provides throughput up to 48 Gbps, supporting 8K content at 60 Hz or 4K content at 120 Hz. Pure Fi’s 50foot AOC is certified through the Ultra High Speed HDMI cable certification program, and additional lengths of 15 and 25 feet are in the process of being certified.

Samsung HW-Q990C Soundbar The new Samsung HW-Q990C is a 11.1.4-channel audio, rear speaker, and subwoofer set that uses AI and second-generation, room-analyzing Spacefit to automatically optimize individual driver frequencies and gain to match any space. It can also synchronize with speakers and neural processor chips inside Samsung TVs for multi-channel performance. When working in tandem with Samsung TVs, the HW-990C uses Q-Symphony 3.0 to isolate and precisely direct individual elements from film, TV, and game audio into 15.1.5-channel sound using both soundbar and TV speakers. Samsung technologies enable HW-Q990C to identify and isolate background noise while enhancing dialog, or adjust to low-volume nighttime listening needs, providing a premium, sonically optimized experience.

Adaptive Sound 2.0 offers clear sound using AI sound-optimization technology, while Game Pro 2.0 provides a soundfield mode suitable for the game’s genre. HW-Q990C includes a “night mode,” which helps reduce sound for users; when using night mode, the main soundbar and TV sound is turned off and sound is played exclusively through the rear subwoofer and side speakers.

HW-Q990C also supports voice control and can be controlled via Wi-Fi or any SmartThings device.

Samsung The Premiere 8K Projector Samsung’s Premiere 8K projector is the world’s first 8K ultra-short throw projector, capable of displaying 150-inch images on any wall. Boasting 8K resolution and vivid brightness, it delivers an immersive entertainment experience — complete with Dolby Atmos cinema surround sound. Unique to The Premiere 8K is a built-in 6.2.4ch 100-watt Dolby Atmos speaker system, eliminating the need for a soundbar. Consumers can create cinema-quality viewing experiences in the comfort of their homes, on any wall, no matter how large. Placed only millimeters from the wall, it can project a 150-inch 8K image; that’s over 20 inches larger than the previous 4K model, four times the resolution, and over 40 percent brighter, jumping to 4000 ANSI lumens from 2800.

Users and gamers can split the 8K display into four 4K sections for multiplayer games or split-screen news and entertainment purposes at super-sharp resolution.

Schlage Encode Plus Smart Wi-Fi Deadbolt The Schlage Encode Plus Smart Wi-Fi Deadbolt is one of the first smart locks to support Apple’s latest HomeKit advancement, Home Key. Home Key allows

owners of iPhones and Apple Watches to tap and unlock Schlage Encode Plus deadbolt using their iPhone and Apple Watch for easy and secure access to their homes. It can also be simultaneously paired and managed by both the Schlage Home app and Apple Home app, and works with Alexa, Google Assistant, and Yonomi, so users can integrate the lock with other smart home devices and use those assistants to lock doors.

Skyplug Smart lighting base Skyplug Smart lighting base transforms any style hanging luminaire into a plug-and-play smart light using a proprietary SkyHome App. Skyplug Smart features include phone control, Wi-Fi/BLE, voice control, scheduling, eco mode, dimming, color changing night light, and emergency light. Works with Apple Siri, Amazon Alexa, Google Home, Samsung, SmartThings, and Cortana. Skyplug Smart is a plug-in technology used on luminaires and fans that enhances safety by eliminating touching branch circuit electrical wiring. The Skyplug Smart can be used on luminaires (weight support rating of 50 pounds) and on ceiling fans (weight support rating of 75 pounds).

Skyplug Smart’s plug-in technology component is voted and recognized for its safety by the largest U.S. safety organizations such as the NFPA, NEC, ANSI, NEMA, IAEI & AIA.

Victrola Stream Onyx The Victrola Stream Onyx is the second high-performance turntable in the Victrola Stream product line, verified by the Works with Sonos program. The turntable enables wireless streaming of vinyl records through an entire Sonos system with no additional equipment required. It features a modern, matte black design with high-quality materials and is a statement piece in any listening space. With premium components, including a custom-designed removable headshell and adjustable counterweight, along with either an Audio Technica AT-VM95E or Ortofon OM5E cartridge for high-fidelity sound, the Victrola Stream Onyx amplifies any listening experience.

Viracon PLUS Smart Glass powered by HALIO HALIO develops and manufactures the world’s most beautiful smart glass system based on electrochromic (EC) technology. This next-generation solution includes an EC device that tints faster than anyone else in the industry today. It also includes tint level drivers, communications gateway electronics, and tint selectors/apps that control the tinting; a specialized, unique sky camera that senses daylight changes; and a cloud-based AI that analyzes and sets tint levels autonomously.

These components work together as a net-zero building material solution and integrate seamlessly with building management systems and controls, to work with brands like Siemens, Amazon Alexa, Apple Home, and many others.

HALIO’s tinting technology tints fast, in real-time, adapting to any weather conditions in just minutes. It tints uniformly across any size window or facade without any discernable pattern. It tints to an optimal level to balance energy savings by blocking UV, solar heat, and occupant comfort by stopping glare while eliminating blinds.

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FEATURE

TECH SHOWCASE

Power Products A sampling of gear designed to keep systems running at peak performance no matter where they draw their energy from.

As the nation’s electrical grids and alternative home energy methods continue to make headlines in consumer media, clients have a better understanding of the ways that power management tools can make their stellar AV system even better. Here we look at some of the more recent introductions in this product category.

Panamax C3-IP Power Conditioner The Panamax C3-IP is a 12-amp, BlueBOLT-enabled compact power conditioner and power sequencer that provides individual control for three separate outlets. With remote power management via the BlueBOLT cloud platform, installers can monitor, control, and program from anywhere. Fifty percent smaller than its predecessor, the Panamax C3-IP has a slim design that fits the needs of virtually any discreet installation. It is designed for installations such as behind a flat screen, in a structured wiring enclosure, or mounted to the back of a rack. Automatic over/under voltage protection through Panamax technology ensures fewer service calls and maximum longevity of connected equipment.

When integrated with ELAN Control Systems, the Panamax C3-IP provides personalized, feature-rich control through intuitive functionality and customization. Integration with ELAN Control Systems provides users with seamless control from a smartphone or the ELAN Intelligent Touch Panel.

Programmable from anywhere in the world via BlueBOLT IP Power Management, the Panamax C3-IP features an intuitive UI backed by a new IP infrastructure for maximum reliability. With the addition of sequencing and IP monitor and control, end users can reboot their network devices. Installers can schedule power cycling of three individually controlled outlets. The system automatically reboots network equipment when connectivity is lost and provides the ability to monitor energy use, set alerts, and program scheduled commands.

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URC and GUDE Integration URC and GUDE, a German manufacturer of high-quality power and monitoring solutions, have introduced a next-generation integration. The reliable Power Distribution Units (PDU) from GUDE enable switching and controlling of AV technology and IT equipment in smart homes, conference rooms, and digital signage installations. The switched and metered IP power solutions allow for power-cycling media controllers and servers, reducing power consumption of standby appliances and monitoring AV installations.

Integrating across GUDE’s PDU product line, URC products can now automate environments with greater power efficiency and security. In practice, the end user can use URC’s Total Control to switch on, switch off, or reboot devices such as media players, streaming boxes, or routers.

FEATURE

Savant Systems Partners With Sunnova Energy Savant Systems and Sunnova Energy International, a leading U.S. Energy as a Service (EaaS) provider, have agreed to add Savant’s intelligent load management and control solution to Sunnova’s Energy as a Service offerings for customers across the U.S., beginning Q1 of 2023.

A Savant/Sunnova smart power solution seamlessly monitors and controls energy from the grid as well as home solar systems and generator power, creating an optimized ecosystem for any home. Through this agreement with Savant, Sunnova’s growing portfolio of energy service solutions allows customers to integrate the use of solar, battery storage, energy control, and management technologies, making clean energy more accessible, reliable, and affordable.

A Savant Power System is engineered to scale, delivering the benefits of smart power for any application. Systems can be designed to provide revenue-grade monitoring and control, making every conventional electrical panel smart at an affordable price for any home. At the heart of this scalability is Savant’s smart energy software and innovative power modules, with 20-, 30-, and 60-AMP models designed to fit industry-leading, standard electrical panels. Savant offers both Wi-Fi and LTE connectivity, ensuring that homeowners retain control even when the grid goes down and Wi-Fi becomes unavailable.

tensive support calls and truck rolls. This PDU is part of MetraAV’s lineup of HDMI solutions designed for premium home theaters.

The PR-R13PI Smart Outlet PDU includes a surge mileage meter that shows when surges have occurred and the percentage of remaining protection. When a surge happens, two removable surge protection modules can be replaced without sacrificing the entire PDU, making this solution cost-effective. Temperature control can also be automated with four magnetic temperature sensors that can be used to program turning on a fan or turning off devices when the temperature gets too high. The 13th service outlet powers a temporary device without having to reach behind the PDU. This unit is also designed to work without internet connection and still have automatic self-healing functions.

Big Dog Power’s app is designed to work how integrators work, with programming that can be set up by outlet or device to mimic the workflow of their choice. Once set up, integrators can monitor all their clients within the Big Dog Power app, which is free to download. Clients can only see their locations within their app and its user-friendly design makes management easy. The PDU will also work with other popular automation platforms to allow the user to continue managing their devices through the same control system app.

Tripp Lite by Eaton Pure Sine Wave Gaming UPS

MetraAV Big Dog Power Smart Power Distribution Unit

MetraAV’s Big Dog Power Smart Power Distribution Unit (PDU) delivers surge protection, remote control, smart home integration, rack temperature management, and more. Twelve individually controllable outlets have power metering, self-healing, and automatic reboot capabilities for smarter and easier remote management of connected devices. Devices can be turned on and off without requiring an internet connection, allowing for scheduled reboots and an easy network equipment power reset that can solve the most common technical issues. For integration professionals, this means reduction of time-in-

The Tripp Lite by Eaton Pure Sine Wave Gaming uninterruptible power supply (UPS) delivers clean, reliable power in AC and battery backup modes and is designed to prevent game crashes and audio/video problems. The line-interactive UPS provides 600 to 1500 VA of pure sine wave power that is compatible with active PFC power supplies, high-performance gaming components, and other sensitive devices. Automatic voltage regulation (AVR) corrects abnormal voltage conditions to prevent instability. Surge protection shields connected equipment from damaging power spikes.

Battery backup ensures uninterrupted play and streaming during short outages. With the addition of an external battery pack (sold separately), the 1500 VA model provides up to 50 minutes or more of battery runtime.

The Pure Sine Wave Gaming UPS monitors the connected PC’s true power draw in real-time and displays voltage, wattage, and battery level data on the detachable wireless LCD control panel. Four strips (two banks) of programmable RGB color LEDs coordinate with gaming setups and can respond to the PC’s power draw with user-definable colors and lighting modes. The LEDs are controlled via the detachable LCD or a free downloadable software utility.

To conserve power, energy-saving outlets turn off if the PC or other device connected to the master outlet shuts down or enters standby.

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A SUPPLEMENT TO

MAGAZINE

THE INTEGRATION GUIDE TO

OUTDOOR AUDIO

The Snap One Episode Radiance is an allin-one modular solution that delivers highperformance sound and lighting.

SPONSORED BY ADI GLOBAL DISTRIBUTION

GET OUT!

Outdoor audio has come a long way from a boombox and continues to evolve for today’s high-end installations.

By Karen Mitchell

N

ow hear this: Adding video screens outside is an exciting proposition, but audio — the cornerstone of an outdoor project — could be an integrator’s best friend. With advances in outdoor audio coming on strong of late, the options are plenty.

“Outdoor audio has come a long way since we entered this space,” says Tom Brady, product owner, audio solution, Crestron. “A key focus of landscape product design now is to focus not just on the sound quality, but on the aesthetic and design of these solutions. Homeowners

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want their outdoor speakers to blend in with their property, so when we partnered with Origin Acoustics, we really wanted to focus on the modern design elements while also creating products that sound great.

Our Crestron Ultimate Speakers lineup includes models that are suitable for installation in myriad locations with weatherized construction and a custom-paintable finish, bringing a great audio experience from inside to outside for use in patio, sauna, and swimming pool areas. Crestron has also made strides to evolve our surface mounting mechanism, enabling

OUTDOOR AUDIO SELLING PROJECTORS Crestron’s outdoor speakers, made in partnership with Origin Acoustics, make this pool area sound as good as it looks.

designers to situate their speakers horizontally and tilt them to meet any needed angle.”

A new and well-received addition to the lineup, he continues, is the refresh to the Saros Surface Mount models. “These new models come in a 6-inch and an 8-inch form factor and have been designed in partnership with Origin Acoustics to sound and look better than any model in this space on the market. Our new landscape systems have also been performing well, with the option to start with a fixed kit with four satellites and one subwoofer, and expand up from there in the Reference lineup, or build a fully custom design with the Ultimate outdoor models.”

Outdoor audio has progressed significantly over the past couple of decades, evolving from convenient, portable boomboxes to larger, more sophisticated systems, notes Matt Kamp, senior director of product management, Snap One. “The outdoors is now an extension of the home, and there is the expectation that the outdoor experience should be as seamless and intuitive as the indoor experience that end users have come to expect. Outdoor audio solutions are increasingly integrated into larger control systems, which provides more streamlined control and a clearer view into overall system health.”

The evolution of outdoor audio is best illustrated in the Episode Radiance, he says. “This groundbreaking product family is the ultimate all-in-one outdoor music and lighting system. A sleek all-in-one modular solution, it delivers high-performance sound that’s easy to install using just one wire for both audio and lighting. The IP66 certified, UV-protected components can be buried, mounted, or placed anywhere that suits your installation. Design, functionality, ease of installation, and performance were all top of mind when we created Episode Radiance. From pathway to poolside, it’s the easiest way to deliver space-filling sound and beautiful lighting. With Episode Radiance, we are no longer simply adding sound to an outdoor space, but rather putting sound exactly where you want it and adding thoughtful lighting to create a holistic environment. Today’s systems have an intentionality and sophistication for curated, personal experiences unlike ever before.

“In addition, Snap One’s Landscape series products are constructed from premium materials, which help deliver exceptional sound throughout any outdoor space,” Kamp says. “Two- and three-way speakers, paired with robust outdoor subwoofers and with multiple source and control options, come together for systems that are acoustically balanced, high performing, easy to install and use, and built to last. Episode offers an allin-one, low-cost landscape system that sounds great in Episode Terrain.

A two-way speaker design and discreet burial sub allow this system to

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play lower and louder. Plus, a quick-connect system means you can get through your installation quicker than ever. Every project is different, so this range of Episode outdoor audio options gives our Partners flexibility and choice from satellite speakers to rock speakers, subwoofers to omnidirectionals, and surface mount speakers to soundbars.”

A handful of innovations over the last few years have really impacted outdoor audio in design and functionality, says Joe Whitaker, vice president of business development, Origin Acoustics. “We listened to dealers, and from their input and from new innovations like our fully outdoor rated ribbon tweeters, we developed a larger Bollard speaker based on our current popular design, which is part of our Ambisonic Collection. Because of improvements in technology, we were able to increase driver sizes and create a 360-degree outdoor rated ribbon tweeter that is amazing to listen to. Another recent innovation inspired by our dealers was our new surface mount range. For a time, it seemed surface mount speakers were losing their luster because of all the amazing landscape and burial style speakers available. But guess what, they are back bigger than ever. We took that returning trend and years of feedback from our dealers and have completely revamped our surface mount speakers with features like 8 ohm/70-volt settings, better drivers, and an amazing multidirectional adjustable mounting system.

“For the real music listeners and audiophiles, Origin’s HD6.5’s with our amazing Ambisonic in-ground subwoofers create an audiophile listening room outdoors,” he adds. “Of course, over the last few years, and especially during the pandemic, we all learned that adding discreet landscape speakers to enhance an outdoor environment is the easiest and most economical way to bring that space to the next level. So, we at Origin created three distinct levels to do this. From our affordable Acoustic Landscape Kit, to our OS series satellites and subs, to our luxury Ambisonic landscape products, we created levels for anyone’s budget and listening level.”

Products that offer flexibility have been particularly valuable across all types of projects the last year as the industry recovers from supply chain constraints, notes Randy Blanchard, director of audio products at Vanco.

“Particularly when it comes to outdoor audio, speakers that can be mounted, hung, or staked in the ground are a great option and can be easily added to areas of the outdoor space as the sound is tested. These types of products also enable integrators to carry fewer SKUs, which is always a plus.”

Vanco’s Beale Street Audio 1000W 2-Channel Amp has been a popular pick for the flexibility it offers, he says. “The BAV2500 offers a browserbased GUI for easy setup and control. Integrators can easily customize the system to the space once it’s been connected to the network, including changing output, DSP curves, and more with a click of the mouse.”

Given this variety of options, it’s important to start with specific goals based on the project when introducing outdoor audio to clients, Blanchard advises. “Maybe the client is a homeowner looking to bring ambient music outdoors to form a backdrop for entertaining, or perhaps they want to bring game day outside to their outdoor kitchen or grill space. Each of these applications is going to require a different frequency response, sound pressure level, and speech intelligibility.”

Because it comes down to the size and scope of the individual space, offering that broad range of solutions is very important, Brady says. “It’s not a one-size-fits-all market. For instance, integrators can now surface mount our satellites for a more discreet placement over larger surface mount options. These can mount on poles or even trees for extra coverage on patios and throughout backyards. For extra bass, Crestron also offers burial

OUTDOOR AUDIO subwoofer options in a couple of sizes and finishes. Tying it all together is easy with our new DM-NAX-AMP-X300, which can be added to any DM NAX deployment for powering surface mount or landscape systems.”

Snap One recommends that integrators start with their client’s goals to fully understand how the space is being used, Kamp notes. “Whether they want a gentle ambience around an outdoor kitchen, a party atmosphere on their patio, or a combination of several use cases, the products, layout, and user needs will vary. Understanding customers’ ideal use scenarios helps present the right options and builds trust with your client. Audio is an emotional experience, even outside, so we seek to understand what will make the space the most useful and special for each individual customer.”

The art of the demo is even more important outdoors than inside, Whitaker says. “When dealing with open spaces, with very little reflective materials, on top of long throw distance, demoing on site in real life is a must! We recognize this to the point of developing mobile demo kits for not only our regional sales staff and external reps, but also for our dealers. Music outdoors is an even more communal place to enjoy music, and the best way to convert the project is to set the stage with a greatsounding demo and give the, ‘Imagine you and your family and friends experiencing this together.’ Honestly, when a client asks about outdoor audio, the demo sells itself.”

So, what’s the secret to creating a dynamic backyard soundscape? “At Origin, we have the answer to the secret! It’s called our free design service,” Whitaker notes. “We created this service to take all the guesswork out of any outdoor installation. Simply submit a drawing or layout of the area, and our team will design the entire system, from amps to speakers, and even include a bill of materials. Having said that, here are a few hints that can help you now. Go 70-volt! With 70-volt, you can go with longer cable runs, which is a given when it comes to outdoor audio, and it allows easy daisychaining of speakers. And attempt to go mono whenever possible. Outdoor audio isn’t the same as doing a fixed seating listening room. The listener or, more likely, listeners are spread all over the place, and in many cases in a constant state of movement. With stereo staged audio, this causes the listener to ‘lose’ half the music and creates a bad listening experience.

“And always leave room to grow. Homeowners are continually expanding their outdoor areas. From adding a pool to a pergola, you need to ensure that you are preparing for the audio system’s growth simultaneously.

Whether it be pre-installing extra wiring, spec’ing amplifiers with additional channels, or helping additional trades be aware of what might come next.”

The Origin Acoustic LSR60 from its Ambisonic series of landscape speakers.

It’s a combination of a few factors, Kamp says. “A dynamic outdoor soundscape lives at the intersection of the right speakers, the right placement, power, and control. Speakers, powered by appropriate amplification, should be large enough to fill their portion of the space with rich sound and placed with both sound direction and aesthetics in mind. With outdoor speakers, more is more. We always lean toward having more speakers than not enough to ensure an evenly distributed, rich sound. User-friendly controls create a smooth experience and eliminate frustrating and awkward transitions from indoor to outdoor spaces. Additionally, the look and durability of the components ensure enjoyment for years to follow. Ultimately, outdoor spaces are an extension of the home, so we bring the same energy and expertise to the experience outside that we would offer inside.”

The goal should be coverage uniformity, Blanchard says. “If you’re standing by the firepit, the pool, or the grill, your experience should be the same. The job of an installed outdoor audio system is to discreetly provide such great sound throughout the space that no one even thinks about where the speakers or the sources are located.”

The secret, Brady concludes, is savvy, and often discreet, speaker placement; getting sound to where sound needs to be heard. “Our portfolio includes mounted satellites and in-ground options that really enable an integrator to bring great sound to every area of the yard. These speakers can be mounted and hidden up above or staked into the ground to sneak in that great sound without disrupting the landscape design. Getting it all connected on a DM NAX system enables audio distribution to flow seamlessly throughout the interior of the home to the outdoors.”

PRODUCT REVIEW

URC

Total Control High-Definition Audio System R

egular readers might remember that I reviewed a URC Total Control system back in 2021 (review available online). That review primarily focused on URC’s Total Control system as a whole, with an emphasis on the Accelerator 3 programming software, MRX-15 system controller, and TRC-1480 handheld remote with voice control.

While URC included an HDA-8100 (HighDefinition Audio) Multi-Zone amplifier with that review, it didn’t really get the attention it deserved, buried as it was beneath all the details of the other components. Far from being just “another 8-zone amp,” I came to learn of the many — and I mean many — advanced and flexible features the HDA amplifiers offer for both residential and commercial installs.

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If commercial installs are a part of your business, or you are looking for another option in residential distributed audio along with an advanced control system and a touchscreen with built-in voice control, you’ll want to see what HDA has to offer.

Training As mentioned in my previous review, you must be certified to sell a Total Control system, as well as to access and download the Accelerator 3 software. Certification requires attending the full Total Control training class that takes two eight-hour days. Fortunately, on top of that, URC offers extensive free online training, videos, programming guides, and integration modules for many of its control drivers, along with live virtual training to ensure dealers can get the most

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out of systems.

As this was my second go-round programming in URC’s Accelerator 3 software, I was a bit more comfortable with the process of commissioning the system, configuring the audio zones of the HDA, and downloading, installing, and activating the control modules for my HEOS audio system, Hunter Douglas PowerView shades, and DISH Hopper. I also viewed a ton of URC’s online training sessions specifically about programming in Accelerator, creating and adding custom graphics, and availed myself of URC’s extensive HDA Programming guide that walks you through each step of setup and configuration of the HDA amplifiers. Plus, I was able to lean on URC’s senior sales engineer, Shawn Stermer, when I ran into something I needed help with. Even still, I’ve no doubt I’m just scratching the surface of what

PRODUCT REVIEW

By John Sciacca https://www.urc-automation.com; 800-901-0800

KUDOS HDA-4100 offers a ton of power, flexibility, and features for both resi and commercial; HDA audio opens a world of distribution options; offers all of the programming flexibility URC is known for

CONCERNS

Multiple HDA components require using an AVB switch

PRODUCT SPECS ●

Total Control systems available to authorized dealers; requires Accelerator programming software

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MRX-15 Advanced Network System Controller: Designed for large residential projects; stores and issues commands for all IP, IR, RS-232, Relays, Sensors, and 12-volt trigger-controlled devices; requires hardwired network connection

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HDA-4100 multi-zone amplifier: Powers up to 4 stereo, 8 mono, or any combination of audio zones with 100/200 watts/channel (8/4 ohms) ICEpower; 4 sets RCA stereo analog audio inputs; two sets RCA preamplifier outputs; two 12-volt mini-jack triggers; Gigabit LAN connection; detachable power cord

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TKP-8600 8-inch (1280x800) in-wall touchscreen controller with integrated Amazon Alexa Voice Control: Supports audio/ video intercom calls across supported devices as well as door station integration; Cortex-A9 QuadPlus 1GHz microprocessor; hardwired Gigabit PoE+ network connection; portrait or landscape installation

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URC Mobile 2.5 control app for iOS and Android devices: Remote access requires static IP or dynamic DNS setup

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Dimensions: MRX-15: 17.83 x 2.03 x 8.3 inches (WxHxD); Weight: 4.61 pounds HDA-4100: 17.25 x 3.5 x 12 inches (WxHxD); Weight: 11.9 pounds

Total Control systems are truly capable of, and would definitely say the full training course is a worthwhile investment.

For programmers that like living fully outside the sandbox and getting into full and total customization, URC also offers a version of its software called Flex. With Flex you literally create every background, button, and graphic in a project, as well as manually creating every bit of programming.

To help alleviate the cost of bringing in a demo system, URC has a provision where a dealer can “earn” their demo kit by selling two systems during a specified period. You can’t really ask for a better “try it, you’ll like it!” offer.

HDA Family There are currently five components in the HDA family, and they are designed to address different needs for audio distribution across projects of nearly any size — it supports up to 32 inputs and 32 outputs — allowing you to remotely add sources and zones as needed while still having them accessible across the entire system.

For perfectly synced high-quality distribution, the HDA line-up uses AVB (Audio Video Bridging) to route digital audio signals up to 96 kHz/24-bit resolution with zero loss or latency around a home, and if there are more than one HDA component on a project, you must use an AVB-compliant switch, such as URC’s HDASW5, which isolates the audio stream traffic.

The amps that resi installers will most likely use will be the HDA-4100 and HDA-8100, which are similar in size and performance, but differ in capability with the 4100 being a 4x4 matrix amplifier and the 8100 an 8x8.

Both models feature powerful ICEpower digital amplification to deliver big output while remaining cool and delivering reliable operation. These are both capable of delivering 100 watts into 8 ohms or 200 watts into 4 ohms to all channels, but offers the flexibility of being able to split any stereo zone into two mono zones. Stermer said each channel is stable down to 2.7 ohms, meaning

it would be capable of driving three 8-ohm speakers in parallel; thus a 4100 could drive an 8-zone mono system with a total of 24 speakers! That’s a ton of capability at its price point.

Additionally, both models feature two 12volt triggers and two sets of assignable RCA pre-outs that are great for feeding a local home theater zone or driving a powered subwoofer in a zone. The 8100 adds two coaxial digital audio inputs that can downmix a Dolby or DTS 5.1-channel signal to stereo for playback.

Commercial installers will glom onto the HDA-1600. This flexible beast can deliver 600 watts into 8 ohms or 1200 watts into 4 ohms in single stereo or dual mono, or 600 watts in 70volt, and it can simultaneously drive 4/8 ohm and 70-volt loads, with the amp automatically determining the speaker type and output power accordingly, so there’s no worry of damaging a speaker. Besides four RCA analog inputs, there is a set of balanced XLR connections that can be another stereo audio input or two mic inputs, including 12/24/48-volt phantom power supply and built-in noise suppression.

There is signal sensing on the mic inputs that can be programmed to automatically go into paging or ducking for announcements via mic (or analog) audio inputs.

The HDA line also has features two very cool and compact “problem solvers” about the size of three stacked CD jewel cases in the form of the HDA-I/O and HDA-130. The I/O is a compact input/output device with both inputs and outputs in Toslink, coaxial, and RCA stereo that can either create or decode a single stream and can power via PoE. The HDA-130 is a compact little amplifier that delivers 2 x 30 watts (stereo or mono) to remotely power a single zone, as well as having coaxial, optical, and analog inputs to create an additional audio zone for the system. It also has a summed preamp output to connect to a local powered subwoofer for full-range audio. The 130 can be locally powered via 48 VDC or via PoE++.

Each HDA component offers loads of configuration within the Accelerator

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Residential Systems MARCH 2023

Vol. 24 No. 03

residentialsystems.com FOLLOW US twitter.com/resisys facebook/resisys CONTENT VP/Content Creation Anthony Savona anthony.savona@futurenet.com Contributors: Katye McGregor Bennett, Matt Bernath, Sam Cavitt, Henry Clifford, Dave Donald, Tim Fitzpatrick, Jason Griffing, Anthony Grimani, Karen Mitchell, Lisa Montgomery, Todd Anthony Puma, John Sciacca, Lisa Slayman, Gordon van Zuiden Production Manager Heather Tatrow Managing Design Director Nicole Cobban Design Director Marc Miller ADVERTISING SALES VP/Market Expert, AV/Consumer Electronics & Pro Audio Adam Goldstein, adam.goldstein@futurenet.com, 212-378-0465 SUBSCRIBER CUSTOMER SERVICE To subscribe, change your address, or check on your current account status, go to residentialsystems.com and click on About Us, email futureplc@computerfulfillment.com, call 888-266-5828, or write P.O. Box 1051, Lowell, MA 01853.

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software, letting you adjust source input levels, create permanent zone groups, set any zone to mono, adjust high- and low-pass filters, lip-sync correction, active limiters and compression, tone shaping, and even a 5-band parametric EQ setting to dial in the audio for each zone.

Further, each amp can store up to 10 WAV files that can be used in any zone. These can be triggered, set up in a timer or clock event, or placed into a macro and used for notifications, announcements, doorbells, alerts, etc. With the unit’s audio ducking and paging, it can override or play over whatever is currently playing, and the percentage of audio drop, fade timing, duration, and fade back into music is all programmable.

To speed up testing, commissioning, and calibration, you can connect to any zone in real time for testing, giving you access to white, pink, and brown noise generator, and also letting you test parametric EQ and toneshaping settings and filters without needing to download to the system first.

Installation For a working system, you need an amplifier, a controller, and an interface. URC sent the MRX-15 advanced processor, the HDA-4100 multi-zone amplifier, and the TDC-8600 inwall touchscreen controller. As much as I’d have like to have played with the HDA-1600, I just didn’t have the means to connect it to anything to test it.

The MRX-15 processor offers a ton of connection options, facilitating connection for nearly any system. Beyond hardwired Gigabit Ethernet for network control, there are eight 3.5mm IR ports with variable output, two configurable relays, two configurable 12-volt outputs, four 3.5mm RS-232 ports, and four 3.5mm sensor ports. The sensor ports are kind of unique to URC and really create another great way to add reliability and customization to your install. With the variety of URC sensors — audio, contact closure, current/magnetic field, light, video, and voltage — you can detect a change in state and then have the system respond to that. For example, a sensor could detect an audio stream starting from a connected media player and then automatically turn on the audio system.

While URC is likely best known for its line of handheld controllers, these are rarely used in commercial environments, so the company sent its new TKP-8600 8-inch in-wall touchscreen with integrated Amazon Alexa voice control and

a 5MP camera. This powers via PoE+ and can install either portrait or landscape, and URC even offers a flush-mount mounting kit for a cleaner look.

For additional control, you can add as many iPhone/iPad and Android Phone/Tablet drivers into the project as desired and utilize URC’s Mobile 2.5 app for control. These can be PIN protected, linked to open to a specific room, or even pared down for a guest experience.

I connected four rooms of my existing housewide audio system to the HDA-4100, along with analog audio connections from my HEOS Link and DISH Hopper. I used one of the sets of analog outputs to feed a powered subwoofer in my kitchen zone. While it’s a simple thing, I do like how the speaker Phoenix connectors can screw into the chassis, making sure that they can’t accidentally slip out.

While the system doesn’t have any built-in streaming services, it works with variety of popular hardware solutions such as Fusion, HEOS, Sonos, and Autonomic, allowing you (the integrator) to use your preferred solution.

There are also a variety of two-way modules that will provide not only full control and metadata, but also album artwork on all of the interfaces.

Of course, the majority of a control system installation involves programming and commissioning the system, which is where the Accelerator 3 — URC’s latest version of Total Control software — comes into play. The company calls this “the shortest route from concept to completion.”

If you’ve ever poked around URC’s database, you’ll know it is packed with thousands of IR drivers, supporting a huge array of equipment going back many years. Total Control ups this ante by adding a significant number of RS232 and IP databases to Accelerator, along with additional drivers and modules you can download from the company’s portal. In short, it’s likely that URC will interface with your preferred subsystems. Further, if your preferred driver isn’t available, you can create an IR, RS-232, or IP driver to fit your needs.

I liked that when you finish programming or making any changes, you can download to any or all URC devices simultaneously, meaning if you just made a minor change, you only need to update that single device. Also, Accelerator does a really handy job auto-creating many of the macros and power management commands for you, keeping you from having to do some of the menial programming. Also handy is that any macro created by Accelerator can be converted to an Alexa skill, quickly

PRODUCT REVIEW cutting down on some further programming.

Rest assured you can still heavily customize the programming and layout, adding any button to any screen and tweaking the programming and layout to perfectly fit your customer’s needs, as well as adding customized graphics for backgrounds and room images to further personalize the project.

And URC’s MCS remote accessing tool allows you to check on a project’s status, upload programming changes, check system health and history, force a reboot, and more. This requires a small bit of work to activate — along with the homeowner providing consent — and you have to be onsite to enable this capability for the first time.

In Use A distributed audio system’s primary purpose for existing is to enable a user to quickly and easily access and control music, and here the system performed exactly as intended. Using either the mobile app or touchscreen, it was simple and intuitive to get music playing in any room and then link and unlink rooms if desired. Also, a simple “Party Mode” macro could give you a quick one-button touch to link the same music in lots of areas at once, which would be perfect for commercial spaces.

The 8600’s vibrant display has enough real estate to let you quickly check the status of each zone to see what is playing and if it any zones are linked, as well as providing handy information such as a three-day weather forecast and a scrolling list of info in the lower corner including the current weather and sunrise and sunset times. I also liked that it has a proximity sensor that can be enabled to automatically turn on if someone approaches it, or that you can have the screen remain totally dark until it is activated, which is perfect for a bedroom.

Having Alexa built into the panel also opens a host of hands-free options, along with all of the voice programming that can be enabled in Accelerator. The panel’s three-mic array was also very sensitive for picking up commands and should work well in a noisy commercial environment. Don’t want to use Alexa or have it wake up every time some joker at the bar wants to talk to it? You can disable Alexa completely or have the microphone only respond when the button is pressed. It also has a built-in 5MP camera that can be used for room monitoring or for video intercom calls.

Having access to the lip-sync adjustment right in the app was also quite handy, letting me dial in the audio from my DISH Hopper in relation to the audio in my living room, getting it in perfect sync.

URC also has a ton of great audio modules for

HDA, letting you quickly check source status and volume level of all zones, check the amplifier’s real time thermal conditions, or see if it is peaking, as well as a great multi-display control module that would be perfect for sports bars.

The 4100’s amplifier was plenty potent, easily coaxing enough volume and bass from my inceiling speakers. Large speakers, like the 10-inch Origins in my dining room, definitely benefit from the generous amounts of power. If anything, I’d say that it could lean toward sounding a bit forward at higher volumes.

From my previous review, I remember the HDA-8100 having fairly noticeable fan noise.

URC issued a firmware update about a year ago to address this, decreasing the fan noise on all HDA models by about 10 dB, and I’m happy to say that the 4100 was virtually silent in operation and certainly never called attention to itself.

While it is possible for the end-user to remotely access and control their home with the mobile app, doing so does require setting a static IP or dynamic DNS server for the home, and then setting up port forwarding in the router.

Now, I’ll be honest, my company bleeds resi; we almost never dabble in commercial work beyond the occasional TV or projector hang in an office or conference room. So, to get some perspective on how HDA serves the commercial space, URC put me in touch with John Carroll, CTO at Nard’s, Inc., located in the Virginia/DC area; a company that has been around since 1972 and strictly does commercial installs.

Carroll said that the step-up MRX-30 is their controller of choice, as it allows them the flexibility and futureproofing of being able to return and expand a system over time. He also commented that HDA allows them to install music systems without needing a separate DSP, since the HDA amplifiers are flexible and powerful enough to deliver the features customers want and need, “giving you a custom DSP feel without needed to put a ton of time into programming.”

When installing systems in amenities spaces that have two and three conference rooms that can be individual or combined, Carroll related the HDA platform gives the flexibility to go and change things like being able to mono the outputs and take an 8-channel amplifier and make it into 16 channels. And commercial music systems need to be able to offer ducking and paging features for things like waiting rooms, offices, and restaurants, which HDA has built-in.

Carroll’s go-to panel is the TKP-8600, and he loves that the Accelerator software cuts down on programming time, while still offering a ton of flexibility. “My thought process is, ‘How am I

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going to lay out the interface for this room? How can I get the user interface I want to achieve with the fewest number of buttons for the user?’ and then I work back from that,” he says. “URC makes it easy and intuitive for the end user, but restricts you from going overboard on your programming with too many buttons.”

URC has long been known for its powerful single-room solutions, and Total Control expands that into whole-home and commercial space with far more powerful MRX-series controllers.

The HDA audio lineup offers a lot of unique and powerful audio distribution options, letting you easily cover a large home or commercial space, with powerful DSP features on-board that can either be used for extracting the best sound out of a space or easily integrating paging and announcements — or both! As URC likes to say, “HDA is flexible enough for residential, but designed from day one for commercial.”

STAGE POCKETS

GOING FORWARD

Taking Your Company Off Cruise Control Times are good in the residential AV business, but they won’t stay that way forever.

BY DENNIS HOLZER, EXECUTIVE DIRECTOR, THE POWERHOUSE ALLIANCE

When times are good in the AV industry it can be easy to ride the wave of success after success. Jobs are coming in, product is available, and clients are happy. It’s a dealer’s dream, right? If you have the right processes and a stellar team in place, it can be a lot like operating your business on cruise control. You may peer at the speedometer from time to time, but you’re not agonizing on the details mile over mile.

But what happens when the traffic in front of you starts to slow, or your GPS alerts you to a speed trap ahead? Things inevitably slow down and that’s exactly what dealers need to be ready for. We’ve all been enjoying an influx of projects that can make the slowdowns all the more difficult to navigate. It’s time to take your business off cruise control, and PowerHouse Alliance members can help you get ready for whatever 2023 has in store.

Rotate Your Product Offerings When projects begin to slow, there is no better time to investigate all the product options available. We are six months past CEDIA and a few months past CES, so the time is ripe to consider what products may now be shipping.

It could even be time to consider new product categories as we head into spring and summer. Are you prepared with a full suite of outdoor speaker options? What about outdoor smart shades? We’ve seen incredible growth in both of these categories over the last few years. Not sure what you’re looking for? PowerHouse Alliance has over 65 convenient locations where you can get demos, meet with reps, and have your questions answered.

Tune Up Your Trainings Last year the job market experienced the great resignation, then the great reshuffle. What’s next? The experts say “quiet hiring,” which is when a company redistributes team members or recruits short-term contractors instead of hiring full-time employees. Amid all these shifts in the job market, concerns over employee retention remains high. You don’t want one of your biggest company investments — your people — walking out the door.

While there are many ways to attract and retain talent, professional development is one area that is often overlooked. According to a survey by Fast Company, 92 percent of full-time employees would feel more loyal to companies that invested in their professional development goals. Staying up to date on tech in this industry goes beyond just knowing the speeds and feeds of the product. Dealers have to know the installation best practices and techniques that will help them save time on the job.

PowerHouse Alliance members are committed to helping dealers stay at the top of their game. In addition to the vast schedule of webinars and product trainings available at every location, PowerHouse will be kicking off our hands-

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on training with CEDIA in the coming months. Stay tuned for dates and details.

Navigate to New Customers When it comes to your customer base, consider this simple question: are you reactive, responding to inbound requests that come across your desk, or are you proactive, out there drumming up business? There is no shame in either approach, but those companies who rely on business coming to them may be more than a little out of practice when the occasion calls for them to proactively sell.

Last month, Mark Corbin, president of Vanco, a PowerHouse Alliance vendor partner, shared in this very publication and online about the opportunities in the middle market for dealers. If you missed it, I highly suggest taking a look.

Navigating to new customers is worth the time and effort to keep your project pipeline full, and, as Mark shared, the middle market is massively underserved by integrators.

“In approaching the mid-market, integrators may need to broaden their horizons and develop some more flexible thinking habits,” he said. “For example, these upper-middle class households may not be willing to pay for a whole-home distributed audio system, but that doesn’t mean installed audio is off the table. A room-by-room approach relying on in-wall streaming or Wi-Fi amplifiers could be more cost-effective and appropriate to their needs. They might not be willing to pay more or wait long for the most recognizable brands in the industry, but there are many smaller brands with inventory and price points tuned to appeal to the mid-market.”

PowerHouse Alliance members can help you identify that product mix to serve the middle market — maybe they’re some of the products you’ve been considering or that you’ve taken training on. Company cruise control has its time and place — when things are so busy you can barely return a phone call.

Sure, let those tried-and-true procedures guide your team, but no company can stay on cruise control forever, so remember to prioritize those key areas that will help your team and business succeed now and in the future. Let Powerhouse members help!

When projects begin to slow there is no better time to investigate all the product options available. We are six months past CEDIA and a few months past CES, so the time is ripe to consider what products may now be shipping.