Why “fixing it in post” is never the right answer.
By Katye McGregor Bennett
VITAL Business Tips
Navigating the Economic Environment
Taking a look at the outside forces that have a huge impact on your business.
By Matt Bernath 12 Back to Business
Game Theory and the Art of Cooperation
Four simple principles for creating better business relationships.
Securing Tomorrow’s Homes
Navigating trends and innovations in smart home security.
By Dwight Dumpert, Senior Director, Product Management at Resideo
34 Going Forward Bright Ideas for Outdoor Spaces
Sleeker designs, smarter technology, and creative applications keep outdoor lighting at the top of consumers’
By Margie Meyers, Product Management Leader
GEAR
24 Tech Showcase: AV Receivers and Amplifiers
From simple stereo systems to whole-home control — these AVRs and amplifiers can add some power to your systems.
30 Review Russound D1290 and AVA3.1 Amplifiers
Sometimes, you don’t need a manufacturer to release a new product that reinvents the wheel; you just want one that kind of reimagines it a bit to offer some additional flexibility or let you use it in a new and different way. That’s what Russound has delivered with the D1290 multi-channel amplifier and the AVA3.1 Mini AVR.
By John Sciacca
FEATURES
16 Succeeding With Shades
Some perspectives on adding shade systems from two very different luxury CI businesses.
By Anthony Savona
20 The Future of Sustainable Residential Systems
Whether for their own convenience or to increase the value of their property, homeowners are in the market for green technologies.
By Dan Niemirka, Senior Product Manager at Somfy Systems
Keeping up with the latest home theater trends — and the rolling popularity — are key to making the sale. By Karen Mitchell
DEPARTMENTS
Furever Friend
BY ANTHONY SAVONA
his month I must ask you all to indulge me in a Marley & Metype essay, as I lost my fuzzy buddy a few days ago and he is occupying most of the spaces in my mind right now. If that is not your thing, I get it, and please come back next month when I promise to be back to business as usual.
For those of you remaining, Butch passed away a few weeks shy of his tenth birthday from autoimmune disease. He had kicked its butt once before, but it eventually came back and took his vision and his ability to walk, but it never took his sassy attitude or his opinionated stances on everything from the treats he would get to the way he was being held.
Butch was a mixed-breed, runt-of-the-litter, rescue pup with an extremely hard head. I can attest to its sturdiness from a time when we were playing and accidentally-yet-aggressively conked our heads together. It was so hard that I saw a burst of bright light and, if I were in a cartoon, I’d have had a crown of stars spinning around my head. Unable to clear my vision, I reached out to check on what I naturally assumed would be a sprawled, unconscious pup, only to feel his teeth sink into my hand. He was unfazed by the contact and raring to go!
He was also known as a world-class squeaker surgeon. Any toy he received would be given a thorough exam through light chomping and then, once he identified the location of the squeaker, he would make a small incision and remove it with his long, narrow snout. His usual time was under 10 minutes, and there would only be a minimum of fluff that came out with it. The toy remained, slightly saggy but in decent enough shape for him to keep playing with it. And he did continue — we have two baskets full of slightly floppy stuffed toys that he treasured and would take inventory of each time a stranger visited and left the house.
And though he would lose the ability to walk, when he could, those legs were powerhouses. He would be able to leap onto our trampoline from the ground‚ something he especially liked to do in the winter, when it was covered by a tarp and the netting around it was down. He would jump up, bound around it, and jet off back down to the ground.
In summer, he had a Disney-like relationship with the carpenter bees that showed up in the
backyard. Each season there was one bee (at least we think it was the same bee) that would fly around him and he would spin and chomp at it, never catching it, nor did I think he wanted to. The fun was in the chase.
This is the spot in these letters where I try to tie the theme into the custom installation business, but I’ve got nothing this time. The only thing I can offer is the typical platitude these kinds of pieces offer in remembering to appreciate those you love and that love you. It may be trite, but the reason it is said so often is because, though it is obvious at the time, soon work calamities and everyday grinds will reclaim our attention until the next time someone marks a loss with a reminder to pay attention. So, even if you must put it in your calendar, call your folks, kiss your spouse, hug your kids, and don’t be stingy with those fur baby bellyrubs.
I don’t know what happens when humans pass, much less dogs, but wherever Butchy is, I hope he’s running.
August 2024
Volume 25, Number 8
CONTRIBUTORS
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.
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.
JASON GRIFFING
Jason Griffing is the director of product at OneVision Resources and the co-host of weekly home technology podcast found at HomeTech.fm jason.griffing@onevisionresources.com
DAN NIEMIRKA
Dan Niemirka is the senior product manager, motors & accessories for Somfy North America. In addition to leading product development, he works closely with Somfy’s engineering team on quality and design.
KAREN MITCHELL
Karen Mitchell is a freelance writer based in Boulder, CO. She has written about the AV industry from both sides now — residential and commercial — for several years and still finds it most intriguing and fast paced.
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
Innovative Consulting and Marketing
A rep firm takes matters into its own hands to get the attention of architects and interior designers.
BY ANTHONY SAVONA
While it is not unusual for a manufacturer’s rep firm to have its own showroom, Innovative Consulting and Marketing in Scottsdale, Ariz., takes that concept to the next level with its recently upgraded experience center that offers much more than product demos. The wide-open space includes all the technological amenities of a luxury home, along with an art gallery and a conference room, all with an eye toward attracting some very specific clientele.
“The building originally housed a distribution facility,” says Patrick Boyer, principal, Innovative Consulting and Marketing. “When they moved out, my director of business development challenged me to create a space like this because she was calling on architects, designers, and builders, and, while she was successful, it was not at the scope that she was looking for. She wanted people to be able to experience what she was describing to them.
“We wanted to have a space that would be particularly inviting to the design community. So, we focused on making it a very gallery-like experience, where we partnered with local artists to create artwork for this space with the idea that the interior designers would then engage them with commissions for their clients. We also got several of our vendor partners to cooperate, including Lutron, Samsung, Leon, Origin Acoustics, Fortress Seating, and Josh. ai. They all came to the table and contributed.”
WALKING THE WALK
The experience center sets itself apart from the moment you walk in. Where most facilities have a lobby, Innovative Consulting has a mock-outdoor Zen garden that includes outdoor furniture with Bollard speakers and a Samsung outdoor television.
Across the way from the garden is a real-world videoconferencing setup, where the company meets with clients. The television at the head of the table features a Leon Edge Media Frame setup to show how you can frame the TV to fit a luxury décor.
Right next to that — and viewable from the conference table for the curious — is the art gallery. The paintings are illuminated with Lutron Ketra. In fact, the entire facility features Ketra lighting. “We have every type of product Ketra has to offer displayed here,” says Boyer. “And all the AV distribution comes from AudioControl and AVPro.”
The gallery area opens up to a media room space that is built around a 146inch Samsung videowall that commands your attention — until you see the wall-sized wine racks, which are also carried by Innovative Consulting, leading to the bar area. The table in the bar area features a 36-inch dome pendant light above it with three Ketra bulbs.
“That area is like a WeWork for the spec community where they can roll plans out,” says Boyer. “They can meet with their customers back there. It’s a working table — it’s counter height instead of table height. We have all our samples there, and we have a big Lutron keypad display there as well.
Heading upstairs, past the eye-catching AV Pro Mosaic tilted, multi-screen displays, visitors will find a fully working kitchen area that can host 32 people for lunch-and-learns or other training programs. There are also a pair of listening rooms on this floor — one is a full-blown home theater with Fortress Seating and the other is a 2-channel lounge featuring Leon and AudioControl.
“We are going to turn our current storage room into a home office setup that will have a love seat behind a desk,” says Boyer. “Visiting guests can work at the desk, but we will still have a 2-channel speaker system in there.”
That future home office area is also where Boyer will be installing Lutron’s new Rania D2 2-inch aperture lighting fixtures. And he is pretty excited about it.
“Traditional dimming is phase-control dimming that we’ve been doing the last 25 years,” he says. “I think it’s going to be a dead dog — nobody wants to sacrifice 50 square feet of $2000 per foot real estate to house dimming panels. Rania is a game-changer. It’s got .1 of 1% dimming, tunable, and warm-dim in one product that goes from 1800 Kelvin to 5500 Kelvin. So, it’s Ketra light for the natural show.”
SPREADING THE WORD
The experience center opened in November 2023, and at first, it was hard to get the attention of architects and designers, but Innovative Consulting seems to have cracked the code. “Our goal for 2024 was to have 100 meaningful one-on-one meetings with architects, builders, and interior designers,” says Boyer, “and now sometimes we have seven meetings in a week, so we are going to blow away our original goal.”
Boyer believes that getting the design team involved is the best way to help its AV integration customers. “We’ve been in this business since 1995, and we want to make sure that the AV integrator is part of the anticipated budget that’s required. We work hard to elevate the stature of the AV integrator as not just a trade to the builder like an electrician or a plumber, but as the person who can make the magic and the quarterback that executes the vision. If the AV guy gets relegated to be a subcontractor, then the homeowners get whatever the builders tell them.”
As for the next phase for Innovative Consulting, beyond the new home office area, the company is looking to expand beyond Scottsdale. “This location has been more successful than we could have imagined,” concludes Boyer, “so the next step is to build a similar space in Las Vegas.” For more information, visit www.innovativeconsult.com
The media room space
The art gallery
The 2-channel listening space
The outdoor Zen garden and AV Pro Mosaic
The bar area with working table
The open-air conference room
The home theater
Preparing Your Team for On-Camera Success
Why “fixing it in post” is never the right answer.
BY KATYE MCGREGOR BENNETT
During a recent trade event, a seasoned video production professional asked me how to get people not only camera-ready, but capable of delivering the intended pitch quickly. The story they shared as the basis of their inquiry was all too familiar. They had been hired to capture product videos that would be presented by a C-suite executive who was adamant they knew what needed to be said and how to captivate the audience because they’d presented similar content to people for years. “Just tell me where to be and I’ll be ready, don’t you worry.”
The problem was, as soon as their spokesperson saw the red light and heard the word “rolling!” they stared blankly at the camera and then fumbled their lines as they tried to gain composure. After many repeated tries, they still weren’t able to deliver the intended message succinctly and every attempt they made took eight or nine minutes, included awkward pauses, and, worse, noted technical inaccuracies. “You can edit that in post!” is never the right answer. Being prepared is.
Setting the Stage: The Importance of Preparation
Much like a fine cup of coffee, delivering the right message on camera requires confidence, preparation, and a touch of flair. Simply put, a spokesperson should never step in front of a camera without thorough preparation, no matter how experienced they are. Preparation is the cornerstone
of a successful on-camera appearance that delivers value for the company or brand.
Here are some guidelines for anyone going on camera that will ensure a more effective, engaging, and actionable video content capture.
Know the Objective: Understanding the message is only part of the equation. What are the key points that need to be conveyed for each particular video being captured? Identify and prioritize the objectives and be sure the spokesperson stays on point when the camera rolls.
Know the Audience: Understanding who the audience is and what their needs are is crucial. Tailor the message to resonate with each target audience. Is the content intended to address prospects, loyal customers, potential investors, or the general public? Each group requires a different approach. Prospects and customers may want to know how a new product or technology evolution is differentiated, while investors might be interested in the market potential or financial impact. Capture separate, short videos for each target audience.
Know the Timing: How long should the video be? That depends on the intended use and where the videos will be published. This is a critical part of the pre-production process, and the spokesperson must be ready to do several captures of the same topic to meet the time length limits of each digital platform. “You can just trim the content down in post” is never an effective (or economical) solution. Don’t go there, trust me.
Crafting the Message: Clarity and Conciseness
Clarity and conciseness are akin to the perfect coffee roast — balanced and robust. When spokespeople talk about complex technologies or initiatives, the message must be clear and they should use simple, straightforward language. Whether it’s an innovative product, a groundbreaking technology, a team achievement, or a new company initiative, clarity is paramount.
Focus On Key Message Points: Break down the information into digestible pieces. Identify three to five key points you want to convey. This helps in maintaining focus and ensures the audience retains the core message. Just as you wouldn’t overflow a coffee cup, avoid
overloading your audience with too much information at once.
Hold the Jargon: Limit the use of jargon. Remember, not everyone speaks the same technical language, and acronym soup can be hard to digest. Analogies and relatable examples can bridge the gap between complex concepts and audience understanding.
Practice Makes Perfect: Rehearsing the message and timing the delivery is a pre-production process that cannot be overstated. Practice builds confidence and helps refine the delivery. I also recommend people schedule and record several practice sessions, then review them with others and tweak the performance based on feedback. Just like adjusting the coffee grind to achieve the perfect brew, minor tweaks in tone, pace, phrasing, and body language can significantly enhance the final presentation.
The Art of Delivery: Engaging and Authentic Engagement and authenticity are the cream and sugar of on-camera presentations. A spokesperson’s delivery should be informative, inspiring, and genuine. Again, practicing the material will ensure the presentation resonates with the audience.
Body Language: Non-verbal cues play a significant role in communication. Maintain good posture, use natural hand gestures, and make eye contact with the camera to establish a connection with the audience. A relaxed, confident demeanor will make the message more persuasive and relatable. We often tell spokespeople to look into the lens of the camera because that is where the people are — which helps humanize the effort.
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Vocal Variety: A monotonous tone can make even the most exciting news sound dull. Vary your pitch, pace, and volume to emphasize key points and keep the audience engaged. Think of it as adding a dash of cinnamon or chocolate to your coffee — it keeps things interesting.
Props or Visual Aids: Consider what’s in the background and what the spokesperson is speaking about. Perhaps the audience would benefit from seeing important internal components or might be interested to see the back or side view of the product being discussed. Giving spokesperson something to hold onto and talk about can provide a more confident delivery and is more intriguing for the viewer.
Anticipate Questions: When preparing spokespeople for on-camera presentations, we suggest proactively incorporating into the script answers to potential questions that might arise. Think from the audience’s perspective, anticipate their concerns or queries, and speak to those topics with just enough detail to inspire follow-up engagement.
Remember, much like the perfect cup of coffee, balance, attention to detail, and a touch of passion make all the difference. Preparing spokespeople to talk on camera is an intricate process that requires preparation, clear messaging, engaging delivery, and confidence in the topic. By focusing on these elements, people can present their company’s products, people, technologies, and initiatives with confidence and authenticity.
Need help getting spokespeople prepared or your team on the right track for a more effective production? I am here to help. Drop me a line and let’s get the conversation started: kmb@kmbcomm.com
Navigating the Economic Environment
Taking a look at the outside forces that have a huge impact on your business.
BY MATT BERNATH
One of the recent Flywheel Effect podcasts I co-host with my business partner, Brent Sonnek-Schmelz, covered the current economic environment and what it looks like for luxury home service companies. There is a lot of information — and a lot of uncertainty — around this topic, and I thought it would be valuable to discuss some of our findings here.
What brought this topic to our attention was that in March it was revealed that inflation was up 3.5% over the prior year, which was higher than what was expected. That has had a dramatic impact on what we’re seeing with interest rates and the buying capacity of consumers, which, naturally, affects our businesses.
Inflation hasn’t put a halt to our businesses, especially in the luxury end, but it has had an influence. About half of VITAL members are experiencing — or have experienced over the last year — a reduction in new project closes or projects taking longer to close.
Part of the reason for this is because of what happened during the pandemic. Because we’re in a project-based environment, new sales that happened during 2020, 2021, and 2022 are trailing off. Those projects are getting completed. Now we’re starting to see a lower sales trend over the last year for about half our members, which is not broad, but it’s enough to make us pay attention.
One of the areas that inflation is going to affect dramatically is the cost of labor. Wages are going up. It’s going to be harder to find labor to do the work and you might have to pay them more to get them on your team. In this economic environment, it’s unclear whether you’re going to be able to transfer those expenses into higher prices for your customers.
Financing costs are also on the rise. If you are buying a new truck, you’re paying 10-12% interest instead of 2%.
The small percentage of luxury home service companies that are paying attention to those metrics will be in good shape. However, those that do not — which are the majority of them — are going to find themselves upside down.
Survive and Thrive
VITAL’s advice to all luxury home service providers is to make sure you have sound business fundamentals. You must have the right margins and cash flow in place or things can turn quickly. And it doesn’t matter how big or how small you are. The problems are the same — they just have a different number of zeros at the end.
Think about this as an opportunity. The companies that can dial-in their metrics, have solid cash flow, and not finance payroll out of deposits, for example, will have equity in their business and will be able to get credit somewhere. They are going to watch their competitors who are not running good businesses wither away and close, which means that when the economy turns around, they’re going to be there to pick up all the big jobs.
As for raising prices, I understand it is tricky — especially because you don’t know what your true labor costs will be. It’s always an educated guess. Part of the challenge is staying ahead of that. You work on long-term projects, and your pric-
ing today should take into account what you think it’s actually going to cost you down the road to get this work done.
The concern that I have for those companies that are going to try to hold the line and not pass along those costs is that the consumer ends up losing, because, when you squeeze margins in a business, what ends up getting squeezed is the service. You end up not having enough hours or quality people on staff to do the incredible job that you promised when you sold the project months or years ago. The big cautionary tale here is you might think you are being smart by holding the line on pricing so you can get the job, but it becomes tough to succeed if you don’t have the margins in your business and the cash flow to do it right.
The Housing Environment
There are two components to housing: existing home sales and new construction. Right now, existing home sales are at a 30-year low. While pricing may seem like an issue — houses are at an all-time high — it is not, as they are still selling for the most part. The real problem is that many people can’t move — there are not a lot of people who can walk away from their 3% mortgage that they got 10 years ago.
The developers are no longer expected to build at the same rate they have over the past several years. The companies that are focusing on new home construction or on the move market, which is a lot of remodeling, are going to have an interesting time relative to the businesses that focus on home upgrades for the consumer.
We advocate that our members get as much leading data in their markets as they can, stay in touch with their major home builders regularly, and keep track of the pace of new leads coming in. Sales velocity, not just quantity, is critical for any business.
As far as remodeling existing homes, which peaked during the pandemic, I feel that strong demand is behind us. That is just my prediction, and I’m hoping that’s not the case.
So, mortgage rates are not going down, and neither are business lines of credit. If people have already spent the money in their homes over the past four years, they are likely not going to be spending more other than maintenance. We need to make sure that our balance sheets are in order so that we can weather that storm.
I cannot emphasize enough the need for every home service business to monitor its leading indicators. You need to watch your metrics, because, in your marketplace, things are going to be different from the macroeconomic environment, and you need to have leading indicators to tell you what’s happening out there in the area you do business.
This is one of many topics covered in recent episodes of The Flywheel Effect, a podcast designed for entrepreneurs, small business owners, and professionals seeking to win in luxury home services businesses. Through a mix of candid conversations and interviews with industry veterans, suppliers, and service providers, the podcast aims to inspire listeners to think bigger and transition from technicians to visionaries. Check it out at podcast.growwithvital.com, YouTube, Apple Podcasts, or Spotify.
Game Theory and the Art of Cooperation
Four simple principles for creating better business relationships.
BY JASON GRIFFING
In the late 1970s, political scientist David Axelrod organized a series of groundbreaking computer tournaments based on a famous game known as the Prisoner’s Dilemma. In this game, two players must decide independently whether to cooperate or betray each other. If both players cooperate, they receive a moderate reward (3 points); if one betrays while the other cooperates, the betrayer gets a high reward (5 points) and the cooperator gets nothing; if both betray, they both receive 1 point. The net result of this scoring system is simple: players acting rationally and in their own self-interest are incentivized to betray while players thinking about the greater good are incentivized to cooperate.
While simple in theory, the Prisoner’s Dilemma is a staple in the robust field of game theory and has been the basis for extensive debates and hundreds of research papers in various fields such as economics, political science, psychology, and sociology. The game also has considerable implications in business, touching everything from strategy formation and vendor negotiations to process engineering and conflict resolution. And so, it’s not surprising that Axelrod’s famous tournament uncovered some fascinating takeaways that we can leverage to improve the performance of our teams and our businesses.
The goal of Axelrod’s tournament was to explore the most effective strategies for the Prisoner’s Dilemma. Participants were invited to submit computer programs, each representing their own unique strategy for playing the game. These programs then competed against each other in a round-robin format, playing a series of games in which each match consisted of numerous rounds. The scoring system was based on the cumulative points earned across all rounds and matches. This setup allowed strategies to be evaluated not just on a single decision but on their ability to perform well over time in repeated interactions.
Programs ranged from rudimentary strategies such as always cooperating or always defecting to more complex, adaptive strategies that would change their behavior based on the opponent’s actions. Somewhat surprisingly, however, the most successful strategy turned out to be a straightforward program called “Tit for Tat,” which started with cooperation and then mirrored the opponent’s previous move in subsequent rounds.
Analyzing the success of Tit for Tat, Axelrod’s tournament highlights four key takeaways we can leverage to promote positive relationships in the workplace.
1. Be Nice
The success of Tit for Tat against its more aggressive counterparts demonstrates the power of simple cooperation. By starting our interactions with a collaborative approach, we set a tone of mutual trust and goodwill. This encourages those others to reciprocate, creating a foundation for mutually beneficial engagements.
2. Be Forgiving
Mistakes, missteps, and misunderstandings are inevitable in any professional relationship. Tit for Tat showed that forgiveness is an essential ingredient of cooperation. After responding to defection with defection, Tit for Tat would immediately return to cooperation as soon as its opponent did. This breaks cycles of retaliation and paves the way for long-term, win-win relationships.
3. Don’t Be a Pushover
Being nice and being forgiving may be essential components of any effective working relationship. But Tit for Tat’s success also shows the importance of having a backbone. The program’s strategy prevented exploitation by standing firm in the face of defection. Similarly, we must take reasonable steps to show those around us that unfair treatment will not be tolerated.
4. Be Clear
Finally, the success of Tit for Tat demonstrates the importance of clarity and consistency in our actions. The program was successful in large part because it was predictable and straightforward, making its behavior easy to understand. Similarly, this sort of transparency in our real-world actions allows others to better anticipate our needs and respond in kind. Being clear about our intentions and actions reduces misunderstandings and fosters a stable and cooperative environment.
Axelrod’s tournament provides powerful insights into the dynamics of cooperation. Among a large field of competitive programs, a simple strategy based on common-sense principles — be nice, be forgiving, have a backbone, and be clear — emerged as the most effective approach. Applied consistently in our businesses, these simple principles lay the groundwork for an environment of mutual trust and long-term collaboration.
Securing Tomorrow’s Homes
Navigating trends and innovations in smart home security.
BY DWIGHT DUMPERT, SENIOR DIRECTOR, PRODUCT MANAGEMENT AT RESIDEO
For years, I’ve been passionate about smart home cameras and video sensing technologies, but it was a moment thousands of miles away from home that truly solidified their importance in my life.
During a business trip, I found myself in a hotel room when a push notification from my video doorbell caught my attention. With a sense of urgency, I checked the app and was stunned to see two firefighters on my front steps, one of them carrying an axe. Panic threatened to set in until I remembered the two-way talk feature.
As I engaged with the firefighters, I learned that a passerby had heard the sound of a smoke alarm coming from my home and promptly dialed 9-1-1. With the situation unfolding in real-time, the firefighters were preparing to break into the house when I intervened. Through the app, I guided them to a hidden key, allowing them to enter and assess the situation.
A potentially catastrophic situation averted, all thanks to the power of smart home technology. Following that incident, my family and I became staunch advocates for video doorbells and smart home devices — and see the value a professionally monitored, life-safety solution can offer.
This personal experience underscores the transformative impact of smart home devices on our daily lives. Recent insights from the Electronic Security Association (ESA) and Parks Associates reveal a surge in popularity for connected cameras and video doorbells, aligning with heightened post-pandemic concerns about home security. As demand for residential security solutions continues to rise, it’s essential for security businesses to stay abreast of trends and innovations in this rapidly evolving landscape.
The Rise of Smart Security Solutions
The aftermath of Covid-19 has prompted a notable shift toward a new normal, underscoring the heightened consumer preference for smart products that afford control over homes, possessions, and even pets. According to Parks Associates, nearly 40% of U.S. internet households have embraced some form of security solution. Smart cameras and video doorbells have some of the highest adoption rates, with 14% of U.S. internet households reporting to own a video doorbell, and 13% owning a smart camera per ESA data commissioned by Resideo.
Projections from the Wall Street Journal indicate a substantial increase in the home security camera market, with an estimated value of $30 billion by 2030, boasting a robust 19% annual growth rate. Globally, data from a Statista 2021 study shows smart security cameras had the highest penetration rate among smart home security devices worldwide, and penetration is expected to climb to 7.1% by 2026.
Manufacturers are responding to this rising demand by enhancing the quality and features of products and developing new security innovations to meet the evolving needs of consumers.
Packages, Pets, and Proactive Security Solutions
After a survey in October 2023, Security.org estimated that “porch pirates” had run off with more than $8 billion in merchandise over the previous year and that 17% of Americans had a package stolen in the previous three months. In
a 2022 Package Theft Annual Report from Security.org, package theft affected 49 million Americans.
Security manufacturers have responded with innovative features, including flashing lights, sirens, and integration with other smart devices. A video doorbell or an outdoor security camera can catch potential package thieves before they reach the front door and offer a complete view of what’s happening around a property. When specifying devices, consider personalized and customized security solutions based on individual customer needs, considering factors like package theft, porch pirates, and specific crime trends in the area.
The pet ownership market is another significant growth area for smart security solutions. According to the 2021–2022 APPA National Pet Owners Survey, 70% of U.S. households own a pet, equivalent to 90.5 million homes. The Wall Street Journal notes an increasing number of Americans are incorporating home security solutions not just for safety measures, but also to actively monitor and engage with their pets.
Smart home solutions, such as cameras and robot vacuum cleaners, elevate pet monitoring by detecting cats and dogs, enabling users to command the robot to find their pets and offering a video feed for real-time check-ins when they are away from home.
Consumers also seek devices that seamlessly integrate into their homes. The Resideo ProSeries Platform enables users to receive alerts and interact with their security system from multiple touchpoints, offering a heightened level of accessibility. By empowering users to manage their security, dealers can enhance customer peace of mind and provide a proactive approach to home safety.
Essential Resources in Home Safety
Security professionals play a crucial role in ensuring the effective operation of smart home security products. Thus, it’s vital to invest in continuous education and training regarding product updates, new technologies, installation techniques, and changing security threats. Manufacturers continually innovate to meet smart home product demands, making it essential for security businesses to stay abreast of opportunities and trends to remain competitive.
With the continuous evolution of the video and security industry, introducing new services and enhancing product features becomes crucial for offering better value propositions, supporting rate increases, and ensuring sustained revenue growth. By consistently adapting to consumer needs, staying informed about market trends, partnering with manufacturers, and incorporating innovative technologies, security professionals can position themselves as leaders in the ever-evolving smart home security industry.
Dwight Dumpert leads product management for video solutions and works closely with the product team to expand the Resideo’s video portfolio and capabilities. Dumpert has more than 30 years of experience in product management, business development, and strategy roles in the video, intrusion detection, and condition-monitoring industries. He has an extensive track record of driving innovation in ecosystems, machine learning, and video analytics. Dumpert holds a Bachelor of Science in Physics from the University of Nebraska-Lincoln and a Master of Business Administration from the University of Oregon.
SUCCEEDING
Some perspectives on adding shade systems
A bedroom with a full-wall window and shades from Starpower.
WITH SHADES
from two very different luxury CI businesses.
By Anthony Savona
Long-timers in the custom installation industry have been hearing about motorized shades for more than 20 years, but the category has really picked up its pace of acceptance over the past five years or so. There are a few reasons for this current momentum, including the expansion of manufacturer partners that produce shades and have products and programs aimed squarely at this industry.
Another reason is the changing face of the CI business that finds integrators taking on more and more of the home’s technology, including lighting control. Can you really control the lighting in the room if you aren’t controlling the shades? Plus, shades provide a way to get in with builders earlier, and as more and more dealers found success both in the installation of shades and in getting on job sites sooner, acceptance continued to grow.
For those weighing the option of adding motorized shade systems to your client offerings, we offer perspectives from two luxury CI businesses that have found success in selling and installing shades — one being a multi-location superstore and the other being a one-person dynamo who primarily works with new construction.
Starpower
Starpower has four locations in Arizona and Texas and is a full-service luxury provider in every sense of the word — they even sell high-end appliances. Even so, the company did not start selling shades until around five years ago and did not focus on it until two years ago.
“We would only sell shades when we sold a large, complete home project,” says David K. Pidgeon, CEO of Starpower. “We didn’t really focus on shades at all. When we started looking for higher-margin categories, shades were a great fit.”
Pidgeon admits that getting into the shades business is challenging, so focusing on the category meant creating a dedicated selling and installation team.
“Shades are not an easy avenue — there’re measurements and a lot of complications that come with selling them,” he says. “So, we picked out specialists in each showroom, our outside sales teams, and installation department for special training to sell and install shades. Originally, we tried to train everyone, but that did not work out — it takes a special person who wants to dedicate themselves to understanding the process of selling and installing shades.”
The team has a full arsenal of choices to work with, as Starpower represents a number of shading brands, including Hunter Douglas, Lutron, Crestron, Draper, and Screen Innovations. Pidgeon says, “As we continue to grow, that will differentiate us from others and allow us the opportunity to have all the different options that a client could ask for. We’re very appreciative of all the support we receive from our vendors. This has very much contributed to our success with selling shades.”
In terms of competition, there is no leading force in the area, which is another reason shades were an attractive category to Starpower. “We’re finding many builders are in need of a resource for shades, which is a perfect avenue for us,” says Pidgeon. “And once you have the right people out there, business comes in — especially in Texas, where they are an important part of each house. There is a lot of competition here, but there’s nobody leading it. We are working toward being the leading force.”
One of the toughest parts of breaking through in a new category is getting the word out that you specialize in this category. To help facilitate that, each of Starpower’s locations has a design area where customers can work through their plans with all the different brands. They also have events at their showrooms for builders, architects, designers, and homeowners. If carrying a several brands, creating a dedicated staff, and organizing educational events seems like a lot of work, it is. But Pidgeon recommends sticking with it.
“Shades are not as easy to sell as they look and can be costly,” he says. “There’re a lot of pitfalls in measuring, installation, and ordering. There are a lot of areas that, if you don’t focus and give all the resources that are needed, you won’t be successful. You have to plant the seeds and be patient because you will not see success right away. Give it time.
Having the shades raised or lowered makes a huge difference in this room from Innovative Audio.
An Innovative Audio installation with a wall that is all windows.
“We’re dedicated and we’re growing, but we have a long way to go to become the leader. However, it is the fastest-growing division in our company right now.”
Innovative Audio
Located in Southern Utah, Innovative Audio is not geographically all that far from Starpower’s stores, but it is on the opposite end of the business spectrum. Innovative Audio is a one-person company that primarily works in new construction. And although shades are a substantial and growing part of his business now, owner Tyler Sandry was not looking to expand his services initially.
“I always stayed away from shades,” he says. “If it came up on a job, I shoved it out to other shade companies — I didn’t want to deal with it. But within the last year and a half or so, it’s been a regular item that I do.”
Why the change of heart? Sandry saw the need from his building partners. “I don’t have the manpower to just focus on shades,” he says, “but I’ve got a few builders now where I do everything under the roof. I’m doing all the shades, audio/video, surveillance, networking…I’m doing the whole deal now for them so that they don’t have to deal with multiple trades at scheduling. Plus, I specialize in whole-home lighting control, and that’s where shades made the most sense because I’m integrating scenes and making everything in the house work together — shades are a big part of that.”
Sandry chose to work with Draper shades, as he was well familiar with the company’s projection screens. “I’ve gone with Draper because they have pricepoint flexibility, and they can tackle any project or weird scenario that I’ve got. My local rep met me on a few projects in the beginning and helped me measure and factor in the style of mounts. For example, if it’s an inside surface mount, he helped with how much to add or subtract when you’re factoring in all your dimensions.”
Once he was over the learning curve on measuring, ordering, and installing,
Sandry was able to quicken the pace at which he could install shades in a home. “If I get shades that are exactly what I need, I can be in and out of a house in a matter of a couple hours. I usually spec about 15 minutes per window depending on the size of the roller, but they’re not super-labor intensive.”
This will come in handy as Sandry embarks on his next big project — working with a builder on a new, 80-home development that will not only include shades in the spec house, but lighting fixtures and lighting control as well.
“I’m working with Draper, Colorbeam, and Loxone on an automation system that will be in each house,” he says. “Depending on the light pollution coming into the window, the shades and the overhead ceiling lights will adjust themselves to maintain a certain level of light within the room at all hours of the day. So, throughout the day the shade is lifting or lowering, and the ceiling lights are brightening or dimming to accommodate and keep that room exactly the same.
“It also manipulates the HVAC system, so if it’s too much sun and the house is trying to allow light in but now it’s getting too hot, it’ll turn on the AC to bring the temperature down but still maintain the light. At that point, it’s not just control — it’s true automation.
“Loxone has been trying to get me to push its product, but I’ve just never had the opportunity to put it in at full scale. So, when this builder came to me with this development idea, I proposed it because they want to build multimillion-dollar spec homes. My approach to building this was, ‘Let’s do some low-voltage lighting with some true automation control and add a wow factor to the development.’ He’s on board for that.”
It’s only been a relatively short time since Sandry was avoiding shades to embracing them full-on. He knows he has made the right decision. “After I did my first job, I saw the value in shades because now I’m a turnkey everything for the client. And there are margins in shades — they pay well. So, it is valuable for them and me.”
A Starpower-created kitchen and dining room area.
The Future of Sustainable Residential Systems
Whether for their own convenience or to increase the value of their property, homeowners are in the market for green technologies.
By Dan Niemirka, Senior Product Manager at Somfy Systems
Sustainability, once a buzzword in the modern economy, has now become a necessity for attracting and retaining ecoconscious customers. This is especially evident in the real estate sector, where more homebuyers and homeowners are demanding green solutions for residential systems that improve energy efficiency and deliver monetary savings on utilities.
According to the U.S. Environmental Protection Agency, electricity and heat production account for 34% of global greenhouse gas emissions1. Many residential systems companies are stepping up to the challenge posed by climate change and are adapting their technology to reduce energy consumption. Motorized shading systems, in particular, are one example of how products and technologies contribute greatly to energy efficiency.
According to a survey, 63% of real estate brokers and agents said promoting energy efficiency in their listings had been valuable, with nearly half stating that consumers had some degree of interest in sustainability4
Here are a few ways home systems and automation can help make living spaces more sustainable now and in the future.
EMBRACING A GREEN MINDSET
There is a common misconception that green infrastructure and technology are more expensive. Residential builders and systems manufacturers may simply feel less inclined to invest in green technologies because of the perceived low return on investment.
Green infrastructure indeed has a higher upfront cost2, but there are multiple long-term benefits to the investment that subsume those initial prices. Sustainable homes that are rated for energy efficiency sell for 3% more than homes without energy efficiency ratings3. Sustainable homes also have more energy-efficient systems in place, making them attractive to prospective environment-conscious homeowners.
With rising global warming and higher demand for sustainable homes, there is little reason not to go green when building residential systems, especially since future customers are expecting more environmentally friendly housing.
SMART HOME ENERGY SAVINGS
Solar energy is becoming a popular method of energy savings, with solar panels reducing annual utility bills by an average of $1500 for homeowners5.
For developers and manufacturers concerned about the cost of solar panel installation, homes with solar panels tend to have higher values6
LED lighting is another energy-saving solution homeowners will appreciate. LEDs use up to 90% less energy and last longer than traditional bulbs7, crucial factors for attracting customers during a global cost-of-living crisis.
Smart systems in homes are another helpful tool to address energyefficiency needs. Systems such as motorized window blinds and shades,
1. Global Greenhouse Gas Overview | US EPA (https://www.epa.gov/ghgemissions/global-greenhouse-gasoverview)
2. Is Green Infrastructure Expensive? – Citygreen (https://citygreen.com/is-green-infrastructure-expensive/)
3. Do Green Homes Have a Higher Resale Value? (https://www.hibbshomesusa.com/green-home-building/ do-green-homes-have-a-higher-resale-value/)
4. Majority of Agents,Brokers Find Value in Promoting Energy Efficiency in Listings, According to NAR Report (https://www.nar.realtor/newsroom/majority-of-agents-brokers-find-value-in-promoting-energyefficiency-in-listings-according-to-nar)
5. Energy-Efficiency Home Statistics of 2024 (https://www.thisoldhouse.com/solar-alternative-energy/ reviews/energy-efficiency-home-statistics)
6. Benefits of Residential Solar Electricity | Department of Energy (https://www.energy.gov/energysaver/ benefits-residential-solar-electricity)
7. Lighting Choices to Save You Money | Department of Energy (https://www.energy.gov/energysaver/ lighting-choices-save-you-money)
PHOTO: SOMFY SYSTEMS
automated thermostats, smart lights, and cameras can make apartments and houses greener by adapting to both changing environments as well as homeowner habits, lowering power consumption as a result.
Motorized interior shades are not only easier to use while offering controlled comfort for residents, but they can also be programmed to react to external conditions and adjust accordingly. Equipping residences with automated shades allows for the optimization of heating and cooling, as well as power conservation during daylight hours. Instead of driving up energy bills by over-utilizing the air conditioner in an overheated home, homeowners can program their blinds to close while they’re out of the house, resulting in a more efficient home.
MANUFACTURING WITH SUSTAINABLE MATERIALS
It is clear that homeowners are becoming more environmentally conscious. They want a sustainable home that will help them save on energy costs, but green-minded homebuyers also find pride in having homes that are equipped with eco-designed products. There is a growing expectation that the products within their homes will be made from sustainable materials.
Sustainability needs to be part of every step of a residential system, from manufacturing products to recycling parts. Using eco-friendly materials doesn’t limit the types of products developers can install in homes. In fact,
coverings for windows, exteriors, and lights, can all be made from ecofriendly materials such as bamboo, straw, cork, or reclaimed wood and glass. Companies are also taking sustainable development initiatives, such as Somfy’s Act for Green, which promotes the effort to utilize sustainable manufacturing practices that control the materials used for assembly and packaging. The Act for Green denotation specifically signifies that the product has undergone assessment to ensure that it has minimal environmental impact, including conforming to health regulations and making use of eco-friendly materials free from harmful substances. Likewise, organizations around the globe are developing similar programs to facilitate the development of sustainable products.
Developers should prioritize partnering with systems manufacturers who are LEED-certified and aligned with green initiatives. This will help in choosing eco-friendly products for residences that have minimal environmental impact and high compliance with environmental and health regulations.
ADOPTING SUSTAINABLE TECHNOLOGIES
Technological innovations are an important part of sustainable initiatives. Real estate developers and systems manufacturers should be ready to adapt to changing technologies, especially when they improve the sustainability of homes.
PHOTO: GETTY IMAGES
Many smart home technologies offer presets, timers, sensors, and programmable scenarios that help maintain energy efficiency within the home and promote sustainable practices. All these features can also be automated, allowing homeowners to get increased sustainability without manual effort. Smart home technologies can also be used to improve the security of homes, which is another attractive prospect for homebuyers.
Residential systems manufacturers have been designing smart products that connect to the Internet of Things, creating a consistent network and language among multiple devices within homes. Artificial intelligence further simplifies how homeowners can control their numerous smart devices, ensuring a user-friendly experience as well as better functionality and convenience. With enhanced IoT and AI integrations, homeowners are seeing the collaboration of products across their network that enhance their home’s capabilities to improve comfort and energy efficiency.
However, ensuring that the devices used in homes have a long life is crucial. A residence may not be considered sustainable if the products within need to be replaced often.
SUSTAINABLE HOMES CAN BE BEAUTIFUL
There is sometimes a concern that building from sustainable materials will make a home less attractive. Some might feel that seeing solar panels on rooftops is less than aesthetically pleasing. But homebuyers who are already interested in sustainability have little care for aesthetics8. Renewable energy and green practices are far more important to them.
Utilizing products such as sustainable window shading systems can also add to the beauty of a home. Colorful and patterned shades or drapes can be controlled through apps and automation, adding a pop of color to the room while also managing the amount of heat and sunlight flowing into the home.
A sustainable mindset is integral to the future of real estate, from the development of buildings to the creation and maintenance of the systems contained within homes. While the price of sustainable materials may seem daunting, the long-term benefits outweigh the initial costs. More importantly, sustainability is a current demand from homebuyers. Adding sustainable initiatives in listings will attract and retain more environmentally conscious buyers in the near and far future.
Dan Niemirka is the senior product manager, motors & accessories for Somfy North America, based in Dayton, N.J. In addition to leading product development and launch activities, Niemirka works closely with Somfy’s engineering team on quality and design/production-related projects. Niemirka also serves as Somfy’s primary representative to the Window Covering Manufacturers Association (WCMA).
Elevated Outdoor Living
Experience instant shade at your command with the Furrion Lumina solar-powered retractable awning – the solution that brings comfort and style to your home or business. From residential awnings to outdoor smart TVs, Furrion products ensure you can enjoy top-quality home entertainment outdoors.
AV Receivers and Integrated Amps TECH SHOWCASE
From simple stereo systems to whole-home control — these AVRs and amplifiers can add some power to your systems.
AV receivers and amps continue to add features and capabilities. Here is a look at some recent additions to the market, ahead of what is awaiting us at CEDIA Expo.
AV RECEIVERS
Pioneer Immersive AV Receivers
Pioneer has introduced the all-new VSX-835 and VSX-535 Immersive Sound AV receivers. The 7.2-channel VSX-835 is designed with the latest technology for home theater and gaming enthusiasts, with IMAX Enhanced Certification, Dolby Atmos capabilities and Dolby Surround, DTS Virtual:X, HDMI 2.1, 8K/4K Ultra HD capabilities, and Bluetooth streaming calibrated to the space and speaker setup with Pioneer’s proprietary MCACC Auto Room Tuning software. The 5.2-channel SX-535 supports Dolby Atmos capabilities and Dolby Surround, HDMI 2.1, and Bluetooth streaming. The VSX-835 and VSX-535 now support both up to 8K Ultra HD and 8K resolution.
Russound AVA-Series Mini Audio Receivers
Russound’s AVA-Series Mini Audio Receivers [see review on page 30] provide custom installation pros with compact, plug-and-play amplification for 2.1 and 3.1 audio systems with Audio Return Channel (ARC) HDMI. Both models include a fully integrated, highly efficient Class-D amplifier with digital inputs, 100-240V 50/6 0Hz universal power supply for installation nearly anywhere, built-in Bluetooth 5.0, dedicated subwoofer output with gain control, and an IR remote control and external receiver.
Onkyo TX-SR3100 AV Receiver
The Onkyo TX-SR3100 5.2-channel AV receiver features Dolby Atmos and DTS:X formats and HDMI 2.1a with 8K. With HDMI 2.1a support, the Onkyo TX-SR3100 provides a wide range of video resolutions and refresh rates, including 8K60 and 4K120, along with support for Dynamic HDR formats, ALLM, VRR, QFT, and SBTM (Source-Based Tone Mapping). The combination of a 60 Hz refresh rate ensures smooth and sharp viewing of high-speed action, while HDMI 2.1a with 8K readiness guarantees that the system is equipped for the clearest and most pristine picture quality available, both now and in the future. It also incorporates Dolby Vision and HDR10+ technology, which enhances the quality of your favorite content, delivering crisp, clear visuals and dynamic colors.
StormAudio ISR Fusion 20 AV Receiver
Built upon the ISP Elite MK3 platform, the StormAudio Immersive Sound Receiver Fusion 20 is a 20-channel processor that incorporates 16 channels of the latest Edge amplification technology developed by Danish-based ICE Power. The receiver showcases low levels of noise and distortion, delivering 150 watts (8-ohm) per channel and 500 watts (8-ohm) when bridged. This receiver has the DSP power to decode all the latest immersive formats up to
11.1.8 (Auro-3D, Dolby Atmos, DTS:X Pro, and IMAX Enhanced), and enable post-processing to optimize any speaker to any room straight out of the box. It boasts an advanced implementation of Dirac Live Active Room Treatment, ensuring easy and accurate room calibration. It also offers support for up to 20 PEQs per channel and can accommodate an unlimited number of subwoofers.
INTEGRATED AMPLIFIERS
ARCAM Radia Series SA35 and SA45 Integrated Amplifiers
The ARCAM Radia SA35 and SA45 feature ARCAM’s fifth-generation G Class amplification. To integrate turntables, both models are equipped with a switchable MC/MM (moving coil/moving magnet) phono stage, while HDMI ARC support simplifies cable connections and device control when connecting compatible TVs. For wireless devices such as Bluetooth headphones, a twoway aptX Adaptive Bluetooth module ensures exceptional sound quality. The SA35 is equipped with a 6.5-inch high-resolution display and offers 120W per channel into 8 ohms and 220W into 4 ohms, while the SA45 features an 8.8-inch high-resolution display and delivers a commanding 180W per channel into 8 ohms and 300W into 4 ohms. Both units boast fully balanced digital and analog audio paths, redesigned power supplies, Bluetooth 5.2 connectivity, subwoofer outputs, and Dirac Live Room Correction. The SA35 and SA45 each come with a measurement microphone and remote control to assist with room calibration.
OSD Audio DAC-X-200 Amplifier
The OSD Audio DAC-X-200 features a built-in digital-to-analog converter and a 200-watt-per-channel amplifier. It offers multiple input options, including USB, optical digital, and analog, allowing users to connect various audio sources such as computers, TVs, streaming devices, and music players. The DAC-X-200 can also be integrated into whole-house distributed audio systems and commercial setups, providing flexible audio solutions for homes and businesses. OSD Audio’s DAC-X-200 amplifier has a Class 2 compliant USB Audio Input, transmitting digital audio from your computer to the built-in ES9018K2M SABRE32 Reference digital-to-analog converter. The converter supports 32-bit, 384 kHz PCM data via I2S, DSD-11.2 MHz data, and mono mode for high-performance applications.
Chord Electronics Ultima Integrated Stereo Amplifier
Chord Electronics’ Ultima Integrated Amplifier is a 125-watt device designed by the company’s founder, owner, and chief engineer, John Franks. It features the latest dual-feed-forward error-correction topology, plus the company’s industrial aesthetic. The amplifier takes advantage of the very latest developments in advanced low-distortion power supplies, offering low noise and outstanding operation. The British-designed, engineered, and manufactured amplifier has four inputs, one fully balanced and three unbalanced, each enjoying individual buffering and selective filtering against potential ingress from radio frequency interference. Further features include an AV bypass input, plus a balanced preamp output for connection to additional power amplifiers.
Naim CI-UNITI 102
The Naim CI-Uniti 102 is a streamer/amplifier that is designed to seamlessly integrate into any indoor or outdoor space, providing amplification for CI Focal speakers and enhancing audio from all media sources (TV, Spotify, gaming consoles, etc.). The new Focal & Naim Manager software and Speaker Profiles, compatible with CI Focal speakers, enable users to customize the DSP fully for an optimal installation, whether in a commercial environment, at home, or outdoors.
Cambridge Audio CXA81 Amplifier
Cambridge Audio’s CXA81 Mk II integrated stereo amplifier is an upgrade to the company’s CXA81. Cambridge’s engineers have re-tuned and greatly refined the sound for the CXA81 Mk II — in the process introducing ten new premium components to the circuitry and improving the signal path. The classic combination of Class AB amplification and a chunky toroidal transformer offers superb musical detail with power to drive even demanding speakers. A mighty 80 watts per channel gives it complete authority over the music. The new ESS ES9018K2M SABRE32 DAC (digital-to-analog converter) imbues the amplifier with reference-level capabilities and outstanding sonic resolution, whichever digital source you choose.
RIDING THE WAVE
Keeping up with the latest home theater trends — and the rolling popularity — are key to making the sale.
By Karen Mitchell
Their demand may have waned since the end of the pandemic, but never count out the popularity of home theaters — or their ups and downs.
“During the pandemic, we saw a substantial surge in high-end home theater installations as people invested heavily in their home entertainment spaces,” says Michael Pyle, president, Centurion LV, a Harman/ JBL dealer. “Although there’s been a slowdown since then, it’s not drastic. Our business model is centered around large, high-end installations, averaging about five projects per year. Many of our current projects, especially basement remodels, were initiated during the pandemic and are now being finalized. While new sales have decreased over the past six months, we’re still busy completing projects that began a year or two ago.”
Logic Integration, a Screen Innovations dealer, is currently working on its first home theater installation in quite some time, says Shawn Hansson, CEO/founder. “Prior to the pandemic, we completed dozens of home theater projects annually. Although we’ve been handling more residential projects lately, the demand for home theaters has steadily declined since the pandemic. We still enjoy installing home theaters, but we’ve definitely noticed a shift in trends.”
What he is seeing in home theater interest includes customers in existing homes who are looking to retroactively install a theater, he adds. “Some have converted spaces in basements and unused basement offices. These have been smaller jobs with less product, and it’s always more difficult to deal with an existing structure than to start fresh on a new custom home build. Back before 2020, there was a more frequent push from the custom home builders we worked with to implement large home theater systems. They have just become less common.”
Potential home theater customers often don’t realize the vast array of options available to them, Pyle notes. “Our initial process focuses on educating them about what’s possible and available in the market. Many come in saying, ‘I want a theater, what should I do?’ From there, we work closely to narrow down their specific needs and desires.
“One of our key strategies is showcasing the versatility and range of JBL Synthesis, a brand that offers solutions for all budget ranges and room sizes,” he adds. “By leading with JBL Synthesis, we can provide tailored solutions that meet the unique preferences and expectations of our clients, ensuring they are fully informed and satisfied with their home theater audio choices.”
“There has been a noticeable dip in the entry to mid-market segments for home theaters since the end of the pandemic,” says John “The Forklift” Turchinetz, Eastern regional sales manager, KEF. “However, the high-end market remains incredibly steady. As a luxury goods provider, we continue to see growth in higher-end projects. These are not always dedicated home theaters, but are more integrated living space home theaters.”
There has been a shift in what integrators are offering, he notes. “Customers are scaling back from complex systems, relying more on their TVs as the central hub for entertainment. With the rise of digital streaming and cord-cutting, the TV is where all the apps reside. Dealers are now focusing less on additional remote controls and more on simplifying the setup for customers.”
KEF is seeing great interest in its powered wireless speakers and subwoofers, Turchinetz says. “Customers love the simplicity of these systems, especially when paired with nostalgic items like turntables. The ability to plug in a turntable and enjoy high-quality sound without a clutter of boxes is very appealing. Additionally, with the rise of streaming TV and voice remotes, a single or double KEF subwoofer can be easily added to enhance the experience, providing that deep rumble without needing a full speaker setup.”
Centurion LV takes pride in creating high-end home theater experiences that exceed client expectations, Pyle says. “Our latest installations prominently feature the JBL Synthesis SCL Series, renowned for its superior sound quality, cuttingedge technology, customization, and reliability. The series offers a range of highperformance loudspeakers designed to deliver immersive audio experiences for home theater enthusiasts. Each model is engineered with advanced technologies to ensure exceptional sound quality and seamless integration into a variety of listening environments. We take an engineering approach to home theater design, meticulously assessing room size and acoustics to recommend the appropriate JBL Synthesis components. This ensures each of our theaters is a
A media room from Logic Integration.
truly engineered space.”
Beyond the technical aspects, JBL Synthesis also delivers an emotional audio experience, connecting clients with their favorite music and movies the way the director intended, he adds. “The JBL Synthesis SCL Series offers solutions for various budgets, making it an ideal choice for any high-end home theater installation. This flexibility ensures that, regardless of the budget, our clients receive a premium audio experience. Plus, aligning with JBL, a name synonymous with excellence in the audio industry, enhances our reputation as a high-end installer committed to delivering the very best.”
OFFERING CONVENIENCE
The theater experience is far from dead; it has simply relocated to your home, Hansson says. “In the past, people had to visit their local movie theaters to enjoy high-quality sound and picture, or they needed a full theater setup at home, complete with a film projector and someone knowledgeable to operate it. Such home systems were rare and not necessarily in high demand.
“For many years, going to the cinema was considered a social event, where people eagerly anticipated outings with friends and family to watch the latest Steven Spielberg film. However, the advent of large-screen TVs, high-quality projectors, and motorized screens changed everything. People who wanted the movie theater experience could now have it at home with the push of a button.
“Today, large TVs offer such high resolution, and digital home audio systems
are so convenient, that most people prefer not to dedicate a room solely to a classic theater setup,” Hansson adds. “Instead, they opt for a Sonos system and a 100-inch TV in their living rooms. By understanding the history of home theaters and recognizing the benefits of a high-quality viewing experience, we can always tell our customers that enhancing their viewing experience is key. While the convenience and adequacy of a Sonos and 100-inch TV combo cannot be denied, it still doesn’t compare to the immersive experience of a true surround sound theater configuration with a 4K projector and cozy recliner seats.”
Pyle recommends emphasizing the immersive, cinematic experience a home theater can provide, transforming movie nights into something special. “I always discuss the versatility of modern home theater systems, which can be used for gaming, streaming concerts, watching sports, and as part of a whole-house automation system,” he says. “And I explain to homeowners the long-term value and future-proofing a home theater delivers. High-quality installations can be a long-term investment, increasing the home’s value.”
In addition, the ability to customize a system to fit a homeowner’s space, needs, lifestyle, and budget, whether it’s a new build or a remodel, is critical to delivering the ultimate home theater experience, he suggests. “And I always suggest a demo. Experiencing the difference in sound and picture quality firsthand is a powerful motivator.”
“Go back to the basics and always start by understanding exactly what the client wants to watch and listen to,” Turchinetz sums up. “Dedicated theaters are less common now; most clients prefer multipurpose-use spaces. The key is to integrate home theater systems seamlessly into living spaces, such as open floor plans that combine the living room and kitchen.”
D1290 and AVA3.1 Amplifiers Russound
ometimes, you don’t need a manufacturer to release a new product that reinvents the wheel; you just want one that kind of reimagines it a bit to offer some additional flexibility or let you use it in a new and different way.
That’s exactly what Russound has delivered with the two units reviewed here: the D1290 multi-channel amplifier and the AVA3.1 Mini AVR.
Founded in 1967 in Newmarket, N.H., Russound has been making audio distribution products for the home and custom channel for more than 57 years. And while its recent product releases have been reliant on streaming, like its MBX audio system, or even voice control via Alexa, like its VoicePlay amplified keypad, these two products are decidedly “old school,” but with some nice new twists.
My company has been installing multi-channel
amplifiers dating back to when we opened our doors in 1995, and they still play an important role in our whole-house installs. The flexible D1290 lands in a perfect price/performance sweet spot for those systems. The compact AVA3.1 is a perfect “multi-tool” solution to give you some flexibility for office and bedroom installs where space is at a premium, but the customer wants more than a soundbar.
D1290 First Impressions
I’ve reviewed tons of products, but it’s still a little surprising just how light many modern amplifiers that rely on digital technology are. Back in the day, a 12-channel amp could easily weigh 30-50 pounds, but here the D1290 tips the scales at just nine.
Straight off, I really liked the new industrial design of the D1290. It has a very clean front face, with a cool, textured graphite grey/black front
faceplate and some tiny zone status LEDs. Since Russound intimately understands the nature of custom installs, making it so this 1U-sized component can either sit on a shelf or rackmount via included ears.
Around back, I loved the flexibility that Russound engineers delivered with the D1290. Along with discrete inputs for each zone, there are two BUS inputs that can be used to send signals to any/all the zones. If you’ve ever done a system with multiple large zones that have multiple speakers, you’ll appreciate this option and how it will help eliminate using Y-connectors.
Each zone also has a selector for running fullrange 20 Hz–20 kHz (typical operation) or for engaging either a low-pass (LP) or high-pass (HP) filter. Russound says, "By customizing these audio filters, you can custom tailor the audio of the installation to maximize the performance of the amplifier [and] the efficiency of your speakers."
Russound AVA 3.1 Mini AV Receiver
By John Sciacca
KUDOS
Great problem-solvers at attractive prices; offer loads of flexibility
Fan noise on D1290; occasional lock-ups on AVA3.1; ARC audio compatibility CONCERNS
PRODUCT SPECS
D1290
● 12 channels x 90 watts (4 ohms, @ 1 kHz, one zone)
● Channels bridgeable to 180 watts (8 ohms @ 1 kHz, one zone)
● All zones selectable inputs (Bus A, Bus B, Zone)
● Selectable outputs by zone to full-range (20 Hz–20 kHz), Low Pass (20–160 Hz), High Pass (80 Hz–20 kHz)
● Connections: Inputs: Ten RCA analog audio, 3.5mm 12 VDC trigger; Outputs: Six sets of Phoenix-style speaker connectors; 3.5mm 12 VDC trigger, removable power cord
AVA3.1
● 3 channels x 50 watts (4 ohms, @ 1 kHz, one zone)
● Bluetooth 5.0 audio streaming
● Four DSP modes including Mega Bass, Movie, Music, Voice
● Includes IR target and remote control
● Connections: Inputs: HDMI with ARC, Toslink optical, RCA Analog, mini-jack IR input, USB-C (Service); Outputs: Mini-jack for analog, RCA subwoofer, mini-jack IR out, Phoenix-style speaker connector, removable power cord
Dimensions:
● D1290: 17.125 x 1.75 x 9.75 inches (HxWxD); Weight: 9 pounds
● AVA3.1: 5.8 x 1.4 x 7.9 inches (HxWxD); Weight: 1.5 pounds
With the LP filter engaged, the amplifier will output from 20-160 Hz, which would be perfect for driving a passive subwoofer. With the HP filter engaged, the amplifier outputs 80 Hz-20 kHz, which would be helpful to not overdrive a small architectural speaker. I ran the D1290 in full-range mode for all my use.
While the 90 in the model name would indicate this is 90 watts per channel — which it is — this comes with a bit of a caveat. The unit is rated at 90 watts with one zone driven at 1 kHz into 4 ohms. It delivers 45 watts under the same conditions into a more common 8 ohms. You can also bridge any of the channels and get 180 watts into 8 ohms. Each zone also has a trim pot for adjusting the output.
As you’d expect from a CI-centric company, Russound also includes six pair of Phoenix connectors, a detachable IEC power cord, a 12volt trigger in/out, and the ability to have the amp stay on all the time, auto turn-on when sensing a signal, or via the 12-volt trigger.
One note on the 12-volt trigger: When you open the box, there is an “Eco Friendly Operation” card that says, "Note: When used in 'On' mode or whenever a 12V trigger is used in '12V' mode, the amplifier will be fully powered on and will
consume more energy." This is incorrect. Both the 12V and auto setting use only 0.5-watt of power when in standby. Russound is aware of this printing error and is going to update the verbiage.
AVA3.1 First Impressions
The AVA3.1’s raison d’être is to power a traditional, passive 3.1-channel L/C/R speaker system in the smallest and simplest form-factor possible. This is a great solution for the customer wanting more performance or a different aesthetic than a soundbar offers but doesn’t have the space or need for a traditional AVR. With the included bracket, the AVR could be wall-mounted or it could be installed inside an in-wall enclosure behind a display like a VersaBox. (If a 2.1-channel stereo solution is all that’s needed, Russound offers the lower-priced AVA2.1, which is identical in every way, short of only having two channels.) If the D1290 feels light at 9 pounds, the AVA3.1 is a total featherweight at just 1.5 pounds, so much so that it feels a bit “plasticy.” (Probably also because its outer case is made entirely of plastic.) The front of the AVA3.1 is spartan with just a single, multi-colored status LED. Around back, you’ll find all the connections needed to connect a
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modern system, including RCA analog, Toslink optical, and HDMI with ARC. There is also an analog mini-jack output and RCA subwoofer output, along with a mini-jack input/output for IR connections for use with the included IR receiver. Since the AVA3.1 doesn’t sit on the network, a USB-C service connection is available for any updates. To facilitate music listening, the AVA3.1 also includes a Bluetooth 5 receiver.
The AVA3.1 has a pretty modest power rating of 50 watts/channel at 1 kHz into 4 ohms; 25 watts under the same conditions into 8 ohms. In use, though, I found this had plenty of power to drive the small bookshelf/on-wall/inwall speakers it is likely to be paired with.
Setup
I installed the D1290 in my existing home audio system, using it in place of my usual 16-channel Triad amplifier. Because I only have five zones of audio, I bridged two of the channels to drive the new Monitor Audio Creator Series C3L speakers in my bedroom to give them the most power. Other than making sure you have all the DIP switches set to the correct position, installing the D1290 is a simple and straightforward procedure.
The D1290 install manual poses a variety of install use cases, including pairing the 12-channel amp with a receiver or processor to power an 11-channel Dolby Atmos surround system. However, I fear the 45 watts/channel (8-ohm) wouldn’t be a great match for many systems, and likely wouldn’t be a step-up over the amplification included on any AVR that offers 11-channel decoding.
I initially installed the AVA3.1 in my home’s testing room, where I always have a variety of speaker systems and other electronics on hand. On making the connections, I noticed a bit of an oddity with the silkscreen printing above the speaker wiring terminals. Normally, you’d expect some sort of logic or pattern to the connections and color coding, such as
+/–/+/–/+/–, however the connections are +/–/–/+/+/– and to make it more confusing, the silkscreened colors aren’t consistent between + and –. While this obviously doesn’t affect performance, unless you mis-wire it, it did have me double-checking my connections!
After making the connections, I grabbed the AVA3.1’s remote and went to use the system. When nothing responded, I realized that the included infrared target isn’t optional or for use only when the AVA3.1 is out of sight, but rather required for it to receive commands. As a nit, the IR target is kind of cheap-looking. It is a bubble/dome design and not very discreet if you were to stick it to the front of a display. While other remote’s IR signals are meant to repeat through the AVA3.1 — say if the TV’s sensor is being blocked by a speaker — I couldn’t get this pass-thru to work. I tried three different makes/brands of IR emitters, and all of them immediately lit up full-red once they were connected, like they were being flooded by IR, and no signals would pass.
Next, I went to listen to some audio from my connected Sony TV. While the AVA3.1 and my Sony XR65X95K could see each other and were communicating via CEC — the TV flipped to “Audio System,” raised and lowered the volume level, and powered the AVA3.1 on/ off — there was no audio. I tried rebooting the TV, using different HDMI cables, turning eARC on/off, but I could never get it to play any audio. I know the output works on the TV because I have tested a dozen soundbars with it (and reconnected one just to confirm it was still working).
I reached out to Russound, and they said that the AVA3.1 is compatible with ARC only, not eARC, and that it can only accept PCM 44.1 kHz/16-bit signals. This is another bit of oversight on the Russound manual, as “PCM” is never mentioned in the 15 pages. Also, the manual suggests, “Connect the HDMI cable to the HDMI Port on the TV labeled HDMI (ARC or eARC) and to the rear HDMI port of your
Russound D1290 Multi-Channel Amplifier
AVA-Series mini-AVR labeled ‘ARC.’ It is very important that you connect to the ARC or eARC HDMI connection on the TV.” To Russound’s credit, after I brought this to its attention they are updating the online and printed manual to reflect this.
So, I went back into the TV settings, turned eARC off, set digital output to PCM, set bitstream pass-thru to off, and still couldn’t get any audio. As a fallback, I also tried connecting my TV’s Toslink output and couldn’t get any audio there either. Tired of fighting this war, I brought the AVA3.1 into my showroom and connected it to a different Sony TV (an XR55A80K OLED) and after changing the output to PCM it worked like a champ. Russound commented, “We’ve noticed at least two Sony models that have some issues and our engineering team is working on troubleshooting the settings so we can post some info online and in the manual for this.”
Performance
The D1290 worked exactly as it should, and using the music-sensing, auto turn-on, it woke up quickly and never had any issues. The amplifier trims come set to middle out of the box, and this was definitely quieter than my Triad amp, but after bumping these up a bit, volume levels were very similar. Music from the Monitor C3L’s sounded great, and I was able to coax some real bass from my 8-inch outdoor speakers. Even still, I felt that my ICE-powered Triad amp had better dynamics and punch.
Depending on the install location of the amp, there are a couple of things about the 1290 that might be an issue. For one, the front-panel LEDs are pretty bright with no way to dim/defeat them. When any amp channel is in use, all six frontpanel LEDs illuminate in either red (inactive) or
blue (active). If this is in a place where the amp is visible, it’s possible this light pollution could be disturbing.
More bothersome was the amp’s fan, which starts up after the amplifier has been playing for a bit and is clearly audible, even if audio is playing at a low volume. If I had my druthers, I’d rather there be no fan for silent operation, but if it is either have a fan or an amp that burns up, I’ll take the fan. Obviously, if this is racked away somewhere, it’s a non-issue, but in my install with the amp in my living room, it was distractingly noticeable.
After bringing the AVA3.1 into my showroom, it mostly worked like a champ. It would automatically wake up and power on/off with the TV, and then adjust volume using the TV’s remote control. This was the simple, get-out-of-the-way kind of performance most users would want from this product. And connected to Monitor Audio Radius LCR speakers and subwoofer, the audio performance was great, delivering plenty of volume. Throughout hours of watching, I never noticed any lip-sync or other audio issues.
And once paired to my iPhone, I found that the Bluetooth was quick to connect and had good range, letting me play music from my phone to the AVA3.1 from 50 feet away through multiple walls.
If you’re unable to use CEC to control the system, the included Russound remote can learn various commands from a TV remote, including power, input, volume, and D-pad control.
The Russound remote also offers access to four different DSP settings: Movie, Music, Voice, and Mega Bass. I found the manual’s descriptions of what these settings did a little confusing, for example Movie is described as enabling “a highpass filter at 35 Hz, and a Box EQ at 240 Hz (–4
dB) and 860 Hz (–3 dB) to allow for dynamic response in movies and films,” and Voice as enabling “a high-pass filter at 100 Hz and a lowpass filter at 12 kHz to allow for more dialog detail and clarity.”
Russound offered some clarification, saying the 35 Hz filter in Movie mode is to prevent distortion or bottoming out, as many in-wall, in-ceiling, or passive soundbar speakers can't handle frequencies below 35 Hz, and Voice mode uses a limiter to reduce frequencies outside the voice range to clarify the voice.
Fortunately, these filters don’t impact the signals output to a connected subwoofer, so if your system has the means of handling bass, you’ll still get it. But if you want to clear out all the filters and get a full, unadulterated 20 Hz–20 kHz audio signal, then go with Music mode. Mega Bass, which toggles an increase in bass by approximately 10% from 50–100 Hz, can be used with any of these modes, along with being able to tailor audio with bass and treble boosts/cuts.
Having said that, the Voice mode definitely helps with dialog clarity, and if users struggle with issues of understanding what is being said, this is a useful and helpful setting. And considering that this will likely be used in secondary listening rooms, where pure performance will take a back seat to ergonomics, I daresay that’s a good thing.
Music purists might be disappointed that there is no way to listen in just straight stereo, as the center channel speaker is always on, playing a mix of the left and right channels, and then giving priority to voice/dialog enhancement.
While the front-panel status LED does a tripleblink when receiving a command and changes color to display the current input (white for HDMI, green for optical, blue for Bluetooth, and cyan for analog), there is no indication of what DSP mode is selected.
If you noticed, I wrote that the AVA3.1 “mostly worked like a champ.” That’s because I had a few occasions where it locked up and wouldn’t power on or respond, either via CEC or from its remote, and one instance where it just stopped playing any center-channel audio. The resolution in all cases was to simply unplug it from power and power it back on, but that would be much easier said than done if it were located in a VersaBox. These devices do exactly what I’d expect from Russound, offering solid performance, functionality, and features at competitive pricing. In fact, we’ve already installed a D1290 for one customer, and an AVA2.1 in the tight confines of a boat for another! For your next install that requires a little flexibility or is challenged for space, give these Russound amps a look.
Bright Ideas for Outdoor Spaces
Sleeker designs, smarter technology, and creative applications keep outdoor lighting at the top of consumers’ must-have lists.
BY MARGIE MEYERS, PRODUCT MANAGEMENT LEADER FOR LIGHTING, SNAP ONE
Although it can be easy to feel how lighting enhances a space, it’s more challenging and nuanced to understand exactly how indoor and outdoor lighting, with the right fixtures positioned properly and automated elegantly, can transform a dull area into a stunning recreational space.
In order to best understand the value of good lighting, consumers need to experience it. This presents an excellent educational opportunity for most dealers to help consumers recognize the benefits of having systems professionally designed and installed.
Lighting is a relatively easy sell compared to other home tech offerings, the options are endless, and you can get in and out of jobs quickly, most times. But before you race to jump into your next outdoor lighting project, let’s take a step back and explore the current trends shaping the category. Innovation is the name of the game, so knowing what’s hot keeps your business ahead of the pack and your clients thrilled with the results.
Stray off the Beaten Path — Fixtures Take Root in Unexpected Places
Pathway lighting, while necessary, is usually not the most creative or expressive application of outdoor lighting. Let’s think beyond the basics and extend our systems to other lesser-known spots in the yard to lend greater visual interest to the property. Outdoor fixtures come in all shapes and sizes, like linear tape lighting, so they can be discreetly applied to the underside of steps, tucked within the capstone of a handrail, and recessed into the eaves, for example. Lights resembling tiles can be laid within a driveway or recessed around a swimming pool.
Lean Into Modernism, Minimalism, and Simplicity
Understated fixtures that blend in — or even seem to disappear — are becoming the go-to choice for outdoor lighting, as are fixtures utilizing LED technology for greater efficiency and longer lifespan. Leveraging the timeless, sophisticated aesthetic of a simple, minimalistic form factor are fixtures designed to withstand inclement weather conditions. Durable and rugged, yet elegant and eye-catching, today’s trending fixtures combine style with substance.
Let Nature Take Its Course With Interchangeable, Sustainable Components
The landscape and topology you’re dealing with today will likely be much different a few years down the road. Trees and plantings grow, decks are added and expanded, and areas are cleared and resurfaced for new gardens — the outdoors is a living, breathing entity that morphs and evolves continuously. Therefore, outdoor lighting will need to be adjusted accordingly. This has inspired manufacturers to design fixtures with interchangeable parts — instead of removing an old fixture and replacing it with a new one, today’s trending fixtures can shift location easily and lenses can be swapped to create the now-desired effect.
Look Up for Inspiration
We tend to illuminate outdoor spaces at ground level. It’s certainly a good plan
to accentuate paths and planting, but don’t forget about the areas above eye level. Lighting designers and landscapers often choose to get creative by placing light high up in certain trees and angling the fixtures downward to create an effect similar to moonlight. Sometimes, they may choose to place a few lights at the base of a tree shining upward to accentuate the textures, the bark of trees, and a canopy of leaves. When doing so, however, lighting designers should be mindful of light pollution and make sure that the lighting is focused and hits directly on the trees and surrounding foliage as much as possible to avoid lighting that shoots directly into the sky.
Raise the Temperature
Like in fashion, certain trends can veer into tacky territory and are best avoided. Keeping the color temperature of outdoor fixtures at a cool “moonlight” setting seems to be the go-to approach. On the surface it makes sense: Moonlight is beautiful, and it occurs naturally at night, so why not emulate the effect with outdoor lighting? Unfortunately, the comparison doesn’t translate. Artificial “moonlight” puts off a cold, harsh, bluish hue — good for security purposes but certainly not design-friendly. To evoke a warmer, subtle glow that’s way more pleasing to the eye, the color temperature of outdoor fixtures should be set at 2200–2700 Kelvin.
Bright Ideas Stem From Intelligent Illumination
Consumers want lighting that looks and feels luxurious, not obnoxious, fueling a desire for greater control of the illumination. A simple on/off switch no longer does lighting justice. Dividing the layout into zones, creating custom lighting scenes, and automating the fixtures to dim and brighten under certain prescribed conditions elevates the whole experience. As outdoor light fixtures continue to evolve, so must the mode of operation.
It’s time to take outdoor lighting up a notch. Your clients are ready for it, and manufacturers offer a plethora of designs and technologies to support more beautiful, functional, and customizable outdoor illumination. Know the trends before you dig into the landscape to ensure a stylish, sustainable, and smart system that adds real value to a home and its occupants.
