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Trade Talk: Keeping an Open Mind to New Products (1/3/2010)

By Claire Scholes, Laird King

As hard as it is to admit - and I am sure we are not alone in the industry - we have become very attached, as a company, to certain products and certain systems when proposing for projects. I think everyone would agree that it is far easier to work on a system of which you have a vast bank of knowledge on how to integrate and program it. And as the saying goes, 'If it isn't broken, why fix it?'

It has however, hit home recently that we have to broaden our horizons and spend time looking at other product groups and their functionality. In particular, one new project we are designing has forced us down this route. It was easy to specify the control systems that we have the most experience with, namely Crestron and KNX, but the client was quite firm that this was beyond their budget, no matter how good the product. The journey took us into a very intensive time of looking at different systems that would match the budget and provide the client with their functional requirements.

Installers need to explore different systems that match their clients' budgets and provide them with their functional requirements.

Weeks later, and after many phone calls, product specs, and much internal testing, we are working with a new lighting system, and taking a look at new control systems and media distribution methods which are ideal for small home distribution. This has been achieved with little (I will not say no) impact on functionality, and what we are learning also opens many more opportunities for work in different markets.

New products

I feel a little overwhelmed with new product lines at the moment, and feel that more and more product is being released, and it all promises the world. This could be because I didn't pay enough attention before, but it could also be that the increase in demand for AV distribution and integration has opened the market to new players.

Its easy to find out about the latest Apple release, but sometimes you have to dig deeper to find new and effective product releases emerging, especially if they are from new entrants to the market. However, keeping on top is key, especially in our enlightened age when you can be sure that your clients are watching more closely than you!

Training

The whole process also highlighted that as a business, we had not prioritised product training enough. With the market place in such a state at the moment, we cannot afford to wait for exhibitions to garner the information we need on the latest releases, as well as the detailed technical product knowledge essential to our designers and programmers. We are also quite realistic in our view that exhibitions rarely offer anyone sufficient time to spend on learning the key details of any new product which will provide us with enough knowledge to specify into a project.

A late start to my new year's resolutions, however, I have decided to get the company involved in product training at least bi-monthly. This way we can offer our clients a more broad-ranging and better-informed level of service.

We started in February when Armour Home visited and gave demonstrations of Imerge's MS1 media server, Universal Electronics' new range of Nevo remote controls, and a range of Sonance speakers, to name but a few items from Armour's catalogue.

The Imerge MS1 media server and GUI.

The knowledge of the Armour team was great, and throughout the morning the technical department managed to hook up the kit and get it on our network and start playing, which allowed them the much-needed time to see if product was easily integrated into a bespoke system. The occasion also allowed our Sales Director to pick up some excellent unique selling points of the kit, helping her to be confident with clients when making choices.

The Universal Electronics Nevo S70 remote control supports two-way Z-Wave device control for lighting, HVAC etc, as well as two-way RS232 control for select third-party devices, including iPod metadata.

In March, we plan to go to RGB to get an overview of iTron and Xantech, and soon we are expecting Crestron to demonstrate its Prodigy range to us.

Taking time out for training in these new products also gives us the time as a team to debate what we feel matters about products and to discuss ideas for projects. It also gives us the opportunity to talk to clients, both past and new, about new innovations that they may be interested in.

Conclusion

When looking at the cost of training both in money terms and time terms, it is easy to see how it can be neglected. But from a business point of view, there should be a good return on your investment in training. This will come either from delivering to new customers, empowering your employees or simply being able to provide better and broader knowledge to clients. When in competition for work, those with better training and skills are likely to get the contract over those who don't.

So, having given myself a stern talking to, I am busy looking for product training and new entrants to the market, and if anyone knows of any training that would interest my tech geeks, then please do let me know! (Ed: there is always plenty to be found on the HiddenWires Training page).

Claire Scholes is Managing Director of LairdKing. LairdKing provides complete building automation systems from design and specification to installation and programming.

www.lairdking.co.uk