Looking to get into the home automation business? It’s a hot new market for resellers, particularly those who are able to integrate security into their overall offerings. And distributors are starting to get in on the action.
One of the biggest opportunities lies with building contractors who are looking to offer home automation – everything from data communications to AV – to their clientele. For resellers, establishing those relationships is essential to getting a foot in the door. But even with IT expertise, they need to be prepared to deal with the AV side of the business.
So far there’s been a gap in the market. Fortunately, some distributors are recognizing this as an emerging area and providing education and training for those interested in selling this type of integrated offering.
From a product perspective, manufacturers are also recognizing the need for simplicity, standardization and integration, and we’re seeing more convergence of technologies.This summer, AVAD Canada – a wholly owned subsidiary of Ingram Micro Canada – will open two education and training centres in Canada, one in Toronto and one in Vancouver, which will also feature accompanying warehouse facilities.
AVAD provides support for the design and implementation of home automation solutions, which could include everything from data communications to lighting to home theatre – even central vacuum capabilities.
And it’s partnered with CEDIA to provide training courses such as Designer Boot Camps and Home Theater Workshops. In the U.S., it has a Dealer to Builder program that links dealers with homebuilders.
In Europe, Computer 2000 – the U.K. arm of Tech Data – has boosted its AV business by signing Ergotron and Vogels, two European AV accessory manufacturers.
C2000 is aiming to become the preferred one-stop shop for dealers, with a focus on education and small business. The distie sees this as a huge opportunity for resellers, and products include everything from projectors to white boards to lamps.
Many in the home automation industry see Canada as an emerging market for these converged, integrated technologies, and there’s a need to train dealers who can evangelize, sell, install and integrate products into customized solutions.
Down the road, we can expect to see more home automation products from manufacturers and specialized offerings – such as training – from distributors. However, those who get a jump on the market by developing skills and establishing the right relationships will no doubt be at an advantage.
