Security Dealer & Integrator

AUG 2018

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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28 Security Dealer & Integrator / August 2018 How two California residential integrators have found success by partnering with new home builders By Paul Rothman The New Home Market T hese days, it is diffi- cult to find a residen- tial security system without companion home automation controls. While security may still be the big draw for most homeown- ers, they have grown to enjoy auto- mation's convenience and energy savings; in fact, according to a 2017 Park Associates survey, 75 percent of home security installations now include smart control features. e same survey found 90 per- cent of dealers and integrators offer at least basic interactive services with their security systems. Smart home technology is big business, with U.S. consumers fore- © ThinkStock cast to spend $4.5 billion on systems in 2018, according to Statista. Numbers like that grab the atten- tion of traditional security integra- tors, as well as telecom and cable companies, and manufacturers appealing to the DIY homeowner. Brian Motheral, general manager of Sacramento, Calif.-based Repub- lic Elite Integration, and Kirk Page, president of Ontario, Calif.-based KPS Alarms, are no strangers to these trends. As integrators in the smart home space, they have unique insight into strategies to acquire new business, deal with competition – especially from the DIY sector – and to find recurring revenue in this changing market. Home Builders: A Solid Partnership Both integrators get a majority of their business from new home builders, and both say that home security and auto- mation systems are a valuable market- ing tool in a crowded and expensive California housing market. Motheral says many builders hes- itate when he first approaches them with the idea of including a base secu- rity/automation system in each new home. He uses a car analogy to con- vince them it is in their best interest. "Almost any car above a base model now likely includes a navigation system, back-up cameras and Blue- tooth technology included as stan- dard equipment," Motheral explains. "Technology upgrades have become a given. California homebuyers have those same expectations when looking at new homes starting at a minimum of $400,000. ey want the security, convenience and lifestyle features that today's systems offer – and they want them the day they move in." Residential Security

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