CE Pro June 2023 - 66

MULTIDWELLING UNIT (MDU)
projects (18%), the sale expands to more than $250,000, so
it can be quite lucrative. Most developers will calculate that
cost on a per-unit basis when determining the value.
The other decision-makers are the tenants, whether
those are individual condo owners or apartment renters. For
condos, dealers can upsell all sorts of amenities. According
to the CE Pro survey, an upgraded home network is most
common, followed by additional touchpanels, distributed
audio, security, additional TVs/video, and lighting fixtures.
This part of the sale puts increased importance on the integrators'
ability to meet with every potential tenant, while
also having the manpower to handle deployment on a mass
scale. Many high-rise projects will only release a few floors
at a time for sale because that limitation helps contractors
focus on those floors only versus having to deploy systems
in the entire building.
According to the Deep Dive survey, the median upgrade
sale to an individual tenant is $17,500 per unit. So, in a large
MDU, again it can be a big moneymaker. It's not uncommon
for luxury condo owners to completely gut a unit to accommodate
their tastes, especially in a penthouse unit; thus, in
about 5% of MDU projects, dealers report they upsell more
than $250,000 in upgrades.
When asked what their biggest challenges are working in
the MDU market, the responses are not much different from
the obstacles dealers face in single-family housing circles.
Dealers report cheap, uneducated builders/developers/
property managers are their biggest hurdle.
2023 MDU Market Expectations
2023 MDU Market Expectations
Lower
5%
Same/No
Change
29%
Much Higher
39%
Slightly Higher
27%
In all, 66% of
integrators
expect their
MDU business to
climb this year.
Biggest MDU Challenges
1. Cheap/uneducated developers/property managers
2. Project scale/construction timeline
3. Difficulty meeting with individual buyers/tenants
4. Installation difficulties
5. Cashflow
6. Procuring/delivering equipment
Bringing developers up to speed on the benefits of
technology is the biggest obstacle.
2N: Access Control 3.0 - New Standards
of Residential and Commercial Access
Internet-based technological advances,
together with increasing customer
requirements for comfort, security, and
privacy, mean that the way we access
our homes and offices has undergone
a fundamental change that will define industry standards
and consumer expectations for years to come.
A modern access control system today combines several
recent technologies and trends such as IoT, and Bluetooth,
and raises the standard of how people access their homes
and offices to an unprecedented level. Much like wallets and
the credit cards within them, keys are becoming obsolete
with mobile phones fast becoming the core of access control.
There are 7 key pillars every developer, property manager
or system integrator should keep in mind when selecting
the right access control system (intercom, access reader,
answering unit) for a residential and/or commercial buildings.
To be a forward-thinking integrator, get ahead of the
competition, future-proof your projects, and (perhaps
most importantly) to please your customers - make sure
you never compromise on quality and choose a provider
that develops devices and solutions that meet the standards
of the 7 pillars laid out by Access Control 3.0.
Don't be left behind as the world of access control
moves forward: demand the future for you and your customers
and succeed long term!
Download the free eBook at www.americas-comms.axis.
com/2N-access-control-eBook to learn more about Access
Control 3.0 and the 7 pillars of future-proof modern building
access control. -Josh Gerena, Segment Development
Manager, MDU at Axis Communications, Inc. 2N is an Axis
company. Axis Communications provides 2N sales and
support for the Americas and APAC (excluding Japan).
66 | CE Pro June 2023
cepro.com
http://www.americas-comms.axis.com/2N-access-control-eBook http://www.americas-comms.axis.com/2N-access-control-eBook http://www.cepro.com
CE Pro June 2023

Table of Contents for the Digital Edition of CE Pro June 2023
