Security Sales & Integration November 2022 - 40

Original Research
2022 SSI Home
Automation
Deep Dive
Inflation amplified
by supply chain
disruptions means
builders must pay
more for many
materials. Prices
then rise.
Nearly 20% of dealers reported lower revenues
in 2020 vs. 2019. This was early pandemic
and households were anxious about
contracting COVID and did not want technicians
in their homes. For 2022, nearly 35% of
dealers expect higher revenues than in 2021.
This shows a steadiness in which the security
industry can take pride.
Most Powerful Drivers
As dealers realize that customers want smart
home devices with their security systems,
more adopt those products in their portfolios
(Figure 3).
Between 2021 and 2022, the percentage of
dealers offering interactivity and smart home
products increased by nearly 15%. Conversely,
the percentage of dealers selling only traditional
systems without interactivity declined
by 70%, from 33% to 24%. Some of these
changes may be the result of a different mix
of responding dealers. However, the trend is
apparent.
Customers' desire for smart home devices
with their security systems has ranked as
Snap One: Everything to Help You Grow Your Business
▶ As a manufacturer and exclusive source of A/V, security,
control, networking and remote management products,
Snap One brings reliability and efficiency to professional
integrators worldwide. We make integrators' lives easier
and their businesses more profitable by providing a wide
range of high-quality products, easily accessible through an
intuitive website and backed by award-winning support. Our
products are easily accessible on our intuitive website and through our local
stores across the U.S.
Snap One puts integrators first to ensure their day runs smoothly, from
business management tools and integrated solutions to training opportunities
and post-install support. Plus, our 35+ pro stores across the U.S. blends
the benefits of eCommerce with the convenience of local shopping.
Snap One offers in-house brands including Control4, ClareOne, Episode,
OvrC, Araknis, and WattBox, plus a vast selection of distributed brands
like Marantz, Denon, Klipsch, Yamaha, Google Nest and more. Whether we
develop and build it ourselves or source a respected distributed brand, integrators
can trust that we have what they need to get the job done.
With OvrC remote management as the backbone, all of our products and
platforms work together with ease to offer a seamless experience that helps
integrators save time and money. Sign up as a Partner and find out why
Snap One is the " one " partner best suited to help integrators succeed.
- Clint Choate, Security Market Director, Snap One
the top business driver for two years running
(Figure 4). That is both a warning and an opportunity
for dealers.
Security dealers represent the optimum
channel for complex smart homes; that is
homes with a security system and multiple
diverse ancillary additions. To not offer those
devices will quickly force a dealer into being
a 'value' outfit. If this is a strategy, fine; but
if not, dealers must address the needs of their
locale and offer smart product solutions. For
example, Texas and Arizona need sprinkler
systems and pool controls, the smarter the
better. Vermont needs freeze warnings and
the like.
Next, fear of crime with its accompanying
sense of helplessness is the second-most important
driver for security. The next three important
drivers all relate to housing - buying
and selling. Housing opportunities will be
lower in volume than in the past few years.
Most Damaging Inhibitors to Sales
Topping the list of residential security solutions
sales inhibitors is the inability to find
needed employees (Figure 5). One of the
outcomes of the pandemic is a changed labor
force. Many people want to stay remote workers
for at least part of their workweek. Others
want total remote working conditions.
Further, unemployment remains low, a bit
of a mystery in the weak economic environment.
Workers have had the luxury of being
demanding and job jumping. Recession may
change that, but in the meantime, companies
must pay more for employees who may or
may not have the skills needed.
Leftover challenges from the pandemic include
continuing supply side disruption; that
has been the second-highest business inhibitor
40
Security Sales & Integration NOVEMBER 2022
securitysales.com
http://www.securitysales.com
Security Sales & Integration November 2022

Table of Contents for the Digital Edition of Security Sales & Integration November 2022
