HTA Archives - Cineluxe

“We want the other trades to see HTA Design Partner integrators as designer/consultants and not as just another contractor”

The HTA has introduced two programs meant to dramatically change the working relationship between integrators and architects, builders, and designers

by Josh Christian
March 29, 2023

The Home Technology Association (HTA) has recently taken a big step in bridging the gap between custom integrators and architects, designers, and builders by introducing two different designations—the HTA Design Partner and the complementary HTA Technology Partner. The Design Partner is the next evolution in how the association is helping integrators get invited to projects earlier.

We interviewed architects, designers, and builders to find out what keeps them from bringing integrators onto their projects at the earliest stage—what in architectural speak is called the schematic design phase. One of the biggest reasons is that they didn’t know there are integrators that can be hired as a technology consultant. Trade partners need consultants and designers for certain aspects of the home, so they’re happy to learn that there are design-centric integrators who create drawings that can be made part of the spec for the project. And they appreciate the fact that design-centric integrators will seek out their opinion on the visible technology items. Knowing that qualified integrators offer this encourages the trade partners to see the integrator as a consultant/designer instead of as just another contractor, which is a big distinction in their eyes. It took me years to grasp this, and only fully set in when I was a pure technology consultant and designer with Axiom Design for 18 months.

Almost every HTA Certified integrator does design and engineering, though their trade partners are often not aware of this because most integrators don’t bring it to the forefront in their marketing. So we encourage them to get the word out. Architects and designers love this because it’s easier to get a client to say yes to a small initial design fee than to an $800,000 proposal. And it gives the integrator a chance to use the discovery phase to get to know the client, understand how they live, and educate them about their options and show they aren’t just there to push products.

We’re encouraging integrators to get paid for their design work, which too many of them give away for free. Architects and designers know that other professionals they may bring to their projects, such as lighting designers, MEP, civil engineers, and electrical engineers, charge for their design work. So should integrators! If they give their design work away for free, how will these professionals value what they’re providing? They’re cheapening their value in the mistaken belief that they must do free design work. Anyone leery of doing this can offer to credit back all or a part of their design and consultation fees if the client hires them for the rest of the job. The great news is that the close ratio on these projects is typically 90% or greater, as the integrator will have created a relationship with the client at this point. And if they’re good at what they do, the client will see that the integrator has their best interests in mind.

One of the big goals of the HTA Design Partner designation is to change the perception that all integrators are just there to push an agenda. Architects, builders, and designers tend to think of integrators as being pushy, trying to sell the client on things they don’t necessarily need. So we asked them what they would need to see from an integrator before they could recommend them, and then we came up with what we call our Rules of Engagement or Code of Conduct—11 things members of the Design Partner program need to follow when interacting with clients and the trades. Some of it is common sense—things like telling them how to work with the trades collaboratively and showing the kinds of drawings they should provide. And we tell them that instead of assuming what the finish is going to be or what keypad style someone might like, they should make sure to show these things to the architect or designer or whoever is referring them to the project and get their input.

Nearly 60% of our members have opted into the Design Partner program since we rolled it out mid January. But the program also has a flip side—the HTA Technology Partner designation—because there are things architects, designers, and builders do that can make it difficult for integrators to do their job. The Technology Partner designation teaches them how to work with integrators in the most productive way possible. We show them that bringing an integrator into a project early can help avoid things like change orders, project delays, wall acne, and other potentially costly problems and aesthetic compromises. And we explain how an integrator can benefit each of the trades, because of course each has different needs and they might not understand what an integrator can do to help them.

We want the other trades to see HTA Design Partner integrators as designer/consultants and not as just another contractor. We tell the trades that if we bring them integrators who can perform at this higher level, those integrators need to be treated on par with their own trade. For instance, an integrator needs to be able to present their proposal directly to the client, not through the other trades, and payments need to be above-board, not under the table. In other words, the partners need to address the things integrators have told us the other trades do that can make their job more difficult. We’ve told the trade partners that if they’re willing to work this way with integrators, we will provide them with integrators who are qualified to collaborate effectively with them.

The HTA Technology Partner is a free program any architect, designer, or builder can choose to opt into once they’ve reviewed and agreed to the five points. Participating in it shows their clients and the other trades that these partners are in a position to help address all of the client’s technology needs instead of just burying their heads as if technology doesn’t exist. Architects, designers, and builders get shopped just like integrators do, and seeing that someone is a HTA Technology Partner can be the thing that gets a client to go with them instead of someone else.

We’re really proud of having created this framework for building a properly respectful collaborative relationship between all the trades, which will help our members get hired in the earliest phases of a project. And we’re looking to establish ourselves as the leader in helping up-and-coming integrators learn how to portray themselves to architects, designers, and builders, which will go a long way toward changing the perception of the industry in general and help integrators be seen as professionals on par with the other major trades.

A technology enthusiast since he was a child, Josh Christian entered the home technology industry in 1995, soon joining a firm that he helped grow into one of the largest custom integration companies in the industry. In 2017, co-founded the Home Technology Association and became its CEO, bringing his years of experience as an integrator, marketer, and consultant to fulfilling the Association’s goals of identifying the top home technology installation firms and bringing them the recognition they deserve.

Integrators, Trust, and the Trades, Pt. 1

“One of the big goals of the HTA Design Partner designation is to change the perception that all integrators are just there to push an agenda”

Integrators, Trust, and the Trades

Integrators, Trust, and the Trades, Pt. 1

The Guys Who Gets Design

Why HTA is the Real Deal

Budgeting for Custom Installation

How to Find the Perfect Integrator

“Once a client learns there’s a standard for whatever it is they’re purchasing, they tend to seek out that standard if they care about quality”

On how HTA Certification encourages architects, designers, and builders to make qualified integrators part of the design team from a project’s inception

by Josh Christian
March 27, 2023

One of the biggest goals for the Home Technology Association (HTA) since its founding in 2017 has been to bridge the gap between integrators and architects, interior designers, and builders. The first way we did this was to build the HTA certification standard so integrators who meet it have a legitimate way to differentiate and elevate themselves from ones who shouldn’t even be allowed to bid on bigger projects because they don’t have the experience or are just all about the quick buck.

HTA certification has already served as a great way for an integrator to quickly establish a trust relationship with trade partners like designers, architects, and builders. When I began my career as an integrator in the late 1990s, the trade partners tended to bring integrators into a project at the very last minute, so it took me a long time to create enough trust for them to refer me on a project. I would sometimes have to be at it for two, three, even four years. Now, with HTA certification, an integrator can point to the certification standard on our website and it builds credibility.

I didn’t realize back then that the trade partners’ mistrust was often well-founded. In my naivety, I thought a decent number of integrators were good—maybe 50 percent good and 50 percent not so good. And I was shocked later in my career to discover that it’s more like 10 percent are top-performers and 90 percent so-so or worse. It took a while for architects, designers, and builders to hire my firm because they were lumping me in with all the bad integrators by default. Their assumption of integrators often was “guilty until proven innocent.” I worked hard to earn their trust. So when my company would win awards or was published in a magazine, I’d show off our work and build trust that way.

The HTA certification standard helps the best integrators build that trust and credibility much quicker. Since only about 10 percent of integration firms will meet the HTA standard, our members can leverage the fact that they’ve been certified to tell their trade partners, “Hey, you don’t have to trust me that we’re a good firm—we’re HTA Certified.” The integrator will then share the HTA Certification standard with them, and this has proven to build trust and credibility. We help our dealers with a powerful elevator pitch that works. Some of them have even been able to convince their architect, builder, and designer partners to require HTA Certified integrators on their projects.

All integrators have experienced this situation: The client seems to be OK with their price, and everything is going really well. But at the 11th hour, the client goes out and gets another proposal that’s significantly cheaper because they went to someone who’s not qualified for the project. Of course the low-ball proposal is a different scope, it’s inferior product—all the usual suspects. The integrator is left defending their legitimate proposal against one that shouldn’t even be considered, which creates a terrible situation because the builder/architect/designer doesn’t know what to say to the client except, “I know this industry’s got some problems, but please trust me and use my guy.” But they typically defend their integrator of choice up to a point and then relent to the client. If the integrator leads with the fact that they’re HTA Certified, shares the elevator pitch, and points the client to the HTA standard, though, clients tend to shop around much less, especially when the integrator uses the HTA technology budget estimator to share realistic installed costs first. The chance of losing a deal to a low-baller goes down drastically. And if they do lose that client, it’s one they don’t want anyway. It’s better to spend time with clients who appreciate quality workmanship and customer service, not ones who are pennywise and pound foolish. Those clients always turn out to be nightmares.

HTA certification gives the architect, designer, and builder ammunition to hold firm and say, “Hey, I only work with HTA Certified integrators.” They can send the client to the HTA website to learn what certification means—which then makes the client wonder, “If this other company is so good, why aren’t they certified?” Educating trade partners about the HTA certification standard really works. The smart integrators understand this and use it to their advantage.

Think about how standards affect us in our everyday lives. We expect to have a great dining experience if we select a Michelin star-rated restaurant. We expect our vehicle to be safe if it receives a five-star safety rating. And we expect a mechanic to be competent if they’re ASE certified. We pay more for GIA or EGL-rated diamonds as their value has been determined by a defined standard and rated by professionals. That is what HTA certification is doing for the CI industry.

Some integrators believe the Home Technology Association and the HTA certification standard need to be household names for them to have any value, which is absolutely not true. Once a client learns there’s a standard for whatever it is they’re purchasing, they tend to seek out that standard if they care about quality. Don’t believe me? For those of you who don’t know what the GIA or EGL diamond rating standard is (in my estimation, about 40% of men don’t know), stop by a jeweler and tell them you’re looking for a quality diamond for your wife or girlfriend. Very early in the jeweler’s qualifying questions, you’ll be told about GIA or EGL, or both. Once you hear the pitch, I’m about 99% sure you’ll be sold on it and will most likely choose the rated diamond, even though it costs more. Clients will do the same for HTA Certified dealers. Let that sink in for a moment . . .

In Part Two, Josh discusses the HTA Design Partner and Technology Partner programs, which are meant to make integrators more credible for clients and help strengthen the relationships between integrators and their trade partners.

The Home Technology Association website

“It’s better to spend time with clients who appreciate quality workmanship and customer service, not ones who are pennywise and pound foolish. Those clients always turn out to be nightmares.”

The Guys Who Get Design

How to Find the Perfect Integrator

Budgeting for Custom Integration

Why HTA is the Real Deal

People First, Then the Gear

“since everyone is more reliant on technology than ever, clients, architects, designers, and builders don’t fight that conversation as much anymore”

SAV Digital Environments, Bozeman, MT

The HTA’s Josh Christian talks about his efforts to make integrators more design savvy and to get architects & interior designers to bring integrators into the design fold

by Michael Gaughn
February 28, 2023

As technology becomes more and more deeply woven into the fabric of the home environment, the need increases for professionals who can integrate it not just seamlessly but with some flair. But while architects and interior designers will turn to custom integrators to supply the required wire and gear, they tend to cast a wary eye in their direction when it comes to anything involving design, seeing the integrator’s efforts as more a necessary evil than a desired complement to their work. The upshot is that integrators tend to find their involvement in the overall creation of a home minimized, and postponed in the process for as long as possible, which often leads to major changes and delays that can bring construction to a frustrating and expensive halt.

Josh Christian is working to change all that, using his organization, the Home Technology Association (HTA)—which was created to separate the custom integration wheat from the chaff—to not just help integrators become more design savvy but to urge architects, designers, and builders to engage those HTA integrators who have their design act together from the very beginning of the planning of a home. Below, Josh talks about how this effort arose from his own early years as an integrator in the LA market and how he and his organization have made some headway but still have a ways to go.

Is it fair to say that integrators are often left out of the design loop until it’s too late to have any meaningful impact?

Typically speaking, yes, that’s a big problem for integrators. Bringing them in too late leads to all sorts of problems. It means a lot of the client’s technology wishes will be compromised, which often leads to having to do a change order or an expensive retrofit and other delays with the project.

Is there a subset of integrators who have figured out how to ensure they’re in there early, and do they have any strategies that are the equivalent of waving their arms and saying, “You’d be crazy to start without us.”

My guesstimate of all the integrators out there, less than 3% have figured this out in any meaningful way, where it’s a serious goal of theirs to improve their working relationships with architects, designers, and builders. The successful ones are just doing really great marketing business practices. They’ll join the associations for those trades and use them to meet up with the builders, designers, and architects in their community. They’ll also reach out and connect on social media.

That’s what I did when I got into the luxury end of custom integration back in 1998 working with DSI Entertainment Systems. I did a lot of research to find out who were the top architects, designers, and builders—I’m just going to call them “trade partners,” to make it easy—and see if any of them were in magazines like Architectural Digest. I’d pick up the phone and call and and even literally drive by—good old door knocking—and introduce myself as an integrator that understands them.

Where many integrators fail is that they talk all about “me, me, me”—O, we’re the best integrator in town; we do this, we do that; we do home theater, we do home automation—but they don’t talk about their process so much and show that they respect what their trade partners do. Because it’s really important for an integrator to be able to think like the people they work with. Those other people typically aren’t interested in audio, video, or controls, and because of that they think their clients don’t care either. So integrators shouldn’t talk about those techie things when they introduce themselves but should instead present themselves as a solution to their client’s technology needs, because the truth is that there’s going to be technology in every single home their trade partners are working on, even if a client’s not a techie person.

At a minimum, a home needs to be prewired; it’s probably going to have a network and the client is probably going to want robust wi-fi, and they probably want a security system or a surveillance system. So it’s best for an integrator to say, “Hey, I’m a solution provider. No matter how simple or how complex, I’ll help design the client’s technology needs into your plans and make sure everything gets installed in the best, most aesthetically pleasing way possible. And if any of our products will be visible on the structure or in the interior, I’ll get your input so you’re OK with the way they look.” The trade partners love that, because they’re been included in the process.

That’s how it started back in the late ‘90s, just showing empathy. Today, the better integrators have learned to pique the interest of their trade partners by first talking about things most likely to be on the client’s mind—things like wellness, energy management, and motorized shading and lighting. If integrators can position themselves as system designers who know how to integrate these priorities into their trade partners’ plans, they’re seen as a valuable designer and consultant and not just a contractor or sub-contractor who’s only there to install something and leave.

Do you find that there are many integrators who have a strong grasp of design?

The awareness still needs to come up with that quite a bit. When I started with the Home Technology Association, I expected to find that many more integrators are doing this than they are, so we’re providing guidelines to help the ones that aren’t yet performing at that level to show what the architects, designers, and builders want out of them. It’s slowly getting better but it has to happen a lot quicker.

Interior designers used to want nothing to do with technology because they saw it as just gumming up what they were trying to do, which frequently led to tension between them and the integrator. Younger designers and architects seem much more comfortable with the technology and are more willing to accommodate the integrator. But what’s your recent experience been like? Is it still a battle to get designers to accept the tech?

It is a bit of a battle but it is getting better. It’s important to remember that back when I got my start in this, the technology tended to be a lot more obvious, a lot less flexible, a lot more expensive, and wasn’t as central to people’s lives. But now everybody is effected by technology, and since everyone, including the architects, designers, and builders themselves, are more reliant on it than ever, the clients and trade partners don’t fight that conversation as much anymore.

Are you aware of many integrators who have interior designers on staff?

I know very few. I think there are maybe two integrators out there who have one on staff. And I think the reason it’s uncommon is that, if an interior designer knew an integrator had someone who does what they do, they’d be less apt to refer that integrator, thinking the integrator might take that client’s interior design business in the future and create a conflict of interest. Plus, it’s such a different field.

Could you cite any integrators that are particularly good at getting in there early on projects, at bringing the design elements together, and at creating a strong bond with the other trades?

There are a few in our industry that do a really great job of that. But SAV Digital Environments in Montana stands out because they do a phenomenal job of marketing. They do a lot of lunch ’n’ learns for architects and designers, they get their CEU credits, and they do quite a few events at their showroom. There’s also Joe Calise at Sights N Sounds in Seaford, New York. He’s the chapter president of the interior design society chapter there so he’s well known in the interior designer circle in New York, which is phenomenal.

Another one to call out is Jamie Briesemeister from Integration Controls in Missouri. She’s working on a showroom remodel that’s going to be a great place for hosting events for architects, designers, and builders. I’m seeing more integrators instead of moving away from showrooms, building new ones, and they’re building them to be interior designer and architect resources.

That’s a great trend, and I hope it continues, because you can talk about human-centric lighting but when you see it, it really has an impact. That’s especially true with something that’s near and dear to this industry’s heart—a high-performance home theater. Home theater has become such a diluted term. A client sometimes thinks it’s a three-hundred-dollar soundbar system they can find at a big-box store because it says “home theater.” So they think that if that’s three hundred dollars, if they spend five thousand dollars they must be getting something just ridiculously, phenomenally top of the line. But, as you and I know, you can spend multi hundreds of thousands of dollars on a home theater, if not millions. But it has to be done right. It’s not just the components—it’s the design, it’s the acoustics, it’s the space. So I like that high-performance theater is being focused on again, where there are truly wow experiences that can convince even a jaded client. Clients will spend the money when they know what experience is they’re going to get.

Josh Christian

“the better integrators have learned to pique the interest of architects, designers, and builders by first talking about things most likely to be on the client’s mind—things like wellness, energy management, and motorized shading and lighting”

Sights N Sounds, Seaford, NY

Integration Controls, Rock Hill, MO

Michael Gaughn—The Absolute Sound, The Perfect Vision, Wideband, Stereo Review, Sound & Vision, The Rayva Roundtable, marketing, product design, some theater designs, a couple TV shows, some commercials, and now this.

Budgeting for Custom Integration

How to Find the Perfect Integrator, Pt. 1

How to Find the Perfect Integrator, Pt. 2

Why HTA is the Real Deal

Most people have no idea what a luxury entertainment system can cost, so here’s an easy way to get a realistic sense of what to budget for your project

by John Sciacca
January 24, 2022

The initial meeting with a new integrator to discuss your project can be a bit like a first date. They are trying to get to know you, figure out your wants and needs, and what is most important to you. They also have no idea whether your idea of “top of the line” means a Mercedes E-Class or a Maybach S-Class.

While the integrator certainly wants to give you the best impression and show they understand your project and the kind of system you’re looking for, they also don’t want to scare you away by presenting you with a budget that makes you feel you’re being grossly overcharged so that you just move on to the next integrator. At the same time, you might have reservations about telling the integrator what you’re planning to spend—especially if you have no idea what these systems can cost. Like a poker player, you might want to keep your pocket Aces to yourself.

If you go looking for a car, you likely know the price range before stepping on the lot. But unlike other luxury goods, entertainment systems can involve equipment and brands you’re unfamiliar with, construction processes that can range from days to months, and a team of professionals from different trades, among other things. This can lead to misunderstandings between you and your integrator (or designer or architect or builder) about what a fair price should be. So we want to give you a way to get a realistic bead on what you should expect to spend for your project before you even contact a professional.

To understand how pricing can vary so widely, take just two of the items that make up a theater room: A projector and seating. There are 4K video projectors selling for $6,000 and for $100,000. And theater seating can range from $500 to north of $7,500 per chair. Multiply that by eight or more chairs, and you can see how projects can have a huge range of budget possibilities.

Without a doubt, establishing a budget can save time—both yours and the integrator’s. It will also help to set expectations on both sides. Even giving your integrator a broad budget range will point them in the right direction for designing your system and choosing the necessary components.

With a rough budget established, the installer will allocate resources for the best overall system performance, since they’ll know which components work best together and will distribute funds for the best overall system. Additionally, if you tell a good system designer you’d like something that’s between $75,000 and $100,000, they won’t come back with a proposal totally outside of your budget at $200,000. But you also won’t get a proposal for $25,000 that will way underperform what you’re expecting.

The Home Technology Association (HTA) has developed a budget calculator that gives you some clarity on what you can expect a project to cost. After walking you through a few simple questions such as “How many rooms will have music?” “How many automated shades will you like?” “Will there be a dedicated theater room?” in a quick five-minute process, you’ll be presented with a Low to High estimated budget range to mull over before you even approach an integrator.

The calculated price includes labor, accessories, and design & engineering, with adjustments for labor costs in different markets. With this knowledge, you’ll be far better prepared to have a discussion with your integrator and understand the kinds of systems they will be proposing and the price range of the caliber of system you desire.

You might be familiar with the old adage, “Buy once, cry once” used to describe purchasing a high-cost item that comes with some upfront financial pain, but you won’t need to buy the item again due to its superior craftsmanship, build quality, and long life. This is often used for items like tools and watches, but it’s a philosophy that also works well for home entertainment purchases.

Probably the most experienced writer on custom installation in the industry, John Sciacca is co-owner of Custom Theater & Audio in Murrells Inlet, South Carolina, & is known for his writing for such publications as Residential Systems and Sound & Vision. Follow him on Twitter at @SciaccaTweets and at johnsciacca.com.

As you fill out the initial fields in the calculator, new fields will appear to walk you through the budgeting process

Why HTA is the Real Deal

How to Find the Perfect Integrator, Pt. 1

How to Find the Perfect Integrator, Pt. 2

also on Cineluxe

What is a
Luxury Home Entertainment System?

Home Theater’s Second Golden Age

Inside the Ultimate
Home Entertainment Space

This first-hand account of the Home Technology Association’s rigorous certification process shows why its members are the most credible integrators

by John Sciacca
updated January 20, 2022

During the lengthy period where my career as a custom installer and my role as a technology editor have overlapped, I’ve written numerous articles similar to the pieces by Eric Thies on how to locate a qualified technology integrator. Sadly, none of them seem to have made much of a difference.

I agree with everything Eric said, but principally that most people take almost no time in vetting their integrator. And with the bar so low to becoming one—essentially just placing a magnet on the side of your truck and becoming Joe’s AV, with most states not requiring a license for low-voltage work—has led to a glut of terrible work and dissatisfied customers.

Over the years, our company, Custom Theater and Audio, has resurrected numerous projects for people who let the most random people into their homes to handle the technology install. Even though they comprehend that it’s too complicated for them to do, for whatever reason they think virtually anyone else is qualified to handle their technology needs. I’m not even kidding when I say some people say they hired “some guy” that was walking through the neighborhood putting leaflets on doors, had the flooring guy do it, used the electrician, or used someone the electrician knew. The tragedy is most of these people ended up spending good money to get a system that was never right for their needs or never worked right and then had to pay us to fix or replace it, and frequently ended up with something that couldn’t do what they had initially wanted.

This is exceptionally frustrating and, frankly, bad for the entire industry because all installation companies end up being lumped together in the minds of people who have been burned by bad work. And their experience passed on to others tarnishes the good along with the bad.

That’s one of the reasons why the Home Technology Association (HTA) intrigued me: Could their certification identify the best integration firms and help the cream rise to the top? This would not only help customers looking to hire a good company but (more selfishly) help my company stand out as one of the good guys.

HTA’s Director of Certification Josh Christian says their goal is to do for the custom installation industry what the Gemological Institute of America (GIA) has done for diamonds. The GIA allows anyone to walk into virtually any reputable jewelry store and know they’re purchasing a stone that has been independently verified for quality. The HTA doesn’t guarantee that selecting a certified professional will result in terrific performance or outcome. But in a sea of uncertainty, it offers a beacon to help guide you towards making a more informed selection from a pre-qualified group of top candidates.

My company recently went through the application process to became HTA Certified, and I can attest that it is rigorous, taking me several hours to research and gather all of the information required. Compared to the CEDIA (Custom Electronics Design & Installation Association) application—which has you fill out a single-page form asking for only the most basic information (company address, size, gross revenue) and your credit card information, and which essentially approves any company willing to pay the $500 annual registration—HTA mines far deeper into how a company actually operates. It’s clear in going through the process that the HTA’s primary concern is in signing the right companies.

Josh said the application process is so thorough because it helps the HTA to identify the best-in-class installation companies and provide a real look into their business operations and the kinds of jobs they do. And the sheer length and breadth of it scares away exactly the kinds of companies they want to avoid (as does the $400 application fee, which has the applying company putting some skin in the game).

Once certified, companies are listed on HTA’s website. (You can see our company page here.) This snapshot gives a consumer a pretty good idea if an installation company is going to be a good fit for their needs.

HTA understands its certification will only mean something if it actually means something, not only to the industry but to people looking to hire an integrator. They do this by a strict vetting process that only admits the best firms, and by raising awareness with architects, builders, designers, and consumers that choosing a qualified—ideally certified—integration firm matters. While a non-certified firm might do excellent work, going with an HTA-certified company will certainly start your project off on the right path.

Below are some of the key areas the HTA identifies about an integrator so you can decide if they’re the best fit for you

How long have they been in business?
Longevity is generally a good indicator the company will be around when you need service down the road. Bad companies usually don’t last. The average HTA certified company has been in existence for almost 17 years.

How many employees do they have?
Larger companies can often handle bigger projects—and certainly more projects—and potentially respond to service issues in a timelier manner.

What geographical areas do they service?
Working with a company that’s near your home often means faster response times and no trip charges.

What kinds of projects do they focus on?
If you’re building a $15-million 20,000-square-foot home, selecting a company that mainly does $50-thousand 3,500-square-foot homes might not be a good fit. Focusing on companies that specialize in the kind of project you’re considering will likely yield the best results.

What brands are they authorized to sell?
While there are many terrific manufacturers, certain brands define luxury home entertainment and are repeatedly used in the top installations. The manufacturer partners that a company chooses give you a look at the quality of gear the company can provide. This can also be important if you’re interested in a specific automation system like Control4, Crestron, or Savant, as dealers often specialize in one but not all.

How many projects have they done over the past three years in different price categories?
A good snapshot of how busy the company is and the focus of their projects.

What does a typical dedicated theater and media room install cost?
It’s a good idea to see if your budget aligns with the company’s typical installs. HTA’s site also has a 20-question budgeting tool that can be very useful for getting a rough idea of what your cost could be.

What industry awards and certifications do they have?
Bad companies generally don’t win awards or attain industry certifications.

What are their service policies?
No matter how good your system is, at some point it will need to be serviced, and knowing the company’s after-sale policy upfront is a good way to avoid any frustration later on.

How to Find the Perfect Integrator, Pt. 2

How to Find the Perfect Integrator, Pt. 1

Now that you know what to look for in an integrator, here are the tools for honing in on one who’s the best fit for you

by Eric Thies
updated January 18, 2022

In Part 1, I described how a wild west mentality tends to reign in the world of technology integration and walked you through what the criteria are for determining if someone is really qualified to be a high-end integrator. Here I give you the four basic questions you should ask any integration firm you might be considering. Following the questions, I’ll tell you about the Home Technology Association, which is your best resource for beginning the process of locating a properly vetted integrator in your area.

Can I speak to three recent clients with similar scope and size projects?

You don’t want to be a guinea pig for this firm. They should have a proven track record of similar projects.

Are you a dealer for all of the stuff we want?

You need to be able to get support on the product in your home. If the integrator can’t get the manufacturer to answer a call, you are in trouble.

What is your service policy and how do I get help after you install this stuff?

Most companies falter after the sale. They have no formal process to handle servicing their clients and typically devote all of their resources and staff to the big projects in process (with the big checks being handed out) and not the $150 service call. Find out how they handle service requests and after-hours problems, and if they have dedicated staff to address service issues.

Do you do all this work with in-house staff or do you subcontract any of it out?

Again, back to service. You want the company to be able to service you after the fact without relying on a pile of other subcontractors.

These are just a few easy questions to get you towards making a good choice. Another terrific resource to help you find a great integrator is the Home Technology Association. This is the first group to realize that 90% of companies in this trade wear clown shoes.

They have developed a certification system that puts integrators through the ringer so consumers can dramatically improve their chances of success. Each HTA Certified company must have a minimum of nine references from industry experts, design/build pros, and manufacturers. They must demonstrate that they have technical proficiency, have a great history of customer service, and have a stellar industry reputation.

I have been through the application process, and it is impossible to pass certification unless you are an exceptional company. They also do a terrific job of segregating the installers into three tiers: Estate—if you are a gajillionaire building a giant house, Luxury—if you are just a regular wealthy person, and Foundation—for the guys like me with regular-size homes. The HTA is the easy button for selecting an integrator, and as an integrator, the list of certified companies is really strong. It represents the best of the best.

In closing, don’t hire a technology partner unless you ask the important questions and do some research. Remember, the chances of you having a happy tech experience is less than 50% unless you do a little homework. You don’t have to understand tech in order to pick a great company.

Eric Thies is the founder of DSI Luxury Technology, the most awarded custom installation firm in North America. He is a member of the Home Technology Association and helped develop the HTA certification system. He is also a member of The Guild Integrator’s Alliance—an invitation-only group of 13 of the premier integration firms in the US.

Once you enter your zip code in the integrator finder and the list of integrators appears, scroll down to see the complete set of search results

HTA

Integrators, Trust, and the Trades, Pt. 2

Integrators, Trust, and the Trades

The Guys Who Get Design

Budgeting for Custom Integration

Why HTA is the Real Deal

related articles

also on Cineluxe

How to Find the Perfect Integrator, Pt. 2

Recent Posts

Recent Comments

sign up for our newsletter

Type:

Genre:

Duration:

Average Rating:

HTA

related articles

also on Cineluxe

Recent Posts

Recent Comments

sign up for our newsletter