HomeConnect Wants Resellers To Feel Right At Home

Callan, national sales manager for ConnectHome, a group of home integrators organized by San Diego distributor Home Controls, said his company's quarterly Residential Integration School (RIS) has led to better installations for end users as well as more product sales and loyalty for Home Controls.

"One [dealer] went from $600,000 [in sales through Home Controls] last year to $4 million this year. Another guy sent us a testimonial that we put on our Web site, but we couldn't print the whole thing because it was a page and a half long," Callan said.

ConnectHome launched the intensive, week-long home integration training program about a year ago and about 100 people have graduated and now are capable of completing any home integration project, he said. The RIS program is vendor-agnostic, which helps sell integrators on its value, Callan said.

"Ninety percent of training for this industry is the manufacturer rep comes in for a training day. All it is is a sales pitch. We have 20 different products that we put together, plus no one taught you how to sell and design a whole house system," he said.

At least one graduate of the class appreciated the curriculum being driven by the technology and not by a manufacturer's marketing plan.

"The way the class was taught was very [vendor] generic. Instead of advertising a particular product line, they were more advertising the industry. That absolutely gave me good direction to follow to get my business up and running," said David Bruner, president of Skytop Technology, a Mays Landing, N.J., integrator. Bruner went through RIS training last August after starting his company in May 2005.

Some vendors included in the sessions aren't even sold by Home Controls, such as AMX and Crestron, Bruner said.

More importantly to ConnectHome and Home Controls, Skytop buys the majority of products through the distributor after completing the RIS training.

"I'm definitely more loyal now. They have fanstatic tech support that is free and about 50 percent of my leads come via various ConnectHome sources," he said.

The program includes a design and technical course and a sales and business development course. ConnectHome limits the classroom to 30 students at four sessions per year. "You walk out, you get the complete package all wrapped together," Callan said. "The first time we did it, 5 [p.m.] came and nobody wanted to leave. At 6 [p.m.], we had to kick them out. It was like watching kids Christmas morning playing with their new toys," he said.

Applicants for the program must meet three criteria, Callan said. First, they must be whole home integrators, offering complete solutions. Second, they must have completed jobs in the six-figure range. Third, he said sincerely, they must be pleasant to deal with.

"There's some guys in this industry who are really snooty. We have so many people that use our member companies that you need to know who you're dealing with," Callan said. "We had one lady called that used a [member] in New Jersey. She had a friend in Texas and asked if all our dealers are that personable. It's really nice to hear."

About half of the RIS graduates are ConnectHome members, an organization that aspires to achieve quality installations and build relationships between members. Bruner, also a ConnectHome member, said the networking opportunities between dealers has led to several business leads.

"The whole promise is that this is a pre-qualified group of dealers. We all know each other. We share contacts. I'll get hits on my Web site from people out of my area or out of my realm. The first thing I do is go to the ConnectHome master list and give them a call. We share not only leads, but technology and ideas," he said.

The next RIS sessions are schedule for Aug. 7-11 and Oct. 9-13 in San Diego. The cost is $1,195 per person for the first student per company and $995 for each additional attendee. ConnectHome members receive a $100 discount, Callan said.

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