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101118.Agetek.Grandcare.Webinar.Understanding Cepro Channel11 18 10

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Julie Jacobson from CE Pro\'s presentation on 11-18-10 Weekly GrandCare Aging/Technology Webinar!

Julie Jacobson from CE Pro\'s presentation on 11-18-10 Weekly GrandCare Aging/Technology Webinar!

Great work Julie!

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    101118.Agetek.Grandcare.Webinar.Understanding Cepro Channel11 18 10 101118.Agetek.Grandcare.Webinar.Understanding Cepro Channel11 18 10 Presentation Transcript

    • Home Technology Integrators Understanding the Channel Julie Jacobson Editor, Co-Founder CE Pro/EH Publishing www.cepro.com www.ehxweb.com juliejacobson@comcast.net @juliejacobson © 2010 EH PUBLISHING
    • About Us • CE Pro www.cepro.com – Launched 1994 – 40,000 print subscribers – 700k pv per month CEPro.com – Audience: Low-voltage integrators • Custom Electronics specialists • Security dealers • Audio, video, other low-voltage installers • EH Publishing www.ehpub.com – CE Pro (trade) – Electronic House (consumer) – Commercial integrator – Electronic House Expo – Research – Plus: Robotics, Pro Sound, Logistics © 2010 EH PUBLISHING
    • Agenda • The people: Understanding the CE pro • The custom business: size, scope • Distribution: How CE pros buy product • CE pros and the Agetek market • Why/how to get involved with CE pros • Moving forward: CE pro and Agetek © 2010 EH PUBLISHING
    • What is a CE Pro? • Custom – Specifies, sells, installs, integrates and services • Electronics … specifically for the home – Home automation – Home theater – Distributed audio and video – Lighting control – Security – Energy management – Remote home monitoring & management – Home networks – Telecom • Professional – High touch – Long-term service contracts © 2010 EH PUBLISHING
    • What is a CE Pro? AKA… • Custom Electronics Professional (CE Pro) • Home Systems Integrator • CEDIA Dealer • Home Automation Professional • Electronic Systems Contractor (ESC) • Custom Installer • A/V Specialist • Low-Voltage Guy • Home Technology Integrator • D/I (Dealer/Installer) • CI (Custom Installer) © 2010 EH PUBLISHING
    • CE Pro Purchasing Power $ value of product "Market Size" # of firms purchased billed value of installations 2005 13,500 $4.8 billion $12 billion 2006 14,637 $5.3 billion $13.5 billion 2008 13,173 $6.3 billion $15.7 billion 2009 12,119 $5.5 billion $13.7 billion Source: © EH Publishing 2010 Custom Electronics Installation Business Survey (CEIB) www.cedataonline.com © 2010 EH PUBLISHING
    • Company Revenues 2010e Revenues 2010e % Integrators < $250k 30% $250k - $500k 18% $500k - $1M 15% $1M - $2.5M 20% $2.5M - $5M 10% $5M - $10M 4% > $10M 3% MEDIAN $567,000 AVERAGE $1,602,500 Source: © EH Publishing CEIB 2010 © 2010 EH PUBLISHING
    • Typical Job Size & Volume Revenue Per Installation 2010e 2011e MEDIAN $15,000 $17,500 AVERAGE $26,676 $34,631 Number of Installations 2010e 2011e MEDIAN 25 35 AVERAGE 95 114 Source: © EH Publishing CEIB 2010 © 2010 EH PUBLISHING
    • Reach Dedicated CE pros touch more than 1.3 million homes per year --- Larger community touches 5 million+ --- Very long term relationships Customers for life Source: © EH Publishing CEIB 2010 © 2010 EH PUBLISHING
    • Business Sectors • High-end integrators [2,000- 3,000 dealers] – Low-volume, high-cost installations – 5-20 homes/year – $50,000+ installations – Install : highly integrated, all subsystems, extensive home theaters • Mainstream integrators [8,000 – 12,000 dealers] – 40-200 homes/year – $8k - $40k installations – Install: “mass customization”, all subsystems; modest theaters • High-volume integrators [2,000 – 3,000 dealers] – 300 – 1,000+ homes/year – $2k - $10k installations – Install: infrastructure wiring, security, distributed audio, lighting control, energy management, surround sound systems Shift expected due to ADT, others entering home control business Source: © EH Publishing © 2010 EH PUBLISHING
    • Business Sectors • Home theater specialists [1,000 – 2,000 dealers] – 5 – 25 homes/year – $10k - $1,00,000+ – Install types: Mostly single-room theaters, from fairly modest to ultra-high end • High-volume specialists [50,000-75,000 dealers] – Single area of expertise but other low-voltage attachments – Security dealers – Electrical Contractors – AV Retail – IT Source: © EH Publishing © 2010 EH PUBLISHING
    • What CE Pros Install Audio In-Wall, In-Ceiling Speakers 77% Distribution Amplifiers 71% Audio Hard Drives/Media Servers 65% Video/Theater Flat Panel Displays 76% Home Theater Receivers 72% Satellite TV Systems 46% Home Theater Furniture/Seating 46% In-House Gaming Systems 27% Networks, Telecom, IT Structured Wiring Systems 75% Wireless Netw orking 74% Netw ork Hubs/Routers 74% Telephone Systems 58% Computers and Monitors 51% Security CCTV 61% Burglar & Fire Alarms 44% Controls Home Automation Systems 70% HVAC Controls 46% Central Vacuum Systems 34% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Source: CE Pro Reader Survey, 2006 % of Dealers That Install © 2010 EH PUBLISHING
    • How they Buy Percentage of Products Bought Through: – Direct from Manufacturers 47% – Distributors 42% – Electronics/Appliance Retailers 6% – Building/Home Supply Retailers 6% Source: © EH Publishing © 2010 EH PUBLISHING
    • Wholesale Channels • National Distributors – Multi-location – Single location • Regional Distributors • Regional Distributor Groups • Rep Distributors • Buying Groups © 2010 EH PUBLISHING
    • CE Pro Growth Markets In which of the following areas will your company likely see growth in the next 12 months? Source: © EH Publishing CEIB 2010 © 2010 EH PUBLISHING
    • CE Pros & Aging in Place • Electronic House Expo – 4 years with ‘Home Health Technology’ Pavilion – First educational track for home health – 2010 [SRO] • CE Pro magazine – Enhanced coverage • Wildly popular Webinars © 2010 EH PUBLISHING
    • Why CE Pros Embrace AIP Mkt • “Customers for life” are aging • Demographics are there • Resolve from government, insurance co’s • New outlets for their existing skillset – Customer base – Service infrastructure – Core tech competencies: automation, lighting, security, communications, audio, video … • CE Pro & EHX are relentless © 2010 EH PUBLISHING
    • What CE Pros Do Know • Demographics • Government, insurance companies investing in independent living • PERS • Grandcare • Closeby Networks (Control4) • That guy that Julie always writes about (Jason Ray, SimplyHome) • EHX is doing home health technology • We gotta be in this space © 2010 EH PUBLISHING
    • What CE Pros Need to Learn • Who are the decision makers? • Who pays? – Government, insurance reimbursement • Vertical markets • Which trade shows to attend • Best organizations to join • Product choices and opportunities • Liabilities © 2010 EH PUBLISHING
    • Beyond Whole-House Care • Lighting for the elderly • Single-purpose devices – PC-free email – senior-friendly computers – Communications/videocon • Music © 2010 EH PUBLISHING
    • Who are the Players & Payers • Consumers themselves • Caretakers – family • Caretakers – professionals – Visiting Angels, Comfort Keepers, Family Caregiver Alliance, Geriatric Care Managers • Homeowners’ Associations (HOA) • MDUs & other master-planned communities (55+ active adult) • Physician Practices – Family medicine, psychiatriasts, gerontoligists • Rehabilitation • Senior Housing – Assisted living facilities, nursing homes, continuing care retirement communities (CCRC) • NAHB CAPS professionals © 2010 EH PUBLISHING
    • Why CE Pros are Good for AIP Vendors • Touch 1.3 - 5 million+ homes/year • CE Pros spec the products (or highly influential) • Technical competency in key categories • Reduce tech support burden on vendors • High touch, customers for life • Ensures optimal consumer experience, from install to training the customer • Access to and influence with homebuilders, developers, architects, interior designers, others • Excellent feedback for product development © 2010 EH PUBLISHING
    • Advice to AgeTek Vendors • Recurring Revenue?! • Training • Dealer programs • Explore distribution • Industry trade shows & associations • Form factors: Think equipment rack & entertainment centers © 2010 EH PUBLISHING
    • 2011 Trade Shows & Events • CES (CE retailers) – Jan. 6-9, Las Vegas – Silvers Summit & Expo – www.cesweb.org • Electronic House Expo (CE integrators) – March 17-19, Orlando, Fla – Seniors Pavilion and AIP curriculum – www.ehxweb.com • CEDIA Expo (CE integrators) – Sept. 7-10, Indianapolis – www.cedia.net/expo • ISC West (security) – April 5-7, Las Vegas – www.iscwest.com © 2010 EH PUBLISHING
    • Thank You Julie Jacobson Editor, Co-Founder CE Pro/EH Publishing www.cepro.com www.ehxweb.com juliejacobson@comcast.net @juliejacobson © 2010 EH PUBLISHING