A little more than a year has passed since Apple introduced the iPad, and the impact it has had on daily life has been nothing short of revolutionary. An explosion of software applications for many mobile devices has been developed to give users the power at their fingertips to manage their work, social lives, and leisure activities — anytime, anywhere. Why not control their homes as well? Is there an app for that? Of course, there is — and it is good for business.

“Apps are a very good thing for the control business. They have exposed people to what we have been doing all along. The exposure has been a driver in increasing business because the consumer is more aware,” says Jeff Ripplinger, a designer at U.S. Tech, Denver, Colo.

“It is massively transformative in our industry,” says Dave Pedigo, senior director of technology for the Custom Electronic Design & Installation Association (CEDIA), Indianapolis, Ind. “Every major manufacturer is working on some sort of internal app to control its devices.”

With the variety of apps available to control audio, video, lighting, security, energy management and more, integrators have a virtually unlimited palette of solutions available to them. “Apps allow them to be as creative as possible,” says Greg Rhoades, associate director of marketing for New Orleans-based Home Automation Inc. (HAI). “Dealer value is in the integration of all products and knowledge. [The use of apps] really allows them to branch out in to other areas to create new solutions.”

Selling It

While the variety of things apps can be used for seems limitless, so too are the number of ways they can be used to sell home automation and control. Perhaps that is the coolest feature of apps — they almost seem to sell themselves.

 “People love their iPads and anything that’s on their iPads,” says Dustin Bransford, programming manager of DSI Entertainment Systems, Los Angeles, Calif.
 Many manufacturers currently provide, or are in the process of developing, apps for sales staff to use in the field. Getting the devices into the hands of the homeowners and letting them play with the app and see how easy and how capable it can be is a strong selling point.
“It’s the sizzle,” Rhoades says. “It’s a great tool for someone to be able to understand the entire scope of what we do.”

Some dealers are enticing clients with special incentives. “Offering a free iPad with systems opens doors to additional apps to build on the system. It’s a platform to expand on and get our foot in the door,” Travis Deatherage, partner at Denver, Colo.-based Solstice Multimedia explains.

Creating Markets

Apps can create new markets as well. “Total Connect Video allows dealers to close deals even with people not interested in a security system,” says Jonathan Klinger, vice president of product marketing and management for Honeywell Security and Communications, Melville, N.Y. He notes that the Total Connect Video system is finding a following with customers who simply want to use their iPhones to monitor when their children return from school or to check on an elderly parent, and they may or may not be seeking a full security system.

The arrival of less expensive control devices has expanded the market in other ways. “It’s a big opportunity to advance control to the hands of clients who couldn’t afford it in the past,” says Deatherage, noting that the cost of touch panels was previously a barrier. He says, “The cost of an iPad at $500 opens the door to a different level of audience. It’s an affordable device that offers whole house control with an 8-inch screen.”

Not only do the cost savings help sell in the mid-range market, but they can also enhance the sales of higher-end systems as well. Chris Tyler, president of Aurora Technology, Omaha, Neb., says that apps can help educate clients on what is possible in home automation and control, and if the control is less expensive, the money can go elsewhere in the system. “High-end clientele can do more things that maybe they were holding off on before,” says Tyler.

While some installers might fear that the prevalence of tablet devices could lead to loss of revenue in sales of dedicated touch screens, those fears appear to be largely unsupported. Paul Williams, vice president of support services for Control4, Salt Lake City, Utah, says his dealers are actually seeing an increase in demand for both traditional touch panels and tablet devices: “We see a need for both iPads and our touch panels in the home.” He added, “The iPad is great for portability, but customers don’t want to carry them around the home. For use in specific locations, our wall-mounted touch panels are still selling strong.”

Jeff Singer, communications manager for Crestron Electronics Inc., Rockleigh, N.J., sees the tablet devices and traditional touch screen interfaces as complementing one another. Exposure to apps on handheld devices may introduce homeowners to new possibilities in home automation. “In some cases, tablets and smart phones are enough. For others, that is the first experience with a touch screen. They become aware of what they would like to do.”

Williams says not only do apps contribute to the sale, but increasingly the apps drive the sale. For example, a growing number of homeowners who have discovered Black & Decker’s Zigbee wireless lock are coming to Control4 because of the app, says Williams. He believes that this is just the start of a larger trend: “We foresee features of apps will be driving the customer to seek home automation.”

According Klinger, apps and handheld devices have been a boon to security sales and retention. Clients who have not had any significant events to trigger security alerts are sometimes tempted to cancel their service because they feel that they don’t use it. With apps, the system is hands-on. Clients use it everyday making the value tangible. “There’s a huge difference between a system you interact with five, six, seven days a week and see results and a system you hope you never use,” maintains Klinger.

The public fascination with apps and the devices that support them also creates ample opportunity for selling upgrades to existing clients.

Challenging Expectations

While selling home control using apps may seem like a marketing dream come true, there are still a few challenges to be met by dealers and integrators in making the sale.

“The marketing hype is pushing expectations,” Bransford says. Customers often don’t realize that hardware and programming are still needed make it all work.
 “There’s a common misconception on the consumer end that the app is a magical thing. Consumers have to know there’s more to it,” Ripplinger cautions.

While apps may be getting customers in the door, to take advantage of this, dealers must be proactive in educating their clients and managing expectations from the beginning. While an app may be inexpensive and easy to download to the users’ phone, the quality of the programming and hardware behind the scenes is as important as ever; customers need to understand that the apps they download will not be able to function if there is not a solid system supporting it. Smart integrators use the customers’ excitement about app features and capabilities to open a conversation about what home control and automation requires. Managing customer expectations from the early stages leads to more satisfied customers in the end.

Getting Started

“The rise of apps and the shift from hardware-dependent to software-based solutions creates an incredible opportunity for those who embrace the trend,” says Jim Annes, vice president and general manager of AVAD.

With the recent deluge of apps onto the market and so many products and features available, how can integrators keep up with the industry?

Experts recommend starting with apps from the manufacturers whose products you are already familiar with. “The support is very good. Manufacturers who have worked in the industry understand the job of integrators and support their apps very well,” Deatherage says.

Whatever the app’s source, it is vital that the integrator does his homework and knows the app well to facilitate both system design and sales. “Educate yourself before selling it,” Deatherage says. “It’s important to understand capabilities, what it can and can’t do, to set [client] expectations appropriately.”

A solid foundation in networking is critical for integrating apps into residential systems. AVAD’s Jim Annes emphasizes the importance of continuing education in network design and implementation: “That’s the backbone of the apps. If the network fails, the apps are nothing more than pretty colors on your phone.”

Designing a robust network becomes even more important as multiple devices are added. Issues such as device priority, security, stability and redundancy become even more critical. Multiple devices competing for network resources can lead to problems in the user’s experience. “Above all else, make sure the network is good. People have no patience. If it doesn’t work in five seconds, it doesn’t work,” Bransford advises.

Similarly, introducing more devices to the network can leave holes in the security of the network, Deatherage warns. A certain degree of redundancy is necessary as well. If the homeowner loses his cell phone, he still needs to be able to access lighting, security and media.

Going Forward

Given the plethora of apps currently available and in development, the possibilities for home control are limited only by the integrator’s skill and creativity. “If you want something done, it can be done. The apps are out there,” Pedigo says.

Pedigo sees more and more players getting into the development of home control apps, from individual integrators to new third party developers. “2011 is a year of evolution, not revolution. Ipad and Xbox Kinect were revolutionary. Now we’re going through a period of refinement, more tablets with more widgets and apps,” he says.

To date, a few players have dominated the market. “Apple is the 800-pound gorilla in regard to apps. It has had a huge competitive advantage being the first to market,” says Pedigo. However, that is likely to change, as several other manufacturers will be bringing new, Android-based tablets to market soon. New players, such as Verizon, Intel, ADM, and Comcast, are vying to enter the home control market, and this will lead to increased competition and more options for the consumer at a mid-level price, Pedigo says.

‘My 2 Cents’: App Reviews
	Crestron Mobile Device App Reviewer: Dustin Bransford, programming manager of DSI Entertainment Systems, Los Angeles Crestron’s mobile device app comes in two versions, the free version that has a project size limitation, and the Pro version that has no size limitations and costs $99. The app allows an Apple iOS device to act as a Crestron touch panel, with some limitations on the design objects that can be used. The great part about this is that the look, feel and operation of the interface are created by the programmer of the system. This gives a dealer the ability to provide a truly unique product to a client.  The down side to this is that the app does require a lot of work to get working, an end user with a Crestron system can’t just download the app and have it start working — programming is required. Overall, the client benefits from a single app that can control the whole home, and can look and feel the same as the interface of the in-wall touch panels if they have any.
	oRemote App Reviewer: Travis Deatherage, co-founder of Solstice Multimedia in Denver, Colo. The oRemote app is designed to control network controllable audio/video receivers from Onkyo and Integra. I tested the app with a 2011 Integra DTR-70.2. A complete list of supported models is on the oRemote page in the iTunes App Store. The app delivers complete control of AVR functions including those not available from the standard remote.  First, I set up the app to connect directly to my AVR with a static IP. I find using a static IP ensures the most reliable connection. Next, I tested basic functions like power on/off, source selection and volume control for the main zone. I was interested in the ability of the app to deliver two-way feedback for network-based music sources. The oRemote did not disappoint. I had full two-way control of network sources such as Pandora, Sirius Internet Radio and my iPod. The Integra and oRemote also supports vTuner, Rhapsody, Slacker and other network radio sources, which I did not test. Lastly, I moved on to testing the multi-zone features and oRemote deliver full control of discrete source selection of zones 2, 3 and 4 supported by the Integra. In my testing the app delivered reliable, easy-to-use control. The number of buttons and features might be a little advance for a basic user, but an advanced user will appreciate access to all these features on an eight-inch touchscreen. At a cost of $4.99 this app delivers a robust user interface that can help dealers up-sell clients on more advanced audio/video receivers from Integra and expand into multi-zone control without an expensive control system or programming.
	Sonos App Reviewer: Chris Tyler, president, Aurora Technology, Omaha, Neb. The Sonos app for iPhone or iPad is an excellent music control app that is easy for anyone to use. Pick your room, pick your music, and push play. It is that simple. Sonos is a music distribution system that can be used in new homes or retrofitted into existing homes and works over your existing wireless network. Install the Sonos control system onto your home computer. Sonos then accesses your music of most audio formats (wav, mp3, and iTunes) from up to 16 devices (PC, MAC, NAS drive) and creates one simple library. Play different songs in different rooms or sync all the rooms together. Search your library via album, artists or genre. Sonos also accesses thousands of Internet radio stations, podcasts, Sirius/XM, Pandora, LastFM, Rhapsody, and more. I have found that my clients catch on very quickly with this system. Sonos has three different zoneplayers that wirelessly bring your music to you. Sonos is a great product to offer your clients. It gives you the ability to show your clients how they can easily access their digital content in their existing home without running new wires. It is affordable and best of all, the app is free. The customer can then easily upgrade to additional rooms at any time with minimal expense. An added secret benefit; each zoneplayer has a built-in network switch with two ports. This allows you to connect to your router or PC. This also allows you to distribute your wireless signal to other locations.