Relationships and Referrals Build Your Business

Oct. 27, 2008
p>Greetings from Southampton, NY. While I’m out on the east end of Long Island, Security Dealer is heading to Denver, CO for the CEDIA Expo this month. Tying the two locales together is my column which is geared to a high end residential home automation install.

How do you turn a $10,000 quote into a $40,000 job? Who better to talk to than Ed Savarese, senior technician for Scanner Security Systems, Mineola, NY. Savarese is a Level 2 installer with more then 20 years of installing experience.

In case anyone is not familiar with where I ventured to this Monday morning, Southampton is the summer retreat of the rich and famous, and many of them own multi-million dollar beach homes. Savarese was wrapping up a custom audio, video and security installation on the site of a $ 2.4 million dollar home overlooking the Great Peconic Bay in Southampton.

He first made contact with this client when he completed a job in this homeowner’s apartment in Manhattan, NY. During a conversation with the customer, Savarese was told how an electrical contractor quoted him $10,000 for an audio install consisting of three pairs of speakers and three remotes. Savarese asked his customer questions about what his needs were beyond a few speakers and then let him know he could get all those things from him for the same price.

The system Savarese put together included: a custom rack from Middle Atlantic products, HD capabilities for 4 sources, an MX 3000 Universal Remote controller with custom programming including a Yankees Logo on the home page, a touch screen HAI wall panel that controls security, heat, sprinklers, AC, lighting, TV, XM radio, a 42-inch HD Fujitsu wall mounted TV, Sonance speakers with custom enclosures, door and window contacts, Senitrol glassbreaks, XM satellite and direct TV, remote temperature sensor in wall eliminating an unsightly thermostat, and a custom door bell that can be answered by the cordless phone.

Upon completion of this install, the homeowner was so impressed with Savarese’s work, he asked him for more upgrades. Fully integrating the home under one set of controls, there is also outside lighting control, fiber optic cables that control the colored lighting for the waterfall in the pool and control of an electronic awnings system. Completely automated, the homeowner can call into his system before arriving home to crank up his AC, light his driveway and set the XM satellite radio. When he turns the key in his door, the hallway lights turn up to 35 percent. Ten seconds later, the lights in the kitchen and living room also go on. Savarese installed water sensors that alert the homeowner at his office if they alarm. Smart lighting outside was taken to the next level using HAI’s longitude and latitude controls.
Savarese is a model integrator for our industry and truly cares about his customers. I am always looking to visit with readers and would welcome your e-mail or phone calls. Any issue you would like to discuss, we are here to serve your needs.