A man far wiser than I once said many years ago, “He who hesitates is lost.” Flip it to today’s electrical contractors, and he could be talking about the explosion in wireless technology. Those contractors who hesitate in wireless advancements, may be doomed to facing lost business.
Whenever I discuss wireless with customers, not advocating but mentioning something that exists, an immediate wall goes up, built on a foundation that electricians make money by pulling wires. No wires, no income. But that argument will not hold into the future.
Wires aren’t going away because wireless technology has taken over. A homeowner can dim a ceiling light wirelessly, but that light needs a power source,requiring wires and an electrician.
That fear put aside, let’s see where the real fear comes from — the low-voltage and building controls industry, the people who put in alarm systems, CCTV, thermostats, building systems and other devices or systems.
While licensed electricians spent years viewing low-voltage as stepsisters due to their power and license limitations, these installers, alarm in particular, have seen their the change we are discussing. These industries had long been a hard wire heaven — who could fish a wire better? That edge goes to the low-voltage technician. Wire management was developed in those industries to avoid the “rats nest” of confusion.
Those industries were forced into the wireless transition, eliminating the need to wire devices. What did they do? They adapted, adopted, and adjusted. Now many of the products they use regularly are wireless.
Our industry has seen a race to the socket with all sorts of energy efficient lighting products installed. The negative impact of long lasting LED fixtures on the maintenance market doesn’t concern electrical tradesman, like wireless technologies. The utilities, tax codes, and markets may be blindly pushing LED technologies, but it is more about the industry addressing our end users’ needs.
A sales technique when an electrical contractor sells energy efficient lighting is to express savings in maintenance costs. This is money taken directly from the industry, because it is best for the end user.
Wireless technologies may spark a race to the switch. In this race, the industry does not enjoy the same high voltage license protections as in the race to the socket. Why the concern about wireless if it is the best answer for the industry’s end user? There are no wires, but other players our end user can utilize for simple control have been dealing with wireless for 10 years, ahead of the curve. These competitors share your customer base. They are the security company with the burglar alarm panel, the HVAC contractor maintaining thermostats or building control systems, or phone or cable companies providing services. Because of wireless, all these competitors offer your customer a service that was traditionally owed by our industry — controlling their light switches.
If you are the one presenting the best option, you receive the job. For example, no hotel owner wants to shut down a room for three days and lose money to wire a system. If you give a wireless alternative without interrupting business flow, they might pay a premium. This is true for residential, too.
Wireless is more expensive, but that isn’t a deterrent. The end-user will consider new technologies and pay a premium if these options are given as they upgrade anyway. A wireless switch may finish a job quicker and more profitably, and introduce customers to a technology that can create more work. You may make more profits on materials — 20 percent markup on a $2 switch, or 20 percent on a $20 switch? That switch still needs to power wired to it.
In historic buildings and centuries-old churches, contractors propose wireless for fire alarm systems and lighting control as the best option to maintain integrity of the structure, minimize damage and down time, and maintain building aesthetics. The end-users are ecstatic and willing to pay a premium. The hidden gem for the electrical contractor is avoiding liability issues from having employees work with ladders, drills, and tool near priceless pieces of furniture, fixtures, and art. The contractor increased profits over a hard wired system, finished ahead of schedule, and gained a long-term customer.
Another argument in opposition of wireless is the perception the signal can be interfered, as if the strength level were equal to baby monitors. The advancements in wireless signal are tremendous. Wireless systems use FHSS (Frequency Hopping Spread Spectrum) technology, the same used by NASA and the military. This isn’t your basic RF application, garage door opener signaling. It’s the same used by the military when a drone thousands of feet in the air communicates to a bunker two miles underground.”
There are applications where a clearly defined point-to-point wire is best for customers; but if you are convinced wireless is not a proven option, you are wrong.
This isn’t an argument on wireless vs. traditional. It is a word of advice and a wake-up call, as more applications become available and our younger, tech-savvy kids become decision makers and want to turn on their outdoor patio lights with their smartphone. We need to understand what is going on, and product and technologies are available. Others, in your customers building, already do.
Wires aren’t going away, but there will be fewer. Even if you don’t embrace wireless, at least learn, understand it, and accept there are applications. It means something to your bottom line and the future stability of your industry.
Ostriches bury their heads in the sand. If the electrical industry does the same with wireless, there’s a chance when end users make decisions on who to hire for projects, the electrical contractor won’t be seen.
William F. Donahue is president of Crown Supply Co. Inc., an electrical and fire alarm product distributor, with locations in Providence, R.I. and Milford, Mass. Reach him at www.crownsupply.com.
