ADI Scare Tactics Against DIY Security
By: Brian Rhodes, Published on Nov 27, 2015
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Comments (16)
Undisclosed Integrator #1
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Undisclosed Manufacturer #2
Who is this targeted towards? Most end users that would consider DIY have no clue who ADI is.... And when ADI sells direct to the end user, isn't that still a DIY project?
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Undisclosed #3
IMHO, this IS the main fallacy/falsehood with their argument, since they clearly call out Simplesafe and Canary as the examples, which as you correctly point out don't typically tie into central stations.
But, if they were to restrict the systems under discussion to DIY alarms that DO connect to central stations then I think the argument is valid. DIYers, due to less experience, are more likely to misconfigure their system than pros.
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Undisclosed Integrator #4
ADI is actually scared out of their wits right now. Their golden Willy Wonka Chocolate Bar ticket is the Honeywell Intrusion/Fire Line. They do not want DIY alarm systems to flood the market at all or for dealers to buy Honeywell Intrusion products online which cuts into their biggest source of revenue. ADI without the Honeywell Intrusion/Fire Products would go out of business.
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Sal Visone
In a perfect world, ADI would be really direct and honest about this, but it's tough when there are big numbers at risk for them and their shareholders. With this propaganda, they are probably speaking to their manufacturers, as much as they are installers and end users as far as letting them know they will try to neutralize the DIY growth of the market and will take a stance against it to help slow it down and protect the trade. In that regard it's good for the trade, because the manufacturers that believe they need ADI, might slow down a bit with the DIY push.
The bigger issue for installers and distributors is the fact that for smaller jobs you can get similar quality equipment directly in big box stores, which in essence is giving the installer cost to the general public. I'd love to see them take a hard stance on that to protect the margins of the trade, maybe by boycotting brands that are selling through DIY channels. The irony is that in the end, Honeywell will go all in the DIY market as well.
Another major issue is that some of this home security equipment is becoming very easy to install, which will devalue the installer and turn it into more of a commodity and driving installation pricing down. A young homeowner that grew up on the internet, might be better trained than some of the old time security installers.
Think of the ADI scare tactics approach as the right wing stance on this topic, verses the left wing DIY manufacturer marketing tactics of making it seem like magic plug and play stuff, that will keep your family 100% safe. Somewhere in the middle, with out the drama, is reality.
If someone really wants to DIY, then so be it. You might be better off to let them do it. Hopefully for the installer, they understand the value in central station monitoring, best you can do is it explain it and if they don't cut your losses. If not, they will just end up getting that set up on their own as well. The key for installers is to identify the relentless DIY'er, to make sure they are not wasting their time on this person. It's the same as for home AV, networking, etc.
For example, I have friends that do their own carpentry (moudling, trim work) etc. in their house, they enjoy it and don't see the reason to pay someone to do it for them. I on the other hand, want it to come out mint and don't see the value in me spending my time learning how to make the perfect cut, I'd rather work on my company, and spend my off time with my family. I don't paint either, I pay a painting company to do it. And I don't need scare tactics for me to see the value in paying a painting company to paint for me. I just need a reasonable price from someone that does quality work, and knows their trade.
These days, where there is a will there is a way. If the end user wants to do it themselves and is into learning, they will. If they see more value in working their day job and spending their off time with their family the will do that.
Unfortunately though, costs in just about all trades are wide open, so anyone can figure out how much a contractor is roughly making on them if they really want to. As a contractor, you must be able to explain the value (system design, support, one point of warranty, etc) rather than using scare tactics. New and smaller companies can adapt to such change, it is harder for larger companies that are reliant on past market conditions.
Whether you are a manufacturer, integrator, or distributor these days if you are not innovating or offering something different or better, then you are a commodity.
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Timothy Mc Pheron
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