Automated window coverings have been gaining traction in the custom installation channel. In addition to growing demand from clients who desire both the convenience and energy savings that motorized shading offers, there have been significant announcements in technology this year, such as shading vendor Somfy's new interoperability with Vantage Controls' InFusion Energy Management System.

For custom installation firms who've had primarily an A/V focus in the past, here are some simple tips to smooth out the adoption of motorized shading into the company's technical repertoire.

Partner With Your Client's Designer

While it's true that traditionally, the A/V installer and the client's home style consultant or designer get along about as well as cats and dogs (and mean ones, at that), shading is one venue where both professionals can find common ground. Indeed, designers often show a great deal of interest in motorized shading, which can lead to referral business to their other clients if all goes well.

Beyond just being nice, the relationship with the designer is key because the integrator is going to need to know the intimate details of the designer's choice of both the type of window coverings and the materials used: horizontal, vertical, venetian, drapes, muslin, silk, plastic, bamboo, whatever. Knowing exactly what kind of covering is going on each window, and associated details like dimensions and mass, is crucial. There's no universal one-size-fits-all window shade motor, so the dealer is going to need to order an exact SKU from the shading vendor for each window, and there might be 20, 30, or more unique motors on a single job!

Partner With Your Shading Vendor

This brings me to my next point: exact measurements. Never mind the old saw that says "measure twice, cut once." Since motorized window coverings are almost always made custom to order, the integration team needs to measure each window area three times at least for every measurement: height, width, sill depth, casement offset, etc. It's an enormous amount of design work, especially for big homes; and it may seem like a hassle. However, it's nothing like the hassle that will come from having motor fixtures that won't properly fit the client's windows.

The good news is that shading vendors love you and want your business! The level of support a fledgling dealer can expect from a shading vendor is exemplary. Territory sales reps typically have comprehensive design and installation experience, and will happily schedule time to meet the installation team on a jobsite and do on-the-job training, from taking proper measurements to assisting in the final installation. Think about it: it's in the vendor's best interests for dealers to be crack installers, and the investment in supporting dealers pays off in the long-term shading business.
Looking from the outside in, motorized shading can seem like a big, scary world in its own right.

However, it's becoming established as a major category for custom installation firms and following the demand of potential clients is just good business. Dealers just starting out with shading can take comfort in the level of support offered by vendors in the category, and consider it as a valuable addition to their core competencies.

Motorized window coverings are a growing category in the custom A/V business, driven in large part by the demand for energy efficiency. Lutron's Sivoia QS wireless system uses the company's Clear Connect RF technology to control shades and drapes.

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