Savant Living: A Contender On The Waterfront

Savant Living is riding a wave of success in Virginia Beach. The custom integration company has secured a stronghold in the multi-dwelling unit (MDU) market and is bringing all the comforts of home to a sizeable stretch of this exclusive resort coastline.

Savant has several major MDU projects in the works, including the Spectrum at Willoughby Point in Norfolk and the Sanctuary Resort at False Cape in Virginia Beach. Both properties are being developed by The Futura Group, one of the largest builders in southeastern Virginia and North Carolina.

The opportunity to expand in the MDU arena arose when Savant President and owner Stan Kidd got a foot in the door with Futura. The quality of his work got him well past that proverbial door and now MDU projects account for 70 percent of Savant's installs.

While the work is lucrative, it could hardly be described as a day at the beach. From an Operations standpoint, Kidd explains that MDU installations are far more challenging than single residential ones.



"Executing these projects involves successfully dealing with each homeowner in each condominium. They seek simple to use, yet technically exciting, systems that provide entertainment, communication and comfort. And you have to install these systems on a timetable that's part of the overall construction process."

Kidd points out key differences in doing MDUs vs. individual homes. "Scale is one aspect. The pace at which each floor is completed can speed up the process significantly. Utilizing the right tools can also help. Savant Living uses D-Tools design software to expedite the layout, testing and labeling of all wire runs for a given unit."

Other problematic issues are pulling wires in a metal stud framework, RF interference with wireless devices and adhering to different fire codes, which vary by jurisdiction.

It's not a coincidence that Kidd's up to the challenge. He is a Cisco network engineer and has been for many years. In fact, he was a consultant before he launched Savant Limited. As a certified Cisco Silver partner, Kidd has done extensive commercial work. It was in doing this that he became involved with developers on MDU projects and, subsequently, the door opened for him to create the Savant Living division, a decision that's proved profitable.

A La Carte MDUs

Developers and builders understand the importance of installing structured wiring to varying degrees, but most that Savant works with prefer the systems in their MDUs to be offered as upgrades.

With a smorgasbord of services, spanning distributed audio, home theater, whole-house video, lighting, home automation, safety and security, structured wiring, home networking, cabinetry, shades and control, Savant brings it all to the table. MDU residents can order a full course meal off its menu, or opt to go "a la carte."

"That's when we get involved and meet with the homeowners," Kidd says. It's one less headache for developers -- to have an experienced system integrator who can both install the structured wiring and recommend the various systems to potential owners.

"At a minimum, developers are incorporating structured wiring in the initial design," Kidd notes "The selection of audio/visual systems are often offered as an upgrade option."

While the electrician on a project usually does the basic low voltage pre-wire, if the owners select Savant's upgrade systems in the options phase, its technicians will go in and add additional wire for audio zones and volume controls.

"We know what they want before the units are dry-walled, so we can get in. We're part of the options phase, not brought in after the fact, so we'll know if we need to put in additional wire. This really offers the best of both worlds because we get paid at closing time and the owner gets to add it right into their mortgage payment."

Although there are occasions when Savant Living is called in to upgrade after the fact, that work is typically retro and doesn't dictate getting into the walls. On properties like those at Virginia Beach, the units are often bought as investment properties. Because the units are primarily rented out, owners vie for renters and that's when the competition can really heat up. It's a healthy one for Savant's bottom line.

Competition Breeds Profits

While the median price of most systems comes in at around $25,000 to $45,000, typical upsells run the gamut from the very simple to the very elaborate. In the multi-room audio category, for instance, Savant has installed everything from straightforward A-Bus control systems to complex NetStreams IP Distribution Systems, which are much more technical and expensive to install.

On the flipside, changing technology has made purchasing systems more attractive and affordable in other ways. "We're about integration," Kidd states. "Homeowners can go buy their TVs anywhere they like. We prefer to be in on that decision as there are some considerations such as the jacks in the back of the TVs that make it difficult to control, and we can advise them on those things."



It's all part of Savant's service philosophy which has remained a simple one since its inception. "We're committed to bringing the best home entertainment and control system to our customer's households," Kidd contends. Each unit is treated as a separate entity and the equipment is located at the head-end or near the central distribution panel within each unit.

"We work with them as a reliable and superior provider for consultation, design and installation. We pay close attention to details during every step of the process, ensuring a system that encompasses all of their goals within the established budget. Savant also provides the necessary education of the latest trends and new technologies to make sure that all of their needs, both present and future, are accounted for," he adds.

To deliver on that promise, Savant's staff -- consisting of one director of operations, one sales/design specialist and four A/V Technicians -- stays on top of the technology. The company does not sub out its work. "We're big on certifications," Kidd points out.

"Two of our guys have Installer 1 for CEDIA and will have Installer 2 shortly. We just hired a news salesman who will earn designer certification as well." In terms of researching products, it's done when there's a specific need to solve a problem. "We bring those products in-house to try them out and pre-configure them before we take them to the jobsite. We're still trying to decide on the products we'll settle on as good, better and best and re-evaluate our offerings as much as we can."

Savant has opted not to provide high-speed Internet services or security monitoring services. Rather, it has struck a lucrative balance and distinguished itself by providing cutting-edge technology with compatibility and reliability.

"Key to our success is knowing what works well together to provide reliable systems integration to the specific target market," Kidd says. This provides the builder/developer with a unique set of offerings tailored to their prospective client."

Referrals are critical to success in this business and Savant gets plenty of them. It also advertises and publishes articles in regional publications to a target audience, and is a member of CEDIA, CEA and the Tidewater Builders Association, a local chapter of the National Association of Home Builders (NAHB).

Internally, employees enjoy a bonus pay structure based on performance. "Our success is the direct result of a sincere desire on the part of our employees to always provide the best possible solution for our clients. It is this commitment to quality that drives them to be the best and elevates Savant to higher and higher levels of success."

Erin Harrington is a freelance writer, based in Lindenhurst, N.Y.