09.17.2008 — A universal remote control is always part of Home Theater and Beyond's bid, "unless the client says in the qualifying conversation that they do not want one," according to president Michael Bonetti.

The Merrimack, N.H.-based integrator uses Universal Electronics' (UEI) Nevo line of products (which includes the Nevo S70 and Q50) to simplify operations for their clients.

Home Theater and Beyond employs a top-down selling technique, says Bonetti. "We sell up to sell down," he explains.

"Present the best and let the client determine the look, feel and feature set. No matter how small the system is, it is a lot easier to go down in price than it is to go up in price."

Selling Simplicity is Crucial For Remotes

Bonetti says simplicity is most often praised by his clients. "The power users want a power page that has the one button turn-off, with individual power commands for each component," he says.

"That works for the network music inputs, too, which use the monitor to display and select content. Once playing, they like to be able to turn off the monitor," he adds.

"The most important thing we stress is that when your mother-in-law pays a visit, you are not going to get a call on how to watch the TV," says Bonetti.

"That usually cements a remote sale. We sell the lack of buttons to let you enjoy your activity, to keep the features limited, to make the remote operation simple."

Home Theater and Beyond customizes pages for its clients, even sometimes offering "His" and "Hers" buttons. "We use a Nevo remote to show what can be done, and if that doesn't fit the budget, then we would bring out another lower cost remote," he says.

Bonetti says that Nevo remotes suit Home Theater and Beyond thanks to their:

• programmability
• reliability
• overall "wow" factor

It's these aspects, he says, that enable his company to streamline choices to a basic IR product and the touchscreen models.

"We have focused on integrator-friendly [products], but ones that are still best in class for performance," he explains.