Integrators have likely seen anecdotal evidence, but there’s broader research that bears it out: demand for connected kitchens and baths is rising — rapidly—which means the business opportunity in bot is at an all time high.

According to Grand View Research, the segment “is expected to grow at a compound annual growth rate (CAGR) of 11.6% from 2023 to 2030.”

There’s opportunity for integrators in the kitchen and bath industry— but how does one turn it into more business?

Since I serve as a liaison between Crestron and the design-build community, I’m a regular at NKBA (National Kitchen and Bath Association) functions. I’ve learned that those specifying kitchen and bath products — from designers to end-users — have one thing in common: they “don’t know what they don’t know.”

As a technology integrator, you know what the potential capabilities are for kitchen and bath tech, including everything from lighting to in-mirror TVs to automated temperature controls for both air and water.

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Your strategy — especially for high-end clients — should be one that demonstrates the full capabilities of the technology and helps them envision the maximum potential of their living experience.

You’ll find that a subtractive approach to discovery is a much better process than an additive one. If a client needs to pare down the list of options you’ve presented, you’ve now shown them the gold standard they can aspire to — and sparked their imagination. And remember: If a prospect is content with “good,” it’s harder to introduce “better” and “best.”

The Functional Kitchen: Abundant Tech Opportunities 

Discovery is incredibly important in the kitchen. Clients often focus on telling you who the “chef” in the family might be, but they may not realize just how critical kitchen spaces are beyond meal prep. 

Kitchens are the heart of the home — the place where casual meals are eaten, the room that people gravitate to when the client is entertaining. To that end, they need more than just task lighting — tunable LEDs with circadian programs can be incredibly impactful.

Kitchens need music, too, and often video. (It’s also the space where voice control and touchless motion sensors can be especially helpful — the cook’s hands are often dirty.)

When the discussion turns to things such as lifts for displays, be sure the design-build team understands the need for heat dissipation and serviceability access — getting to the gear without cutting into a cabinet is critical.

It’s another reason why any technology integrator needs a seat at the table at the earliest planning stages if they want to be able to grow their business in kitchen and bath projects.

What Does is Mean to Have a “Spa-Like Bath” at Home?

“We’ve all heard quite a bit about the current demand for “spa-like bathrooms” — but what does that mean in practical terms?” asks JoAnn Arcenal, Director of Business Development, Crestron.

“For many, it will mean a bath that’s going to “understand” the arc of their day. It starts, again, with circadian lighting that can be adapted to mimic daylight as the client puts on her makeup — and later cycles into warm candlelight effects in the evening.”

She also points out that music will likely be an ask there as well. The bath also presents the biggest opportunity for integrators to introduce wellness technology, and therefore further grow their business.

The bath also presents itself as another amazing opportunity to sell automation, according to Arcenal.

“It’s one of the rooms of the home where many clients like to ‘set it and forget it,’ knowing that all the functionality of the space — from light levels to the volume of their audio — will align with their day.

“For our part, we continue to open our API to other manufacturers so that our systems and devices can be controlled from anywhere, including the shower. “

A final parting bit of advice from Arcenal is for integrators to remember that the opportunities for tech solutions (and likewise, business) is unique to each kitchen and bath space. As most integrators likely know, speaking to clients is the best way to find out how they use these rooms.

From there, integrators can learn quite a bit about what the family might desire in the rest of the home, allowing business-savvy dealers to grow their plan quite a bit, all from a simple conversation regarding the kitchen and bath.

Because these rooms can be complex, the opportunities for tech solutions are unique to these spaces. You’ll likely find, however, that as you speak to clients about the way they use these rooms, you’ll learn quite a bit about what the family might desire in the rest of the home.

JoAnn Arcenal is Director of Business Development at Crestron.

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